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In this episode of the Advanced Selling Podcast, Bill gets his EDM house on, we banter about early 80s fashion, and we dip into the co-video mailbag and talk time management without the time.
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Well, welcome to the Advanced Selling Podcast.
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We are so glad you listened.
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And we know a lot of you listen every week.
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We had an email, a really nice email from a listener who said he can t, seven days of pure pain and agony waiting for that, actually six days, waiting for that seventh day.
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So we re glad you ve joined us today.
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And my name is Bill Kasky.
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And I m Brian.
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And you can go to the Advanced Selling Podcast page.
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Actually, it s advancedsellingpodcast.com.
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See all back episodes.
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There s also some freebies there, some resources.
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Also, there s a product called All In that we created a while back that s very good, and we d love it if you partook of that.
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We get a lot of new listeners each week.
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And new listeners, if you ve not been there yet, go get that product all in.
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The people that have bought it would tell you that it is a great way to take what you hear on the podcast, put it in a little deeper, better order, and make it more applicable when you re driving around.
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Better than us saying that, I think next week we have a listener who plugs it.
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We don t have to say anything about it.
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No, we don t.
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We ll do that next week.
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Brian, when you came in today, you were laughing about somebody that you saw who was kind of acting out as if they were in the early 2000, early part of this millennium.
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And I wondered from you, I saw a guy today walking around the studio here.
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I don t think he was creeping.
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I think he was just minding his own business.
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had a popped collar on.
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Oh, yeah.
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Really popped.
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Really?
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Straight up?
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It was either a Izod or a Polo.
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And it was like way, it almost looked like an extra long collar.
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I don t know if he d been cold.
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Maybe his neck was getting cold or something.
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But didn t that, is that still a thing?
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Well, I think this is, you know, it s funny.
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I wrote a paper about this in college in anthropology.
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And I got accused of plagiarism.
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Me and my two friends wrote this.
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We were inspired by this ad that basically says that things come back to the basics.
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Basically, fashion cycles like in every 20 to 30 year cycle.
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You ll see trends come back from this loop that keeps going.
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And apparently, because I look at the kids now that the pop collars are in, the boat shoes are in, and what else is coming back in?
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Pegged jeans.
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You know how you used to peg your jeans like you d fold them over and this may have missed you, but did you do this?
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For females or males?
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No, no, for males.
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I m kind of pegging my jeans.
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You are.
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Let me get a shot of that.
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And one of my friends was at a college.
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Don t forget to release that before you leave.
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You re much too old for that.
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And then this other guy with the podcast is going to go, guess what I saw today?
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I was in the elevator.
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This guy had his jeans pegged.
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Just one of them, though.
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Exactly.
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So I think the story is, I wish I would have kept all my clothes from seventh grade, because they re all back in.
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The braided belt, the leather braided belt is back in.
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So you are, oh yeah, I like, actually.
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Yeah, those are nice.
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I probably still have a couple of those.
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They re very efficient.
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So you re saying that this is not out.
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This is out and back in again.
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I think it s out and back in again.
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That s me.
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We probably have some more fashion-forward sense.
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Although we do OK together.
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We do OK.
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I did have an interesting thing.
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This is going to sound bragging.
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It s not meant to be.
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I was at Starbucks yesterday, and I was just waiting for my tea.
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And this guy came over to me, and he goes, you need to be on the cover of a magazine.
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Really?
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It was like, man, yes.
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And I said, OK.
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And then I m thinking, is he pimping here?
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Or is he?
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Or is he?
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And so I m like, I guess I got to ask what magazine.
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Because that could be something else.
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So just an interesting, I don t know what that was for.
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Did you get out your phone and say, Hey, can you, can you say that?
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Can you say that into the camera?
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No, no.
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I said, I ve been asked several times.
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I always decline.
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It s just not my thing.
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I m not out here.
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He was a really nice guy though.
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It was really, really interesting thing.
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Never happened to me.
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So we have a brand new partner.
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We do.
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Why don t you tell us about it?
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Yes, and we are at the podcast.
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As you know, we like to share good ideas.
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And when we have good partnerships, share those with you.
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And we now have a partner who is going to be the named partner of our mailbag.
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So no longer will it be a Mailbag Monday.
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It s going to be called instead, wait for it, the Co-Video Mailbag.
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Now, what is Co-Video?
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Let me tell you what Co-Video is.
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You re a salesperson.
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I m making that assumption.
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And you listen to the podcast, and you want to improve yourself and stand out.
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If you re a salesperson and you use email, my guess Bill is that most of these people do.
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If you use email to prospect, which most of us do, to follow up with prospects, which most of us do, and to send proposals and follow up on proposals, and you re looking for a way to stand out and be memorable, you got to check out CoVideo.
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CoVideo uses the power of authentic personalized video to make a massive impact for a salesperson.
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It s super simple to use.
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You just record your video right from your phone.
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Your video is sent with a click of a button, and then the video is actually in the body of an email.
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You just got to see it to see what I m talking about here.
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But if you want to stand out via email, you got to check out CoVideo.
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I promise you, you will not find a simpler, more cost-effective way to stand out.
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As a partner of the Advanced Selling Podcast, Covideo has set up a special trial deal.
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So go to this website, advancedsellingpodcast.com slash Covideo, that s C-O-V-I-D-E-O.
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Go to advancedsellingpodcast.com slash Covideo, and we re really thrilled to have them.
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And you ll probably, down the road, see some Covideo things from us.
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If you re an email subscriber to us, we re gonna communicate with you this way, so.
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You know, I heard, I m in a men s group, that one of the guys, I don t know if he used co-video, but he used the idea of sending a video to an email, and he got on a podcast that is a top 10 podcast on iTunes, because the podcast host looked at it, it was him talking, speaking directly to him, and the guy said, that s the only reason you got on, because you took the time to send something like that, and it wasn t just another email begging for you to be on, it was something different.
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Yeah, it s really cool.
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And it s very authentic.
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You don t have to produce it or anything.
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You just look into your phone and you talk to them.
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It personalizes it.
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It s just a really cool thing.
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You ve got to check it out.
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AdvanceSellingPodcast.com slash CoVideo.
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So shall we dip into the CoVideo mailbag?
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Yeah, let s dip into the mailbag here.
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But before we do, I ve got to set this up with a little indigenous music.
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Oh, OK.
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So we ve got a- Indigenous.
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Yeah.
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Oh, I bet I know where you re going with this.
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OK.
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Maybe.
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I got it.
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Wait a second, wait till it kicks in here.
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I think I ve got it.
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I think it s kicked in.
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Can I guess?
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Yes.
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Swedish House Mafia.
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Is that it?
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It is.
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Well, it s Swedish house music.
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It s Swedish house music, yeah.
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Yeah, they were kind of the pioneers of house and EDM.
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EDM, yeah.
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Swedish peeps are.
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All right, let s hear the question.
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Hi Bill, hi Brian, this is Fredrik from Sweden here.
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First and foremost, thanks for the awesome job.
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You really, really hit the spot on how I perceive and approach the profession of selling and I m really, really glad that I stumbled upon your podcast.
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I listen about two hours a day when I commute to and from work and you keep me company since I m the only sales rep here in our local office.
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I work as a key account manager for a big European retailer of electronic components and supplies.
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They have never had a sales rep before, so before me this was just web-based selling and the customer kind of figured it out by themselves.
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I started one year ago and what a journey it has been.
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I had sales jobs before, but this has been a completely different experience.
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Almost like starting up your own company.
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Since the discovery of your podcast, I ve become the person that I want to be.
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I hit the gym every morning at five.
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I listen to you and other podcasts for two hours a day.
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I read at least two books a month and I invest in my mind with courses and seminars.
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But now to the question.
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Being alone, I have to work smart.
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I get buried in leads from the webshop generated orders, big companies that buy from us and incoming mail from the website s RFQ page.
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It s a dream, but also a challenge.
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Since I believe in hard work, I do a lot of prospecting with these inbound leads and I get them to do more business with us.
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The problem is, since I m the only one, I have to take care of all the admin work that follows.
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With contracts, quotations, customer service and every little correspondence that you have to do between the customer and the supplier.
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I get loaded with work and I feel like every second counts.
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Sometimes I sit for days just to sweat through the mails, the problems and the questions.
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But I still want to do a good job with customer service, but also I still want to get in front of new people and get the business growing.
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Aside from hiring a colleague, which is out of the question for the time being, what is your tips on making effective time management?
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And what is your tips on what you should do when you are on a continuous success streak, but also you want to do it smart?
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Okay, thank you.
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Thank you, Frederick.
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Awesome question, and thank you so much for the really kind words.
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That was cool.
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That was great, yeah.
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And I m always so impressed.
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We have listeners all over the world, obviously.
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They all speak such good English.
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They do, yeah.
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Dear goodness.
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That s wonderful.
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I thought you were going on the music.
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I thought you were going ABBA.
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Are they from Sweden?
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Yeah, they were, but I didn t have a Swedish house.
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want to get in trouble licensing.
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Oh, yeah.
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Copyright-free music.
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Oh, that s really, really good.
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But you got it.
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Yeah, it s EDM.
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So I ve got a couple things here.
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And I know you have a couple.
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Do you want to go first?
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Yeah, and I think we talked about this a little bit in the pre-show.
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We re going to do a couple observations and maybe a couple to-do items, too.
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And I think, Frederick, and for those of you listening, we always get, in the classes that we teach, someone will come up and say, well, tell me about prioritization.
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What should I do first?
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And I ve got too much to do.
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It s always a thing.
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That s where the root of these answers comes from that, usually.
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Do you want to go first?
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Yeah, I kind of agree.
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I think we ve all got a resource dilemma that we face every day.
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And the resource we have is time.
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And the dilemma is how to spend it.
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And of all the things that appear on our plate, or all the choices that we have every day, we ve got to, at some point, make a decision about what s the highest priority.
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And if I were you, Frederick, I would think about this from a, because you said you ve got existing clients, you ve got, you want to grow them, which I think is really a good strategy.
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You also have new clients.
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I think you ve got to really focus.
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I think when you, you can t do it all and you ve got to decide what s the highest pay priority, which I m sure you re always thinking about because you re not going to work on something that has no future in it.
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I think sometimes we can get so overwhelmed with all the tasks that we forget to step back and say, no, wait a minute.
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If I ve got $1,000 an hour time, I ve got four of those hours today, where am I going to spend it to get the most bang?
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So I think if you constantly look at that,
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And I don t think making a list of what you have to accomplish today, I think that s point number two.
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I think point number one is decide, where is my opportunity?
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And you have to be diligent, almost a jerk about your time, because people will always try to steal it from you.
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Yeah, always, always.
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That s really, really good.
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And if you ve ever heard, we ve done this before.
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Bill does a really nice thing about $10 an hour work, $100, $1,000 an hour work, and you start to label things with that.
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And you want to spend time doing that $1,000 an hour work.
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It s really, really good advice there.
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The first thing, and I think you said this, so maybe I m just saying it a different way, do not buy into the mentality that you ve got a time issue.
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And that s what most people do mistakenly here.
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It s like, oh, I just don t have enough time.
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That s a silly answer.
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It s a silly thing to think about.
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So every time you think, oh, man, I wish I had more time, you ve got to stop that.
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It s impossible.
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I always think Steve Jobs had the same amount of time that we had.
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The Pope, Mother Teresa, everyone.
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The president, everybody s got the same amounts.
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It s all fixed.
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So do not get caught up in that mentality.
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You ve got to get caught up in the, I ve got to find a better way to prioritize what I m doing.
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That s got to be your overriding thought around this.
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So don t get caught up in, it s not a time management deal.
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it s not a time issue, it s an issue of what you should be working on first, and what priority order, and how often, that sort of thing.
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Yeah, I think that also, and I didn t write it down here, but as you were talking, I think there s a certain amount of attitude with that that can be very helpful
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and be very valuable.
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And so you re not trying to shortcut people or dismiss people, but I think you can ask the question, look, you say that you want this, how serious are you?
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What s your budget?
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You can get to some pretty core issues without feeling like you have to go through an entire process.
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I think you still need to go through some process, but you can shorten it and get to the bottom line, which is, are they going to do this or not in a nice way, in a nice Frederick Magnuson way.
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Is there anything you can automate?
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And automating things can be, it doesn t require a lot of money, but it requires some thinking about, like when I get an email from a potential client, maybe they ve read the blog, watched the video or whatever.
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And they say, Hey, I want to know a little bit more about the business or how to engage with you.
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I ve got a signature email that I send out that s just on a sig line.
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And it s got,
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A couple paragraphs of warm-up.
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It s got a couple of other resources.
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It s got the Advanced Selling Podcast as a resource.
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But it s a way to automate that.
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Then if they call me back after they ve consumed that, I ll know they re interested, rather than trying to set an appointment right away and then find out that they re just a loiterer or a looker.
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So if you can automate your SIG line on your email, just look at the things that you do over and over and over and over again.
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You should never write a custom email to any of these people.
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It s got to all be SIG line.
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A looker.
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I like that.
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You mentioned, and I caught this, and maybe if you were listening, you didn t catch what Frederick said here.
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He said, I could hire a colleague, but that s out of the question.
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I wrote down, why is anything out of the question?
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Why is anything out of the question?
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Nothing should be out of the question, because you re completely limiting.
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Now, as soon as I say this, Frederick s going to listen.
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He goes, well, he doesn t understand.
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We don t have the money.
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We don t have the money, right?
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Open your mind to that.
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You ask yourself, how could I hire a colleague?
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Perhaps you could hire a colleague on straight commission, or perhaps you could pay someone.
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You could borrow against commissions to pay for it, or whatever.
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Think of any company that s grown when it started.
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There s a real interesting picture of Microsoft, and there s like eight employees.
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And they re all 20 years old in the 70s or whatever it was, early 80s.
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And I wonder if Bill Gates had said, I don t have the money to hire someone right now.
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We just can t do that.
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And then he d still be sitting in his basement coding by himself, right?
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And so don t have anything out of the question.
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And ask yourself the question, how can I not decide that you can t?
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And then your brain will go down the path of trying to figure it out.
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Yeah, that s good.
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And this gets back to, like we talked about, the $1,000 an hour time value versus the $10 an hour.
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And you can find people who do the $10 an hour stuff maybe even better than you do.
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So I d say, Frederick, one of your books should be a book on virtual assistants, a book on outsourcing for a couple hundred dollars a month or 100 euros, whatever the translation is, transition.
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You could probably find somebody to handle a lot of that, and maybe it s handling your emails, handling your scheduling, scheduling of appointments.
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I mean, there s all different things you can hire, but don t say no to that until you explore it.
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And I think you ll find that for a couple hundred dollars a month, you can have somebody take a lot of this off your plate.
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Then, if you re paying for it out of commissions, if you re on commission, who cares?
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Who cares whether the company says, we re not gonna do that?
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It s got nothing to do with them.
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Okay, this one, you ever judge your own ideas, Bill?
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I judge my own ideas sometimes.
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And this one, I m kind of judging.
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So this is a weird one.
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I wrote down here, delegate to your customer.
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And that s kind of counterintuitive to people.
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People think, well, wait, I m trying to give them a great experience.
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I can t delegate.
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I m the one that should be serving them.
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They re not serving me.
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And so you ask yourself, what is delegating to my customer look like?
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Perhaps they are built up to a place where they ve got automated systems and say, hey, whenever you do this order sort of deal,
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Would it be possible for you guys to do that on your end and just put it, if I gave you my login and password, you could put your own orders in and skip the step?
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Would you be open to that?
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SPEAKER_01
No is always an okay answer.
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SPEAKER_01
And just, they go, yeah, sure, if it skips a step, sure, we can do that here.
1
SPEAKER_01
We got great people.
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SPEAKER_01
They might delegate it within their organization.
1
SPEAKER_01
And now you re delegating back to your customer.
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SPEAKER_00
And you re helping expedite what gets for them anyway.
1
SPEAKER_00
Absolutely.
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SPEAKER_00
And I think when we re busy and things are hot and things are moving, I don t think it s bad to tell people that.
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SPEAKER_00
I don t think they immediately say, well, he doesn t have time for me.
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SPEAKER_00
I think they say, what am I missing here?
1
SPEAKER_00
I got to get with these guys.
1
SPEAKER_00
Everybody else seems to be jumping on board.
1
SPEAKER_00
So use that.
1
SPEAKER_00
And again, I think this is an attitude that I kind of sense it on the phone that you re really excited about what s possible.
1
SPEAKER_00
We were never on the phone, were we?
1
SPEAKER_01
Oh, virtually, yeah.
1
SPEAKER_00
But don t forget to use that, Frederick.
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SPEAKER_00
I think there s a lot of potential there just from an attitudinal standpoint that you can use.
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SPEAKER_00
And I like Brian s idea there.
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SPEAKER_00
I m out of things.
1
SPEAKER_01
I ve got one more.
1
SPEAKER_01
This is tactical.
1
SPEAKER_01
This is something that I do every week.
1
SPEAKER_01
It s one of my favorite things to do.
1
SPEAKER_01
I may have mentioned it on the podcast before.
1
SPEAKER_01
If not, I m going to mention it again.
1
SPEAKER_01
It s called a productivity pod.
1
SPEAKER_01
And the idea here is that you come to a meeting point with a group of people.
1
SPEAKER_01
And it s nothing but a work session.
1
SPEAKER_01
And you just self-report your goal to get certain things done in a certain period of time.
1
SPEAKER_01
So you might have a productivity pod for half an hour.
1
SPEAKER_01
You ve got a list of seven things to do.
1
SPEAKER_01
You go, I say, OK, I m going to send four emails, and I m going to follow up on this thing, and I m going to make this call.
1
SPEAKER_01
Then Bill says what he s going to do.
1
SPEAKER_01
And the next person says that.
1
SPEAKER_01
And then we literally, we don t talk to each other.
1
SPEAKER_01
We start working.
1
SPEAKER_01
And we connect back in.
1
SPEAKER_01
And I m telling you, you will get in this rhythm and vibe.
1
SPEAKER_01
You ll just roll through stuff that when you re totally by yourself, it s harder to do.
1
SPEAKER_01
So the trick is define three or four people, not even colleagues in your company, just friends of yours.
1
SPEAKER_01
Get together once a week, do a productivity pod, 30 minutes to an hour, report in goals.
1
SPEAKER_01
And then you work.
1
SPEAKER_01
And then you report the result of the goals.
1
SPEAKER_01
And I promise you, you ll get more efficient on what you get done.
1
SPEAKER_00
Well, Brian, I know you love Stamps.com.
1
SPEAKER_00
I love Stamps.com.
1
SPEAKER_00
They can save you time and money, which can help you grow your business.
1
SPEAKER_00
And Frederick, maybe you should be using Stamps.com.
1
SPEAKER_00
I can mail any letter, any package using my computer and printer, and the mailman just picks it up.
1
SPEAKER_00
You can avoid the hassle of the post office and mail everything, postcards, envelopes, packages, domestic or international.
1
SPEAKER_00
There s your cue.
1
SPEAKER_00
Create your stamps.com account in minutes with no equipment to lease, no long-term commitments.
1
SPEAKER_00
Click, print, mail, and you re done.
1
SPEAKER_00
We use stamps.com here at the Advanced Selling Podcast because it s easy, it s simple, and it s cheap.
1
SPEAKER_00
Right now, you too can enjoy the stamp service with a special offer that includes a four-week trial, plus postage and a digital scale with
2
SPEAKER_00
long-term commitments.
2
SPEAKER_00
Let me read that again, without long-term commitments.
2
SPEAKER_00
Go to stamps.com, click on the microphones top of the home page and type in advanced selling, stamps.com, enter advanced selling, and never go to the post office again.
2
SPEAKER_01
I like that.
2
SPEAKER_01
Okay, good stuff.
2
SPEAKER_01
Frederick, we hope that was helpful for
2
SPEAKER_01
For you, again, glad to have our Co-Video friends as a sponsor of the Co-Video mailbag.
2
SPEAKER_01
I just like saying that, the Co-Video mailbag.
2
SPEAKER_01
Go to advancedsellingpodcast.com slash Co-Video to check that out.
2
SPEAKER_01
Also, if you ve not done so, we have a LinkedIn group with, I think, 7,400, 7,500 people in there talking to each other.
2
SPEAKER_01
And you can find that on LinkedIn.
2
SPEAKER_01
Just search for Advanced Selling Podcast Group.
2
SPEAKER_01
Go to advancedsellingpodcast.com slash LinkedIn.
2
SPEAKER_01
That is it.
2
SPEAKER_01
We ll see you next time for the latest episode of the Advanced Selling Podcast.
2
SPEAKER_01
Bye.