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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittimer.
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And I m your host, Jen Gittimer.
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Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready to buy clients.
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We re going to help you build loyal relationships.
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And the one thing you re hoping for, close more deals.
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Let s get into it.
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It s time to sell or die.
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Hi, Jen.
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Hi.
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How are you today?
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I hate that line when salespeople call up and say, how are you today?
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It s like a phony fricking line.
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Like, I don t really care what you re doing today.
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I need to start my sales pitch and this is the way I m going to start it.
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Well, for the record, I m fabulous.
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Yeah.
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Well aware of that.
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So I want to talk today about a revelation that I ve had because it has been 20 years in the making.
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I used to have all my leads on a database, like an Excel spreadsheet, and I had different color coded pens to strike out the ones that were hot or not hot or whatever.
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there was the yellow ones where I made the sale and that was always like, ooh.
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And then CRM came along, Goldmine and ACT and other assorted things.
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And I could never get into it because it was just too cumbersome for me.
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It was always a bunch of things that I had to do that I didn t really want to do.
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And the spreadsheet worked just fine.
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And we even had, and I don t want to
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I don t think we should use the name of the company, but we used a CRM here at one time for our sales leads, but it was, we needed a consultant to turn it on literally.
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So this is, I had that same program at the company that I was at for six and a half years.
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And we had a consultant that they paid 150 grand a year to.
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to build all the functions within it to make it work, just to be able for us to use it.
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That is insane.
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As a small business owner or a salesperson, wouldn t you rather allocate money to something else?
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So along the way, we have actually found a software now that actually works, but we ll talk about that in another issue.
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What I want to talk about is why I chose not to use it for those 20 years
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and how wrong I was, because I blamed it on the software for not helping me make a sale, but it actually kept track of details that I felt were important along the way.
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And I just had all these notes written in my spreadsheet that I printed out about the kid s name and their wife s name and where they grew up and that kind of stuff.
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But what I found to be true is this, that CRM, while it may not help you make a sale,
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It keeps all of the facts and all the details in line so that you can make a sale easier.
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It s so much better when you have a shared value or some kind of thing in common with someone like a college or his favorite sports team or a kid s t-ball league that you can t avoid that.
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people would call our office for years and say, hey, I want to know what CRM you use.
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And our answer was not what CRM you use, what CRM you recommend.
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And for years, your answer was?
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None.
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None, none, none, none, until today, until today, which is kind of crazy.
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Yeah.
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But okay, so let s talk about that.
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We re going to give you the CRM that we re now using that is rocking our world.
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We re going to talk all about that.
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But first let s talk about like, what made this shift happen for you?
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Well, for years, I ve been preaching creativity and shared values.
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My statement has always been find something personal, do something memorable.
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And when you find something personal, if you don t document it, you ll forget about it.
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And that s the challenge that you have.
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And the personal aspect of this cannot be denied.
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Actually, I want to go back in history.
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CRM began before CRM started with Harvey McKay s The McKay 66.
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when he wrote about it in the 80s to collect the 66 things on a customer.
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And once you have all these 66 facts, you can t lose because you know too much and you can help them too much for them to deny you.
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Brilliant.
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But he combined that with his Rolodex.
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Now, both of those are relatively passé, but the information is not passé.
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And you have to collect that information in order to be able to be perceived as the best
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bit.
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That s the whole deal.
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When that customer likes you, then the odds are they re going to believe you and have confidence in you and trust you enough to buy from you.
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And CRM can create that for you.
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I write down the most just regular things that people say to me that they might say in passing, like, tomorrow s my uncle s birthday.
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And then the next time I talk to them, I m like, hey, how was your uncle s birthday?
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They don t even remember the birthday or that they even told me about the birthday.
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How do you
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Oh, wait, what?
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I m like, oh, you mentioned you were going to your uncle s birthday last time we talked.
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Oh, you know, like then they realize you re really listening and paying attention because you re spitting back to them what they told to you.
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And keep in mind that the CRM combines listening with the most powerful form of listening, which is take notes.
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And so what Jen just said is evidence that she s using it.
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And I wonder how well you re using it.
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So I want to talk about another way in which we re using it.
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OK, so we have a really good problem.
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And that problem is we have so many leads that they re hard to keep up with at times.
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And that s like the best problem to have, right?
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So many leads, so many leads.
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Okay, so we have shared Google Docs, we have shared spreadsheets, we have a shared note.
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We re a sharing company.
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We have like text messages going back and forth, but all these leads, right, are getting not lost, so to speak, but the follow-up was getting lost within our normal conversations of like, hey, what s for dinner?
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And by the way, did you contact Jimmy?
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Oh, and okay, yeah, we re having hamburgers.
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No, I didn t contact Jimmy yet.
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And it s like in the middle of our personal text, we re trying to follow up about business.
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So we needed a platform where we could host everything.
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So here s the thing, an Excel doc was no longer cutting it.
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Correct.
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Because there was too much stuff that had to be tracked with each person.
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And I m all about simplification.
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I m all about keeping it simple and using the most simple form of a software because I hate that in order to really be in business, you have to get multiple subscriptions to things.
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And I try to keep that low.
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But one of the things we have now invested in that is a game changer for us
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is CRM.
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And not just any CRM, because you think that we would just like roll up and be like, okay, we got the CRM now, like, let s tell everyone all about it.
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No, no, no.
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We had to look at every CRM that s freaking out there before deciding on which one would be the best fit.
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And some are okay now.
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Yeah.
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Most fall flat.
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Yeah, so the only one, literally the only one that we recommend is the one we re using, and that s Pipedrive.
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And you can go to pipedrive.com, but you won t get what they re going to give you at our special link.
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So what I want you to do is go to gittimer.com slash
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CRM, and that will take you to our special link for PipeDrive, and you ll get an extended free trial.
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You ll get a bigger discount off.
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You re going to get treated like gold because once we started using it, we said, hey, we got to let our people know.
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We got to give them something special to get on board with using PipeDrive.
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And the cool part is it works.
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Oh my God, it s mind-blowingly awesome.
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Just move your person through the stages.
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You just like drag and drop.
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You can have your forms go directly into it.
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You can set activities and reminders.
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So I don t have to be the nag to Jeffrey anymore.
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They know what they re doing and they ve made it so that even I can use it.
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I ve used a bunch of different CRMs and have never until now been able to find one that I love to keep track of pipeline.
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Like they have ones that you can build into here and do this and do that.
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And a lot of that stuff is gimmicky.
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Honestly, like until you get in there and start using it though, you don t know.
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So we did the research so that you don t have to.
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We did the research.
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It s not meant to sound like a commercial.
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It s freaking truth.
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Right.
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But this is the challenge.
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You re only going to know if you try it yourself.
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Would you ever go back to not using a CRM again?
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No.
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No.
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No.
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I m convinced that this is a quality sales builder, reminder, calendar, easy to use, and simple for me.
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I know it s going to be simple for you.
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Yeah.
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Yeah.
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There s so many really cool features and I don t want this to get into like a, feel like a pitch fest.
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But we ll do that.
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We ll do it later.
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Actually, you know what we should do?
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We should do like a walkthrough that shows Die Hard.
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Let us know in the comments to the video if you re watching this on video or just DM us after you ve listened to the podcast.
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Like, do you want to see how we are using it?
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Would that be of interest to you?
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Because we could do like a video screen recording showing you what we do in Pipe Drive and how we use it ourselves.
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Okay, so this episode is why you hated CRMs until...
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Yeah, I admit that I missed the boat, but I missed the boat because the boat was too complicated to walk on board.
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And expensive, like up until now, it was almost cost prohibitive for most people.
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And it felt like, I don t know, like when I was at a company and we were forced to use a CRM.
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It was such an obligation that it was annoying.
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Now I see it instead of being something that is an annoying obligation.
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It s something I get to do instead of something I have to do.
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And the reason I see it as get to do it is because it allows me to actually be a better service provider.
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It allows me to be a better consultant.
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Right.
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You get into the conversation.
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You have to remember what you said the last time.
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Just click on your file and there it is.
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Yeah.
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Everything s in there.
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It s so cool.
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Yeah.
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It s easy to use.
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And salespeople have always resisted putting information in a CRM because they re afraid their boss is going to see it.
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And you know what, dude, get over yourself.
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Just go make sales and your boss is going to ask you how you did it.
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Or you think like, I know for me, I found it as like a nuisance because I d have to go back to my computer, enter stuff in.
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And like, especially when stuff is required and you have to do it, it just feels like a
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pain.
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You want to just go on and move on to the next sales call.
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But what I have found is we are able to close more deals more quickly because we have this information organized in one place with automated reminders and emails and other things that are helping us to keep on track and on the same page.
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I m buying my time back by being ready for that next sales call.
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Yeah.
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That s a really good way to put it.
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Yeah, so diehard, if you have a CRM, I don t say I already have this.
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I would invite you, you can try it for free, compare it to what you ve got, and then you decide, because that s what we did.
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We compared it to everything we ve seen, and we picked LiveDrive.
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So go to Gittimer.com slash CRM, Gittimer.com slash CRM, and- Slashing on the screen.
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It will link you to our specific URL that will give you an extended trial and an extra discount.
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Boom.
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Enjoy.
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Let us know how it goes.
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Cheers.
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Until next time, I m Jen Gittimer.
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I m Jeffrey Gittimer.
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Make sure that you use some kind of CRM, even if your ass falls off.
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Thanks for listening to the show.
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Don t forget to like, share.
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Yeah, share with both your friends.
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And subscribe to the podcast.
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And remember, we have a free 22 day sales challenge.
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Just go to gator.com slash sales challenge to start you on your way.