0
SPEAKER_01
In this episode of the Advanced Selling Podcast, we pay homage to one of our favorite salespeople, Dell Griffith.
0
SPEAKER_01
I make a case for pegging my jeans, and we dip into the co-video mailbag with a question from fashion guru Lili about the best way to find prospects.
0
SPEAKER_02
Welcome back to the Advanced Selling Podcast.
0
SPEAKER_02
I m your host, Bill Kasky.
0
SPEAKER_02
I can t hear a thing.
0
SPEAKER_02
Where s that music?
0
SPEAKER_02
That was loud.
0
SPEAKER_02
I m kidding.
0
SPEAKER_02
I m Brian Neal.
0
SPEAKER_02
No, no, we re good.
0
SPEAKER_02
We come at you every Monday for the Advanced Selling Podcast, and we love to hear from our listeners.
0
SPEAKER_02
So if you have a question, a comment, a critique,
0
SPEAKER_02
Make sure you send us a note at listener at advancedsellingpodcast.com.
0
SPEAKER_02
We ve got actually a co-video mailbag today from a young lady in New York who has a great question for us about her situation, but it applies to almost everybody.
0
SPEAKER_02
Also, if you are looking to bring people in for great content and good programming in terms of sales retreats or sales team meetings over the next few months, Brian and I are ready.
0
SPEAKER_02
You can get the ball rolling first by going to listener at Advanced Selling Podcast.
0
SPEAKER_02
You re sending us an email.
0
SPEAKER_02
and we ll get you to the right person.
0
SPEAKER_01
I was just in Chicago and Des Moines, Iowa the last two days, which was great, and with a few podcast listeners in both spots, which is just wonderful.
0
SPEAKER_01
And it s just really, really great to meet people and say, hey, man, I listened to the podcast.
0
SPEAKER_01
And then they bring up something from an episode or something that s really, really, really fun to do.
0
SPEAKER_01
So like Bill was saying, if you want us to come out, we always have a great time.
0
SPEAKER_01
had us come out, they ll tell you that it s just a really, really, really great experience for you and for us.
0
SPEAKER_01
And in my travels, as often happens, something goofy happened to me.
0
SPEAKER_01
I wonder if this has ever happened to you.
0
SPEAKER_01
I was trying to get a lift from the auditorium that I spoke at in Des Moines to the Des Moines airport.
0
SPEAKER_01
Des Moines is a wonderful town.
0
SPEAKER_01
It s not like Manhattan or LA.
0
SPEAKER_01
It s pretty concise, pretty small.
0
SPEAKER_01
Everything s about 20 minutes away.
0
SPEAKER_01
So I type into Uber.
0
SPEAKER_01
I m a power user in Uber.
0
SPEAKER_01
I use it everywhere.
0
SPEAKER_01
And I summons this guy to come to the Veterans Memorial Coliseum.
0
SPEAKER_01
That s the name of this place, I think, or something like that, something sort of generic.
0
SPEAKER_01
So I type it in.
0
SPEAKER_01
And I see him coming towards me.
0
SPEAKER_01
And he s kind of driving right around where I am.
0
SPEAKER_01
And I don t see a car anywhere.
0
SPEAKER_01
And I m looking at the map.
0
SPEAKER_01
I can t figure out where he is.
0
SPEAKER_01
He keeps circling around.
0
SPEAKER_01
You watch the map, see where he is.
0
SPEAKER_01
I m tracking him, and I m like, he s right here.
0
SPEAKER_01
I m like, where is he?
0
SPEAKER_01
I m looking for this Toyota Prius.
0
SPEAKER_01
Can t find it anywhere.
0
SPEAKER_01
And I m looking at the streets, and the streets aren t matching up.
0
SPEAKER_01
I can see where I m sitting.
0
SPEAKER_01
I can see where he s driving, like right in front of me.
0
SPEAKER_01
But this is Fifth Avenue, and this is another street.
0
SPEAKER_01
And that cross street is another name.
0
SPEAKER_01
But it looks identical, just identical to this map where I m sitting.
0
SPEAKER_01
Really confusing.
0
SPEAKER_01
Sitting there for a while.
0
SPEAKER_01
Then I finally, I zoom out.
0
SPEAKER_01
on the map, and he s in Portland, Oregon, driving around looking for me at the Memorial Coliseum in Portland, Oregon.
0
SPEAKER_01
And the funny part is, it says he s got directions for him to take me from Portland to the Des Moines airport, and the fare s gonna be like $6,350.
0
SPEAKER_01
So I call the guy, and God bless him, he barely speaks any English, and he goes, you waiting for Uber?
0
SPEAKER_01
I said, yeah, yeah, but here s the problem, man, Uber goofed up.
0
SPEAKER_01
No, I m in Des Moines, Iowa, and I think you re in Portland, Oregon, so there s just a goof on the thing.
0
SPEAKER_01
Where are you?
0
SPEAKER_01
I m like, I m in Des Moines, Iowa.
0
SPEAKER_01
Where?
0
SPEAKER_01
I m like, in front of the Coliseum.
0
SPEAKER_01
I don t see you.
0
SPEAKER_01
I said, I know, dude.
0
SPEAKER_01
I m in Des Moines.
0
SPEAKER_01
You re in Portland.
0
SPEAKER_01
And then he finally kind of figured it out.
0
SPEAKER_01
And he s like, oh, OK, OK.
0
SPEAKER_01
So I had to cancel the trip.
0
SPEAKER_01
And I still had to pay $5, because I canceled within two minutes of him arriving.
0
SPEAKER_01
Really?
0
SPEAKER_01
Yeah.
0
SPEAKER_01
And I m sure it s a user error.
0
SPEAKER_01
I just typed in Veterans Memorial Coliseum, and I didn t location it.
0
SPEAKER_01
And I thought it would find my location, but it didn t.
0
SPEAKER_02
But it was worth $5 to you not to have to wait three days for him to get there and take you on a 20-minute trip.
0
SPEAKER_01
I just picture me and him, like, kind of playing the trains and automobiles, trekking through the mountains through Wyoming, you know, from Portland on the way to Des Moines.
0
SPEAKER_01
Where are you guys going?
0
SPEAKER_01
Yeah, yeah.
0
SPEAKER_01
It s the best ride.
0
SPEAKER_01
I love this Prius.
0
SPEAKER_01
Oh, that is funny.
0
SPEAKER_01
Del Griffith.
0
SPEAKER_01
You know who Del Griffith is?
0
SPEAKER_01
Oh, yeah.
0
SPEAKER_01
Del Griffith.
0
SPEAKER_01
Del Griffith.
0
SPEAKER_01
Unfortunately, Del died.
0
SPEAKER_01
The shower curtain ring guy.
0
SPEAKER_01
Oh, what a brilliant character.
0
SPEAKER_02
We should find some clips from that.
0
SPEAKER_01
We should.
0
SPEAKER_01
It s one of my favorites.
0
SPEAKER_01
Because there is just clip after clip.
0
SPEAKER_01
There s so many funny parts to that.
0
SPEAKER_02
And he s a sales guy.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
For those of you who don t know, just Google Del, D-E-L, Griffith.
0
SPEAKER_01
Del Griffith, and you ll see what we re talking about.
0
SPEAKER_01
He s a character in a movie.
0
SPEAKER_01
A sales character, actually.
0
SPEAKER_01
He s John King.
0
SPEAKER_01
Shower curtain rings.
0
SPEAKER_01
Sold this guy a set of rings.
0
SPEAKER_01
This guy owes me a favor, I sold him a set of rings.
0
SPEAKER_02
Oh, geez.
0
SPEAKER_02
So if you do meet us at an event or you recognize us, I don t know how you would, but don t ask us to remember more than three episodes ago.
0
SPEAKER_02
Remember back in July, you did one on, because Brian and I, we erased that from our memory.
0
SPEAKER_02
And we love going, in fact, I love going back.
0
SPEAKER_02
We just did it for the podcast today and just look at some of the topics.
0
SPEAKER_02
But our memory is not too good when you ve got 700 out there.
0
SPEAKER_01
Yeah, and people listen.
0
SPEAKER_01
And we love this.
0
SPEAKER_01
People binge listen when they first find the podcast.
0
SPEAKER_01
And so they re doing an episode from 2012, and it s 2017.
0
SPEAKER_01
And I think, what, did I really say that?
0
SPEAKER_01
OK, hey, you ve heard us talk about our advertisers and our partners here.
0
SPEAKER_01
And one of our faves that we talk about all the time is stamps.com.
0
SPEAKER_01
You re busy.
0
SPEAKER_01
We re busy.
0
SPEAKER_01
Running through the summer, driving kids all over the place.
0
SPEAKER_01
Going to the post office is a massive pain.
0
SPEAKER_01
I just moved, Bill.
0
SPEAKER_01
Bill, moving is one of the most difficult processes ever.
0
SPEAKER_01
And it was so great because we ve got things at the house now that we have to mail and push out.
0
SPEAKER_01
And stamps.com is our answer.
0
SPEAKER_01
Stamps.com is bring all the services, the U.S.
0
SPEAKER_01
Postal Service right to your fingertips.
0
SPEAKER_01
My imprint U.S.
0
SPEAKER_01
postage for any letter, any package, any class of mail from your own computer.
0
SPEAKER_01
Really easy to do.
0
SPEAKER_01
Simple, easy.
0
SPEAKER_01
They even send you a digital scale that automatically calculates the exact postage.
0
SPEAKER_01
So you re not paying more than you need to.
0
SPEAKER_01
Stamps.com will also tell you the best class of mail that you need.
0
SPEAKER_01
And you don t have to use one of those really expensive postage meters, especially for those of you who work out of your house.
0
SPEAKER_01
I know a lot of you salespeople do.
0
SPEAKER_01
This will save you an immense amount of time and drudgery.
0
SPEAKER_01
What do I say?
0
SPEAKER_01
Drudgery?
0
SPEAKER_00
Is that a good word?
0
SPEAKER_01
Thank you.
0
SPEAKER_01
I just sort of popped.
0
SPEAKER_01
Sometimes I misuse big words.
0
SPEAKER_01
That s a hundred dollar word.
0
SPEAKER_01
Thank you.
0
SPEAKER_01
I ll take it.
0
SPEAKER_01
We use stamps.com because it s just an easy, convenient way.
0
SPEAKER_01
And I m an efficiency junkie.
0
SPEAKER_01
and all of you know this.
0
SPEAKER_01
Right now, you can enjoy stamps.com service for a special offer that includes a four-week trial, plus postage, plus a digital scale, no long-term commitment at all.
0
SPEAKER_01
Just go to stamps.com, click on the microphone top of the homepage, type in advanced selling, that s stamps.com, enter advanced selling.
0
SPEAKER_01
Never go to the post office.
0
SPEAKER_01
Again, stamps.com.
0
SPEAKER_02
We got a great question today.
0
SPEAKER_02
Well, why don t you go ahead and introduce it as a Covideo mailbag?
0
SPEAKER_01
Yeah, sure.
0
SPEAKER_01
Yeah.
0
SPEAKER_01
So we re dipping into our Covideo mailbag.
0
SPEAKER_01
You know, we talk about this, our partner, if you re looking for a way to stand out, which I know all of you are, and you re going to, those of you who are on our email list, you already know Bill and I are going to start using this as a tool to communicate with you.
0
SPEAKER_01
Covideo is a tool for salespeople to communicate directly with prospects and clients via really user-friendly
0
SPEAKER_01
app that allows you to record personalized video and send it in the way of follow-up, proposal follow-up, questions, that sort of thing.
0
SPEAKER_01
It s just a great way to personalize, humanize you, when so many companies these days are doing virtual selling, right?
0
SPEAKER_01
So you ve got inside sales teams, SDRs, all those sorts of things.
0
SPEAKER_01
Great way to do that.
0
SPEAKER_01
Just go to advancedsellingpodcast.com slash co-video.
0
SPEAKER_01
And we ve worked with our friends here, and they re from our hometown here in Indianapolis, to give you a trial run.
0
SPEAKER_01
They re the great people.
0
SPEAKER_01
So advancedsellingpodcast.com slash co-video.
0
SPEAKER_01
Go check it out.
0
SPEAKER_02
Okay, so here s the question and it s a rather long question but we re going to let it play the whole, let it all play because there are some extenuating circumstances around her situation that we think we want to let you hear and then we ll come back and offer some thoughts.
0
SPEAKER_02
And she s got a great voice.
0
SPEAKER_02
And she s got an awesome voice, so here we go.
0
SPEAKER_00
Hi, Bill and Brian.
0
SPEAKER_00
My name is Lili, and I ve been listening to your podcast for the past two years, and I ve learned a ton.
0
SPEAKER_00
I started listening when I moved to New York City to work for an e-commerce startup as a virtual fashion stylist.
0
SPEAKER_00
And my challenges may have been slightly different than many of your listeners.
0
SPEAKER_00
No cold calls, door-to-door selling, and I didn t have one specific product or service that I was selling.
0
SPEAKER_00
I built relationships, mainly via email, with women from across the country, from homemakers to CEOs, and I helped them build their wardrobe.
0
SPEAKER_00
I created shoppable looks for them based on their needs, lifestyle, body, and budget, and I earned quarterly bonuses on those sales.
0
SPEAKER_00
I killed it.
0
SPEAKER_00
I was constantly ranked in the top three each month, measured by sales, conversion, and retention rate.
0
SPEAKER_00
I was able to implement many of the tactics and tools I learned from your podcast into my daily routine, so thank you.
0
SPEAKER_00
Unfortunately, that company folded back in March, and when setbacks happen, you have two choices, to let it defeat you, or learn and grow from it.
0
SPEAKER_00
Thankfully, I chose the latter, and I teamed up with two of my colleagues to embark on a new venture.
0
SPEAKER_00
We put our heads together, compared client lists, and discovered many of the women we styled struggled most with work wear.
0
SPEAKER_00
Not party clothes, wedding, or travel attire, but what to wear to work so that every day they made their best impression.
0
SPEAKER_00
So we founded an image consulting firm that we could scale at the corporate level.
0
SPEAKER_00
Our mission is rooted in the long standing premise that you have seven seconds to make that all-important first impression.
0
SPEAKER_00
With 55% of that impression being nonverbal, how you present yourself, especially in the professional world, is extremely important.
0
SPEAKER_00
We partner directly with companies and event coordinators to host interactive, informative, and fun seminars that give individuals the education and tools they need to feel confident in their wardrobe choices.
0
SPEAKER_00
We cater to both men and women,
1
SPEAKER_03
and the seminars were great in both a structured setting or as content for an internal happy hour or networking event.
1
SPEAKER_03
Now, on to my question.
1
SPEAKER_03
In my prior role, my company provided leads, but now I m on my own.
1
SPEAKER_03
I m prospecting, networking, and doing everything I can to meet and speak to as many people as possible about our business.
1
SPEAKER_03
Much of my outreach is done through email, and getting a response is proving to be extremely challenging.
1
SPEAKER_03
I ve read and seen statistics that say 80% of sales are made after 8 to 12 follow-ups.
1
SPEAKER_03
How do you keep those follow-up emails compelling, interesting, and leaving your prospect intrigued?
1
SPEAKER_03
I find after the fourth outreach, I become boring, a broken record.
1
SPEAKER_03
I ve sent one sheets, videos, testimonials and company updates, although those updates are minimal as we re still very new.
1
SPEAKER_03
And I ve done this in an effort to provide prospects with a new piece of information each time I m reaching out.
1
SPEAKER_03
What are other ways I can engage these prospects and get them to respond to me?
1
SPEAKER_03
Assuming all I have is an email address.
1
SPEAKER_03
Thank you so much for your time and this great podcast.
1
SPEAKER_03
I m looking forward to hearing your thoughts.
1
SPEAKER_01
OK, great question, Lily.
1
SPEAKER_01
Really good question.
1
SPEAKER_01
There s so much here.
1
SPEAKER_01
This could be a three-part series.
1
SPEAKER_01
And I love the, like you said, when something happens, like your company closed, you d have two choices.
1
SPEAKER_01
You can either cave, or you can start over.
1
SPEAKER_01
Or a third choice is you could pretend like it didn t and just keep going in.
1
SPEAKER_02
Like the guy with the stapler from Office Space?
1
SPEAKER_01
He just keeps going.
1
SPEAKER_02
Didn t we stop paying him like six months ago?
1
SPEAKER_02
It s funny.
1
SPEAKER_02
I m really proud of you, Lili, for going out on your own, especially in the same business you were just in adjacent, not exactly like the model was.
1
SPEAKER_02
A lot of people, I think, when bad stuff happens, like a company folds, they run from the industry.
1
SPEAKER_02
And you clearly, in your voice and your brand on LinkedIn,
1
SPEAKER_02
love what you do.
1
SPEAKER_02
At least that s what I m vibing on here.
1
SPEAKER_02
So you ve got to stay in this business and stick to this.
1
SPEAKER_02
This is a great thing to do.
1
SPEAKER_01
All right.
1
SPEAKER_01
So Brian and I have each written down, we listened to your question prior to the show starting.
1
SPEAKER_01
And we ve got three or four things, I assume Brian does, and I do too.
1
SPEAKER_01
And some of these might not apply.
1
SPEAKER_01
But again, we re trying to
1
SPEAKER_01
broaden this out to for anyone who has the same kind of issue.
1
SPEAKER_01
Forget about the company closing, but the idea is I m just not generating enough leads.
1
SPEAKER_01
I ve got a good email, a good email list, but I m just not harvesting it properly.
1
SPEAKER_01
So Brian, why don t you give your first and then... Okay, here we go.
1
SPEAKER_02
And by the way, I would say I ll speak for myself.
1
SPEAKER_02
I could use some fashion input.
1
SPEAKER_02
You know, we re up on stage.
1
SPEAKER_00
Nonsense.
1
SPEAKER_00
I m telling you.
1
SPEAKER_02
I m telling you.
1
SPEAKER_02
You know what I did this morning?
1
SPEAKER_02
I like that old yellow t-shirt you have on.
1
SPEAKER_02
I pegged my jeans this morning.
1
SPEAKER_02
This is one of those fashion things that has recycled.
1
SPEAKER_02
So when I was in high school and college, you pegged your jeans, right?
1
SPEAKER_02
You folded them over and made them real skinny at the bottom.
1
SPEAKER_00
Oh, yeah.
1
SPEAKER_02
And I did that this morning when I got dressed.
1
SPEAKER_02
And I texted it to a female friend of mine who s my fashion.
1
SPEAKER_02
And she s like, whenever she goes, hmm, that pretty much means no.
1
SPEAKER_02
HMMMM.
1
SPEAKER_02
So I m glad we re doing this.
1
SPEAKER_02
Yeah, Lely, the first thing I m going to tell you to do is I want you to get out of the sales brain, because it feels like you re in sales mode.
1
SPEAKER_02
And I want you to get into service experience mode.
1
SPEAKER_02
And what I mean by that is give people experiences, because what you do
1
SPEAKER_02
is fun and cool and physical and has an element of it.
1
SPEAKER_02
And you re trying to communicate that via email.
1
SPEAKER_02
And that s not working for me.
1
SPEAKER_02
And so I want you to change your mindset around it first.
1
SPEAKER_02
So don t get into sales mode.
1
SPEAKER_02
You re like a party planner in New York.
1
SPEAKER_02
And Lili went to Michigan State.
1
SPEAKER_02
So we love when, I don t know if she s from the Midwest, but Midwesterners in Manhattan, running fast, young, going, it s great.
1
SPEAKER_02
Think of yourself as an experienced producer
1
SPEAKER_02
not as a salesperson.
1
SPEAKER_02
That s step number one.
1
SPEAKER_02
I ll get to some tactical things later.
1
SPEAKER_02
Change your mindset about it.
1
SPEAKER_02
That s good.
1
SPEAKER_02
That s good.
1
SPEAKER_01
I had one here.
1
SPEAKER_01
You said that you were doing, I think she said she was doing seminars.
1
SPEAKER_01
I think that s the business.
1
SPEAKER_01
I think that s how they get paid.
1
SPEAKER_01
That s the business, yeah.
1
SPEAKER_01
And my question is, is are you not getting enough leads from the seminars?
1
SPEAKER_01
So I m presuming you re not or you wouldn t have submitted the question.
1
SPEAKER_01
I would take a good look at
1
SPEAKER_01
How are you doing the seminars?
1
SPEAKER_01
Because if people have an experience of you, you re up on stage or out in front of people and you re probably doing some kind of PowerPoint or you re giving some advice, that s the time where they re the most likely to raise their hand and say, I want what she has.
1
SPEAKER_01
And so you ve got to look at that.
1
SPEAKER_01
I ve had people before, in fact, I just had one of my clients who was doing these seminars and workshops for architects, and they were not getting any callbacks afterwards.
1
SPEAKER_01
And they d done like 50 of these things, and I really wasn t brought in until after they d done 40 or 50 of them.
1
SPEAKER_01
And I said, well, tell me what you do.
1
SPEAKER_01
Well, nowhere in that event was any kind of
1
SPEAKER_01
Hey, here s how to get a hold of me.
1
SPEAKER_01
Here s how to call me.
1
SPEAKER_01
Here s a card if you want to talk about a project you have going.
1
SPEAKER_01
Once they started doing that, they started having people put in their name.
1
SPEAKER_01
And here s the project.
1
SPEAKER_01
And yes, I d like you to call me next Tuesday at 3.
1
SPEAKER_01
Now, not everybody in the room would do that.
1
SPEAKER_01
But even if they did this, and there were 10 architects in the room, and three of them had something, if you multiply and extrapolate that out over the last couple of years, they could have had hundreds of leads.
1
SPEAKER_01
So look at the journey that you re taking people on in the seminar and ask yourself the question, am I giving them a chance to engage with me afterwards?
1
SPEAKER_01
And it s not good enough to say, hey, here s my card.
1
SPEAKER_01
Give me a call.
1
SPEAKER_01
You ve got to do better than that today because people will throw the card away and you ll never hear from them.
1
SPEAKER_01
So look at that journey and say, what can I be doing?
1
SPEAKER_01
And talk to your partner a little bit.
1
SPEAKER_01
One thing you could do is you could do a free 15-minute consult where they take a picture of all their wardrobe and they send it to you.
1
SPEAKER_01
and you critique it, and help them, and you don t have to sell them anything like you said earlier, it s just start being someone different than the wardrobe seller.
1
SPEAKER_02
Yes, yes, yes, yes.
1
SPEAKER_02
And so I m gonna go to the next thing on that, because that s exactly what Bill s saying, is yeah, you re not the wardrobe seller, that s gonna be the theme we carry through this thing, that s not what you re doing, you re this
1
SPEAKER_02
creating this experience for people.
1
SPEAKER_02
You re in the makeover business.
1
SPEAKER_02
So Bill and I just recorded a bunch of episodes, four episodes for August.
1
SPEAKER_02
We got some other stuff coming around brand makeover for salespeople.
1
SPEAKER_02
This is what you do for a living.
1
SPEAKER_02
And it would be a wonderful thing, I think, instead of prospecting people to have you come in and do seminars for their people, offer all the people you re prospecting
1
SPEAKER_02
a brand makeover, a personal makeover, like a wardrobe makeover.
1
SPEAKER_02
So you take a group of, maybe you re calling on VPs of HR or you re calling on VPs of sales.
1
SPEAKER_02
And so instead of doing that, bring them together and or have them nominate someone on their team.
1
SPEAKER_02
for a makeover.
1
SPEAKER_02
So now you re bringing friends in and that sort of thing.
1
SPEAKER_02
And then do the reveal live at an event.
1
SPEAKER_02
And there s a show.
1
SPEAKER_02
I cannot remember the name.
1
SPEAKER_02
There s a little spunky gal, red dress-ish.
1
SPEAKER_02
And then the guy.
1
SPEAKER_02
And they d makeover people.
1
SPEAKER_02
And it was on forever.
1
SPEAKER_02
And I can t remember the name of it.
1
SPEAKER_02
I hate when I do that.
1
SPEAKER_02
Anyway, the guy s name is Colin.
1
SPEAKER_00
I do remember it.
1
SPEAKER_02
He s on The Chew now.
1
SPEAKER_02
There s a show called The Chew.
1
SPEAKER_02
Not The View.
1
SPEAKER_02
The Chew.
1
SPEAKER_02
He s on that now.
1
SPEAKER_02
I feel like his name is Colin.
1
SPEAKER_02
I ll find it.
1
SPEAKER_02
Do that.
1
SPEAKER_02
Do that in front of people.
1
SPEAKER_02
So let people come and watch there.
1
SPEAKER_02
Another fun thing would be is if you could nominate, have staff people nominate their CEO for a makeover.
1
SPEAKER_02
And you do a fashion makeover on a bad dress CEO, and you do it in front of the whole company.
1
SPEAKER_02
Kind of like when a principal of an elementary school says they re going to camp on top of the school until the school raises $1,000 for charity.
1
SPEAKER_02
Right?
1
SPEAKER_02
People love to put their boss out there.
1
SPEAKER_02
I think that d be a really fun thing to do.
1
SPEAKER_01
But throughout that process, you re just getting people more engaged in you, and they re starting to see before, I love the before-after thing, I wrote that down here earlier, is can you demonstrate before and after?
1
SPEAKER_01
Before, Lili has a chance to work her magic, and after, it s the Lili magic.
1
SPEAKER_01
So I had one too here that is similar to that.
1
SPEAKER_01
I think they re all kind of the same.
1
SPEAKER_01
And you talked about, Brian, you texting a picture of your pegged up jeans and your knickers, or whatever they were, to a friend.
1
SPEAKER_01
They weren t knickers.
1
SPEAKER_02
They were jeans.
1
SPEAKER_02
I stopped wearing knickers back in 07.
1
SPEAKER_02
They were white polyester.
1
SPEAKER_02
But we re good now.
1
SPEAKER_01
But some kind of a poll, an online poll where you say, does she look good in this?
1
SPEAKER_01
And it could be, and you wouldn t do faces, you would only do wardrobes, but maybe you have funky shoes, maybe you have shoes that don t match the skirt, or you have a dress that s too revealing, whatever those are, and you get people to engage by voting.
1
SPEAKER_01
on yes, this is perfect, or ooh, I would never wear this, and start to get people engaged.
1
SPEAKER_01
Then people look forward to that every week, like, oh, I get to vote, and before you know it, now it s something they re looking forward to.
1
SPEAKER_01
And then you could offer these little 15, 20 minute, 30 minute makeovers as part of that, give away one a week.
1
SPEAKER_01
And then people can t stand it because they, then they start looking at themselves and say, well, I wonder if my picture was up there, would people vote yes or no on it?
1
SPEAKER_01
Yes, really, really good.
1
SPEAKER_02
Uh, the guy s name is Clinton Kelly, and the show is called What Not to Wear with Stacey London.
1
SPEAKER_02
Like, emulate that show.
1
SPEAKER_02
That was a great show.
2
SPEAKER_00
Really, really great show.
2
SPEAKER_00
OK, my next bit of advice, and you re hearing this theme lately, I think, is I m going to go back now to what you re doing.
2
SPEAKER_00
You re prospecting people.
2
SPEAKER_00
When you re sending 12 emails to the same person within the same company, you re right.
2
SPEAKER_00
You probably do get boring after four or five.
2
SPEAKER_00
You have to navigate around to the other people.
2
SPEAKER_00
through LinkedIn these days, through just using the old-fashioned telephone, cell phone, pick up the phone and call into there, and just find some other people to talk to.
2
SPEAKER_00
So if you re calling on the VP of HR, trying to get him to come in, you know, your 12 emails, 13 emails in, stop pegging that person.
2
SPEAKER_00
Go peg somebody else, right?
2
SPEAKER_00
Go find the VP of sales.
2
SPEAKER_00
Find a salesperson.
2
SPEAKER_00
Find an admin person saying, hey, we do makeovers.
2
SPEAKER_00
We do fashion makeovers for companies for people like you.
2
SPEAKER_00
I don t know if that s something you d be open to or someone in there.
2
SPEAKER_00
Some of the ladies or some of the guys that need it desperately.
2
SPEAKER_00
So we have some fun with it and just want to talk to you about what we do.
2
SPEAKER_00
And just move around, because this is so unique.
2
SPEAKER_00
There s not a buyer for this.
2
SPEAKER_00
And so anyone could potentially be the buyer.
2
SPEAKER_00
So move around in the company.
2
SPEAKER_00
Get off of one person doing 15.
2
SPEAKER_00
emails in a row sort of thing.
2
SPEAKER_00
Yeah.
2
SPEAKER_01
In fact, I was even thinking that if you did this event where you had the makeover, do a Facebook Live.
2
SPEAKER_01
Yeah.
2
SPEAKER_01
And get a camera person and get a microphone and stream it to the world.
2
SPEAKER_01
Let the world see what your magic is and how you work it.
2
SPEAKER_01
Yes.
2
SPEAKER_01
But these are not traditional marketing.
2
SPEAKER_01
I know you said something about, I heard it takes eight to 12 contacts for people.
2
SPEAKER_01
Maybe, maybe not.
2
SPEAKER_01
Maybe it just takes one if it s done properly, and they see themselves in the story that you re telling, maybe it only takes one.
2
SPEAKER_01
So I wouldn t buy into that myth of eight to 12.
2
SPEAKER_01
I think that s an old antiquated conclusion that marketers came to because they wanted to sell you all the ads.
2
SPEAKER_01
So the ad guy says, hey, it s going to take eight to 12, so you ve got to run a one-year schedule.
2
SPEAKER_00
And then I get those stats like that and I go, well, it takes you, you know, 12 contacts before someone responds on average.
2
SPEAKER_00
I go, okay.
2
SPEAKER_00
So it s not necessarily my world.
2
SPEAKER_00
That s just like a generic broad stat.
2
SPEAKER_00
As long as you know, you know.
2
SPEAKER_01
So if you, if you do believe that though, and you want to continue to believe that.
2
SPEAKER_01
then you have to, well, I mean, that sounds bad, but you have to figure out, okay, well, what are some other touch points?
2
SPEAKER_01
And again, maybe there s a poll.
2
SPEAKER_01
Maybe you could come up with the biggest problems that people have if they re not dressed properly and ask people a question about that.
2
SPEAKER_01
Have an ask poll where you say, hey, I m doing a poll on professional women and their wardrobes.
2
SPEAKER_01
What s the biggest question you have about, I don t know,
2
SPEAKER_01
about professionalism, professional dress, or professional dress code, or the biggest question you have about color, using color.
2
SPEAKER_01
What not to wear.
2
SPEAKER_01
What not to wear.
2
SPEAKER_01
So you ve got to engage them, because right now it sounds like all you re doing is you re sending stuff, and sending stuff, it will take 12, and I don t think it needs to.
2
SPEAKER_01
But we appreciate your question.
2
SPEAKER_01
It s a great question.
2
SPEAKER_01
And so some of you who aren t in that business, you still could have picked up a couple of things.
2
SPEAKER_01
I love that.
2
SPEAKER_01
I love that idea of making over clients or making over people.
2
SPEAKER_01
And we have so much response to that personal brand makeover.
2
SPEAKER_01
I would figure out a way to use that in your business.
2
SPEAKER_00
OK, good stuff.
2
SPEAKER_00
Remember, go to advancedsellingpodcast.com.
2
SPEAKER_00
Remember, go to advancedsellingpodcast.com slash covideo to find out what our friends at Covideo are up to.
2
SPEAKER_00
And they ve got a great program for you there.
2
SPEAKER_00
You can also go to our website, advancedsellingpodcast.com.
2
SPEAKER_00
Check out the products page if you ve not already purchased the product all in.
2
SPEAKER_00
That s a must-have for all podcast listeners, especially you newbies.
2
SPEAKER_00
You need to go there.
2
SPEAKER_00
We ll also be talking to you and visiting with you in the LinkedIn group in the coming weeks.
2
SPEAKER_00
So be sure, if you re not a member of the LinkedIn group, you go there, advancedsellingpodcast.com slash LinkedIn.
2
SPEAKER_00
And we ll see you next time at advancedsellingpodcast.com.