BRX Pro Tips

BRX Pro Tip: Are You Saving Your Prospect Time or Money?

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BRX Pro Tip: Are You Saving Your Prospect Time or Money?

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I think it’s important to ask ourselves during the sales process if we’re articulating this and if it’s true, are we saving the prospect time and/or money?

Lee Kantor: [00:00:23] Yeah. When it comes to selling a service, if you’re able to save your prospect money or time, then they should buy from you. Because it just makes sense. Like if you’re helping them save money or time, which is usually two of the biggest things that your prospect desires more of, then they should be buying from you. So, if you have a solution to this that helps them save money or time, then they should buy from you.

Lee Kantor: [00:00:50] If they’re not buying from you after you’ve shown them that you’re going to be able to save them or make them money and then you’re going to save them time, then they’re not believing you. That means they don’t trust you. That means that what you’re saying is not competing to them.

Lee Kantor: [00:01:09] So, now, what do you have to do to become more believable and more trustworthy? What do you have to do or say or demonstrate in order to get the prospect to believe what you know you can deliver? There’s a disconnect there. So, think about it. What do you need? Do you need more social proof? Do you need more testimonials? Do you need more success stories? Do you need more case studies? What do you need to communicate the value more clearly so they get it and want it? What are you really selling? Do you need more brand ubiquity? Do they have to see you everywhere before they feel confident to buy? Are you everywhere your clients or prospects are?

Lee Kantor: [00:01:52] You’ve got to really kind of deconstruct your sales process and to see where it’s breaking down. At some point they’re agreeing to talk to you, obviously, or else you wouldn’t be this far. But at some point they’re saying, “You know what? I don’t think so.” And if they’re saying, I don’t think so, there is a reason why. And that means they don’t believe you. They’re not ready to pull the trigger. Because if they were, they would buy from you.

Lee Kantor: [00:02:17] So, you got to figure out as if your company’s life depended on it, where this breakdown is. Because guess what? Your company’s life does depend on this. So, you have to figure out a way to communicate the value that you’re delivering so that they buy from you. It should be a no-brainer if you’re able to deliver what you promise, more people should be buying from you.

BRX Pro Tips

BRX Pro Tip: Always Invest in a Player

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BRX Pro Tip: Always Invest in a Player

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, those of us in business, I mean, without exception, we all have to make the best with the resources that are available to us. They’re not infinite. But one discipline, we should always be willing to invest in A players.

Lee Kantor: [00:00:24] Yeah. A player is someone who is going to perform better under pressure. They’re proactive. They make things happen. They don’t wait. They understand what the mission is and try to solve towards that mission kind of by any means possible and necessary. They raise the standard for everybody else on the team, making everyone better. And getting your team right will save you a lot of heartache in terms of getting more of the right things done faster and more effectively.

Lee Kantor: [00:00:51] When you have C and D players on your team, they might seem like that’s all you can afford or that’s the best you can do at this point. But those people are bad for your culture. And they’re ultimately bad for your business because they’re slowing you down. And other people on the team that are A and B player see that you’re tolerating that and it doesn’t encourage them to be better. They think that, “Oh. Well, if that person is good enough, then I guess I just have to rise to that standard.” And you want to always be pushing that standard higher and higher. So, you want to always be hiring and working with people that are smarter and better than you that can push you forward instead of hold you back.

Lee Kantor: [00:01:35] So, invest in A players, aim higher, look for better and better talent, better and better partners, better and better vendors, better and better clients. The more you’re around those kind of people, the better that your business will be and grow a lot faster. And it’ll be with a lot less stress and a lot less heartache.

BRX Pro Tips

BRX Pro Tip: Consistent Prospecting

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BRX Pro Tip: Consistent Prospecting

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, there are definitely some key disciplines to running an effective business, particularly in the professional services arena, I believe. But one of those disciplines, and we have to have systems in place that support this effort, we have to be consistently prospecting.

Lee Kantor: [00:00:26] Yeah. Prospecting is something that you have to do every week. This isn’t something that you do once and then you’re done. Because it’s one of those things that if you don’t do it, you’re not going to notice that things are bad until, you know, two or three months down the road after you stop prospecting.

Lee Kantor: [00:00:42] But then, guess what’s going to happen? You’re going to notice them in a big way. And once you have this kind of flywheel going and you have kind of a flow of prospects, even if you’re busy delivering services, just start a wait list. Just do something to not stop prospecting. Because when you stop prospecting, you have to restart this flywheel again. It’s a lot harder than it is to just keep prospecting on a flywheel that’s moving. So, just keep doing the work.

Lee Kantor: [00:01:11] And if you don’t have the time to deliver the service, then just start a wait list of people and go, “Okay. We’re not going to start that cohort until next month or in three months or whatever.” But at least get people excited to sign up and then just put them somewhere to hold them for a while until you’re ready for them, rather than just ignoring them and not having anybody. And then, when you need a client, then you’ve got to start from scratch and then build up the entire pipeline again.

Lee Kantor: [00:01:36] Just keep the pipeline going. Keep the sales funnel producing. And then, move them onto a wait list rather than just starting from scratch. Starting from scratch is hard and it’s frustrating. And it’s a lot easier just to keep the funnel flowing rather than it is to restart it.