BRX Pro Tips

BRX Pro Tip: Add More Detail

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BRX Pro Tip: Add More Detail

Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, here’s a communication tip. Certainly in sales and marketing, sometimes the answer is add more detail.

Lee Kantor: [00:00:13] Yeah. When you’re telling a story or a success story or kind of an anecdote about why or how your service works, it is so important to add really specific personal details. Don’t be afraid of adding the elements where things didn’t work perfectly. Don’t be afraid of being vulnerable and authentic. This will help you create that level of intimacy and trust, and it will make your story more powerful and more memorable and persuasive.

Lee Kantor: [00:00:46] So when you’re telling a success story or recounting how a client or somebody has used your service, get into the weeds, talk about how, look, at first they didn’t trust me. They didn’t believe what I was telling them. And I did this, that, and this, and that helped them really understand. Or, in my business, I tell everybody, here’s the phone number of all my clients. Go call them all. You know, at Business RadioX we’re fortunate that all of our work is published. Anybody, we tell people all the time, “Hey, all of our work is published. Go on the website. Go, you can see all of our clients. Go, call them up.” I mean, we’re not hiding anything. Everything is out for the public to see.

Lee Kantor: [00:01:25] And when you’re that vulnerable and you’re that authentic, then that helps you build trust that people see that “Hey, this does work. Hey, this is – if it worked for this person, it can work for me.” So, don’t be afraid to kind of get in the weeds and share kind of the good, the bad, the ugly in order to really give that person you’re telling the story to all the details so that they can make informed decisions.

BRX Pro Tips

BRX Pro Tip: Always Hire Salespeople in Pairs

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BRX Pro Tip: Always Hire Salespeople in Pairs

Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tip. Stone Payton and Lee Kantor here with you. Lee, here’s a good idea, a good discipline. Always hire salespeople in pairs.

Lee Kantor: [00:00:13] Yeah, I would. In your head, if you know you’re going to spend X number of dollars for a salesperson in a year, I would take that budget, cut it in half and say, we’re going to hire two people, spend that money for six months, and I would onboard two people, at least two people at a time.

Lee Kantor: [00:00:31] One obvious reason to do this is that sales is a hard job and the odds are that somebody isn’t going to work out. So, it’s much better to have two people out there, you know, learning from each other, competing with each other, working together, and then giving yourself the best chance of identifying that successful salesperson. Because the worst-case scenario, if you hire one at a time and you invest all this time and energy and resources to onboard them, get them ready, get them in the field, do the work that needs to be done, and then it doesn’t work out, then you have to go back to square one and now you’re months behind in terms of your pipeline and working the pipeline.

Lee Kantor: [00:01:08] So, you don’t want to lose that momentum. By having at least two people in the sales pipeline at the time, they’re out there battling with each other, you’re going to get an inkling, okay, maybe we’ve got to bring in one or two more just to kind of beef this up because this person looks like they’re not working. But you never lose the momentum of the sales pipeline that you’ve invested so much money into building this far and training the people this far.

Lee Kantor: [00:01:33] So, I think it’s super important to have at least two at a time, you know leverage that the power of competition, leverage the power of collaboration. And in that way, you won’t lose the momentum that you would lose if you were doing this one person at a time, because it’s just as easy to trade one person as it is to train two people.

BRX Pro Tips

BRX Pro Tip: How to Avoid Criticism

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BRX Pro Tip: How to Avoid Criticism

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this morning. Lee, today’s topic, how to avoid criticism.

Lee Kantor: [00:00:10] Yeah. There’s only one way to avoid criticism, and that is to do nothing. And a lot of people have a fear of criticism that’s holding them back from trying something new or going out there and taking an action, whether it’s in their existing business or attempting a new business. And any time you try something new, there’s going to be people that are going to have an opinion about it and that those people might second guess you. But you cannot let this fear of criticism or actual criticism stop you from pursuing your dreams.

Lee Kantor: [00:00:41] In order to be successful in whatever dream you have, it’s important to take action, have relentless faith. When you’re creating something from nothing, it is a difficult task. And if you waver, you will not make it. You cannot waver. You have to kind of go boldly forward, take that leap of faith and just keep trying. When you stop trying is when you fail.

BRX Pro Tips

BRX Pro Tip: How to Bring on Your First Salesperson

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BRX Pro Tip: How to Bring on Your First Salesperson

Stone Payton: [00:00:00] Welcome to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, let’s talk a little bit about how to bring on your first salesperson.

Lee Kantor: [00:00:10] Right. In order to onboard a salesperson, I think it’s super important for you to really get into the weeds about the process you’ve already been successfully doing to sell somebody something. I think it’s important to do what we do all the time. Like we’re doing these tips now is creating these facilitated conversations around the process.

Lee Kantor: [00:00:31] So, a way to do it if you’re hiring a salesperson is record yourself answering and countering every single objection that you’ve ever had. If somebody could be asking you an objection of why they should or shouldn’t buy what you’re selling and then you record yourself answering that objection and then countering that objection, then you transcribe each answer to that, to every single objection, you now have in your hands the beginning of a manual, a sales manual, so that you can train and bring on your first salesperson.

Lee Kantor: [00:01:04] But I think it’s super important to document the process, get it on paper, and then include all kinds of a series of objections and counters to those objections. So when your salesperson comes on, they now have a resource at their hands that they can feel confident going out into the wild. And then, when they come back to you with new objections or new questions, you record and transcribe that and make that sales manual that much more thorough.

BRX Pro Tips

BRX Pro Tip: Identify the Levers Your Know Work for Increasing Sales

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BRX Pro Tip: Identify the Levers Your Know Work for Increasing Sales

Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, one of the key disciplines for an effective, revenue-generating operation is to take the time to identify those levers that you know work for increasing sales.

Lee Kantor: [00:00:22] Yeah. This is one of the most critical things you could do to grow your business. You have to be able to know what levers to pull in order to generate a sale. You know, is it at running ads? Is it cold calling? Is it talking with existing clients and asking for referrals?

Lee Kantor: [00:00:37] At Business RadioX, it usually comes down to identifying and interviewing the right guests. And when we do that on a regular, consistent basis, we can build real relationships with the people that matter most to us. And then from that point, we can then move them through a pipeline. And so, some of them are going to raise their hand and they’ll become clients of ours. And we do this for ourselves and we do the same activity for our clients. We show them how to leverage their platform to achieve that same outcome.

Lee Kantor: [00:01:08] The sooner you figure out whatever that activity is you should be doing to move the needle in your business, then the faster you will be moving towards having a business that has predictable revenue and you will have continued success. But without this, you’re just going to be, you know, throwing spaghetti at the wall and hoping something sticks. So it’s important for you, as soon as possible, to identify that most critical activity that you could be doing on a regular basis to grow your business and pull that lever over and over.