Rome Floyd Chamber Small Business Spotlight – Dr. Stephanie Jones with AdventHealth Redmond, Stephanie Graves with Coosa Valley Credit Union, and Leslie Nabors with Buffalo Wild Wings
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BRX Pro Tip: Add an Element of Surprise
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BRX Pro Tip: Add an Element of Surprise
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, let’s chat a little bit about how to add an element of surprise to your sales process.
Lee Kantor: [00:00:12] Yeah. I think it’s a great idea when you can add some sort of emotional resonance into a sales presentation. A lot of times people are just talking and kind of droning on about their benefits or features of whatever it is they’re selling. I think a better way to approach this is to create kind of some drama or some excitement, and you can do this by hopefully giving your prospect that aha moment where the light bulb goes off and then you have a story that either illustrates something that you’ve done and that has a better chance of emotionally resonating with your prospect and moves them closer to buying something from you.
Lee Kantor: [00:00:49] A couple of examples of how we do that element of surprise in our process, number one, something that we do when we do shows is we give a Business RadioX mug to our guests. This kind of is a surprise and delight moment that elevates an already good experience into a memorable and a great one, something that they’ll share and talk about with their friends.
Stone Payton: [00:01:09] Another way we add surprise into our sales process is when we kind of break out that sheet of paper that describes our selling process, our sales process, and we show them near the end of the process that they’ve kind of gone through this whole process of being invited to a show, being part of a show, having a follow-up meeting to discuss ways to kind of leverage their show appearance. And we tell them, “Hey, you know, a few days ago you didn’t know who we are and then today you’re making, you’re contemplating doing business with us.” And at that moment, that usually is kind of that aha moment where they’re like, “Oh, I get it.”
Lee Kantor: [00:01:48] And then, they start kind of visualizing how they’re going to be able to do that with their prospective clients. And then, that moment is rare, really resonates and everything clicks and it all comes together, but it surprises them because they didn’t realize they were part of the sales process because it was so elegantly done.
Lee Kantor: [00:02:04] So, if you can create those kind of surprise moments, that aha moment, in the minds of your buyer, you have a better chance of selling them something.
BRX Pro Tip: Before You Hire Do This
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BRX Pro Tip: Before You Hire Do This
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, there are some steps and one very critical and productive step that we ought to take before we hire.
Lee Kantor: [00:00:14] Yeah. There’s something to think about before you’re hiring anybody for any position and see if you can come up with some sort of a test or a project that your candidate has to do that forces your candidate to actually demonstrate mastery of the work you want them to do.
Lee Kantor: [00:00:31] So, if you can figure out, okay, I need a person to do this thing, like in our case, if you want someone to be a good interviewer is you ask them to interview somebody and then you listen to the interview and see if they are doing it well enough. Is it something that they have the skills to do already or is it something you’re going to have to really spend a lot of energy in training them to do the work?
Lee Kantor: [00:00:57] So, if you can come up with a test that forces your candidate to actually demonstrate mastery of the work you want them to do, it’s going to be – you’re going to feel a lot better about them once you hire them.
Lee Kantor: [00:01:08] And then, once they’ve passed this kind of threshold of mastery by demonstrating mastery, you can then put them on a smaller project, a one to three-month project, to see if they truly are a culture fit. Because there’s one thing to have the skills, but the other thing is to fit in to make sure they’re a good team member, and it’s important to remember that it’s always better to hire slowly and fire fast.
Lee Kantor: [00:01:33] You want to make sure you have the right fit. Wait for your pitch when it comes to this. Wait for the exact right person. And if it’s not working out, you’ve got to pull the ripcord pretty quickly because having the wrong person in a row can really sabotage your company. It can really be a cancer, and it could really bring the morale down for everybody if they see that a person can work here and not be a good fit and really bring a lot of people down.
BRX Pro Tip: Counter Intuitive Problem Solving
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BRX Pro Tip: Counter Intuitive Problem Solving
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you. Today’s topic, Lee, counterintuitive problem-solving.
Lee Kantor: [00:00:09] Yep. So, a counterintuitive way to solve a problem is by solving by subtraction rather than by addition. A lot of people, when they’re trying to solve a problem, they typically add to the existing process or system. And another way to solve a problem is by removing things.
Lee Kantor: [00:00:27] So, whatever problem you’re having now, what are some elements of it that you can get rid of? What are some steps you can take away? What are some people or resources that you don’t need anymore? Most people, when they have a process, they’re adding to the process. And what happens is the process gets cluttered, it gets clunky, it gets less effective over time.
Lee Kantor: [00:00:51] So, a step when you’re working on a problem, try to remove some steps. Try pruning. Try simplifying. See if that helps you get the same outcome with less steps in just a more efficient and more effective way. You don’t have to solve a problem by adding. You can solve problems by subtracting. Most people’s go-to move is to add rather than subtract. So next time, try subtracting first.
Let Your Body of Work Build Trust and Belief
BRX Pro Tip: Don’t be the Hero, be the Guide
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BRX Pro Tip: Easy Way to Get Referrals
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BRX Pro Tip: Easy Way to Get Referrals
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you this afternoon. Lee, you know, I’m all about easy. What’s an easy way to get referrals?
Lee Kantor: [00:00:11] Well, I’ll tell you. One of the easiest things that we’ve ever discovered in doing Business RadioX is the system we have of getting referrals of good guests. And the thing that really unlocked this for us is we have a system when people sign up to be a guest. We have a scheduling form where people submit information like their name, their website, their LinkedIn profile, things like that, some questions they want us to ask during the interview.
Lee Kantor: [00:00:41] When we added a line at the bottom that said please nominate other guests for this show that you think would be good guests for this show, all of a sudden, we started getting bombarded with new guests with their names and emails, and they were being suggested by our guests who weren’t even part of a show yet. And now, probably 50% of our guests are nominating some other guests for the show, someone that we don’t have to go out and work real hard to schedule or to find. Our guests are finding them for us.
Lee Kantor: [00:01:17] So, I would try to think of ways that you can within your system that you can elegantly ask for referrals that just happened kind of on autopilot, like adding that one line to our scheduling system has enabled us to get 50% more guests with 100% less effort.
Rome Floyd Chamber Small Business Spotlight – Oatmeal Tony with Lou-Cora’s Barbecue, Ande Frazier with Clocktower Wealth Management, Andrew Riley with The Sharp Sickle, and Bill Thornton with Thornton Concrete Studio
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BRX Pro Tip: Getting Traction Hanging With the Right People
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BRX Pro Tip: Getting Traction Hanging With the Right People
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you this morning. Lee, I know often we get focused and refocused on getting traction or feeling like we’re not getting enough traction. But one very important piece of that is just it’s hanging with the right people, isn’t it?
Lee Kantor: [00:00:20] Yeah, a hundred percent. I think that that’s an area that a lot of people don’t pay enough attention to. You might have the best service or product in the world, but if you’re not presenting it to the people who are the right people who aren’t your people, you may not be getting the traction that you want.
Lee Kantor: [00:00:37] My favorite example of this is something I read about Rolls-Royce. They used to appear at car shows, and they – because that’s where all the cars were. So, they’d be at these car shows and they’re like, “How come we’re not selling any cars? We have obviously the best car here. How come people aren’t buying our car?” And, probably it’s because they were among the most expensive cars there. So they said, “You know what? Instead of being at a place where there’s cars, even though we’re a car, why don’t we start appearing at places that have expensive items?”
Lee Kantor: [00:01:12] And so, they started appearing at air shows for private planes and yachts shows for large boats, and then all of a sudden their car was not the most expensive thing there. Their car was a super nice thing for people who have yachts and planes to also own, and they sold a heck of a lot more cars appearing at the plane show and the boat show or the yacht show or the air show than they ever did at the car show.
Lee Kantor: [00:01:45] So, remember to find your people. Your people might not be where you think they are at first, but they might be kind of next to an area that – you know, they could be part of another area that they are a subset of rather than the only thing there. So, think in terms of that and where else are the people that you want to hang out with hanging out and appear there.
