Richmond Business RadioX® Studio
BRX Pro Tip: New Habits, Small Actions
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BRX Pro Tip: New Habits, Small Actions
Stone Payton: [00:00:00] And we are back with Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, when it comes to establishing new habits, one of the best strategies – and you’ve shared this with me – is to take small daily action as opposed to big heroic efforts.
Lee Kantor: [00:00:21] Yeah. To me, it’s a lot easier to begin a habit or to begin any type of a system by doing a little bit every day rather than doing something every other day or even once a week. It’s a lot easier to make that activity really part of your routine, if it’s done every day.
Lee Kantor: [00:00:44] Now, if you can create systems that help you do the most important things that drive growth in your business every day, then these habits can move the needle in your business and become a habit that really benefits from that compounding effect.
Lee Kantor: [00:01:00] The problem with doing things, you know, every other day or weekly, it’s harder to really incorporate that into your day because every day is a little different. So, it’s easy to then say, “Well, I didn’t do it today. I’ll do it tomorrow.” And then, all of a sudden, you’re not doing it anymore.
Lee Kantor: [00:01:16] So, if you can kind of say, like one example in our business, “I’m going to get guests for my whole show.” It’s a lot easier to say, “Okay. Everyday, I’m just going to ask one person to be a guest on my show. Everyday, when I wake up in the morning, I’m drinking my coffee, I’m going to invite one person on the show.” If you do that everyday, at the end of the week, you’ll have invited five to seven people. And you’re going to be able to fill your pipeline with prospective guests for your show.
Lee Kantor: [00:01:46] If you say, “Every week, I’m going to do that and I’m going to get five or ten guests on Saturday,” that’s great if you can have the discipline to do that, and put it in your calendar, and do it every week. But there’s a bigger likelihood of you missing one Saturday. If you miss one Saturday, guess what? Now, it’s two weeks have gone by since the last time you’ve done this, and that’s going to make a big difference. But if you were doing it every single day, you’re not going to fall that far behind. One miss isn’t going to be kind of catastrophic and lose the momentum.
Lee Kantor: [00:02:17] So, it’s a lot easier to just do a little something every day. But in order to do that, I would put it in my calendar and block the time and really do that. Make it a non-negotiable part of your day. And take a little bit of an action and something that’s a meaningful act that’s going to move the needle in your business. So, if you can identify a handful of things that can move the needle in your business, and then incorporate those things, and drill it down to a little bitty action, you’re going to be a lot more successful a lot faster.
BRX Pro Tip: Remember Know, Like, Trust
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BRX Pro Tip: Remember Know, Like, Trust
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I’ve heard it before, you’ve heard it before, but it’s important to remember, people buy from people that they know, like, and trust.
Lee Kantor: [00:00:14] Yeah. And if you believe that to be true, then you should also spend some time each week working on those three areas. And so, I’d ask yourself, if you’re struggling with sales, what have you done this week to meet more of the right people? What have you done this week to get those people to like you more? And what have you done this week to build the social proof that you need to get more of those people to trust you?
Lee Kantor: [00:00:44] If you work on each of those areas every day, you will sell more. In other words, just spend some time each day to make more friends and then being a better friend, because those are the elements of a friend and those are the elements of a prospect when it comes to selling, especially in professional services.
Lee Kantor: [00:01:04] Professional services is a relationship business. You have to have more relationships, better relationships, and you have to be visible, and you have to be out there if you want to sell more. And, again, in professional services, you don’t need a thousand sales. You just need a couple more. And in order to get those couple more, you just got to meet a few more people, you got to be nicer to the people that you already know, and you have to always be kind of building up this social proof that says that you can deliver what you promise.
Rome Floyd Chamber Small Business Spotlight – Tina Bartleson with the Exchange Club Family Resource Center and Rontavious Coley with The Early Way on Broad
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BRX Pro Tip: Selling is About Solving Problems
BRX Pro Tip: Start an Email List
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BRX Pro Tip: Start an Email List
Stone Payton: [00:00:00] And we are back with BRX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I don’t know, I think sometimes people feel like this sounds a little bit old school or antiquated. It’s not. It can be incredibly powerful. Start an email list.
Lee Kantor: [00:00:16] Yeah. I think this is a must have activity for any business owner, especially a new business owner. And it’s something we recommend every studio partner in our network do right off the bat, an email list. And I would recommend, in our case, three email lists. Every one of our studio partners should have three email lists. One of their guests, prospective guests, anything guest related. Another one that’s of all the PR and marketing folks out there. And then, the last one is just fans, superfans, people who believe what you believe and that want to get involved in some level, listeners, things like that. Anybody that just cares about what you’re doing.
Lee Kantor: [00:00:55] So, if you build those lists, what that does is it’s helping you have a way to communicate with those folks when you want to, when you need to. And this activity, not only should our studio partners be doing this, they should be recommending that their sponsors do the exact same things. Because their sponsors need to have a database of guests, PR people, and fans of their show. So, this is something that kind of trickles down to everybody in the organization.
Lee Kantor: [00:01:27] Now, the importance, again, is that this lets you communicate and sell something if you want to when you want to. Because if you’re relying only on these third party platforms – like LinkedIn or Facebook or any of the other kind of social media apps out there – to communicate, you’re not going to be able to communicate to your entire list unless you pay those third party apps money to boost your post in order for all of your people to see them.
Lee Kantor: [00:01:55] So, it’s really not a good move to rely on these third party platforms to communicate with the people most important to you. You have to take that control into your own hands, so make sure, on LinkedIn and Facebook, you’re able to pull those contacts out and put them in the appropriate database and your own email list so you can reach out to them when you need to and when you want to.
BRX Pro Tip: Summarize Before Recommending
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BRX Pro Tip: Summarize Before Recommending
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Lee Kantor and Stone Payton here with you. Lee, I’m well-known for not wanting to propose anything. I always want to recommend. But it’s important to recognize before we recommend, we need to summarize.
Lee Kantor: [00:00:19] Yeah. This is something that happens when you’re doing whatever you call an exploratory meeting with a sales prospect. We call it a whiteboard meeting sometimes. But it’s important at some point early on to listen to what your prospect’s issues, and problems, and urgent pain, what those issues are. And summarize it back to them to make sure that you have kind of clarity and you got kind of buy in from the prospect that you are hearing them, and that you are kind of understanding exactly what their issues, problems, and pain are before you recommend any solution.
Lee Kantor: [00:00:55] Like, how can your doctor prescribe a treatment before they examine you and understand what the problem is? And what the problem really is, not what the problem that you say is or you think is. This is something that you have to get clarity about and you have to kind of get your prospect to articulate it and verbalize it, so that when you recommend a solution, then you’re making a recommendation that truly solves that prospect’s problem and it truly helps them.
Lee Kantor: [00:01:24] So, it’s important to spend some time to clearly understand the problem. A lot of salespeople rush too quickly into their solution and kind of just bombard the prospect with all the features and benefits of their service before they really understand what the prospect’s issues are or the problem they’re trying to solve. And you can’t help somebody solve their problem unless you truly understand what their problem is.
Lee Kantor: [00:01:52] So, invest some time in truly understanding your prospect’s problem so that you can recommend a solution. And that solution might be, “Hey, my service isn’t a fit for you, you should go somewhere else.” So, you want to help them solve their problem. But in order to do that, you have to listen to them and understand what that problem is.
BRX Pro Tip: What Do People Value
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BRX Pro Tip: What Do People Value
Stone Payton: [00:00:00] Welcome back to Business RadioX Pro Tips. Stone Payton and Lee Kantor here with you this afternoon. Lee, a lot of times selling involves a great deal of asking questions and getting answers. But one of the things that we have to get answered, one of the questions we need to be asking ourselves is, what do people really value?
Lee Kantor: [00:00:22] Yeah. You’re finding a lot of people nowadays are valuing convenience over everything. You know, these people are looking for some magic pill that solves whatever ails them. And in our business, that person might be the one that’s like, “Hey, I’ll pay for a service that automatically spams all of my LinkedIn contacts to try to sell them something.” And we’re all bombarded with those LinkedIn messages. As soon as somebody connects with you, in two seconds, they’ve sent you a note trying to sell you something.
Lee Kantor: [00:00:52] And other people don’t value the convenience. They’d rather kind of enjoy the journey. They value the work. They value the relationships. In our case, those are the people that are actually better fits for our service are the people that value relationships. Not that kind of spams lots of people. Our ideal client is someone that would pay for a service that allows them to create and build meaningful relationships at scale. That’s a good fit for us, not just anonymous relationships. So, you got to find your ideal fit and understand what it is that your prospect values the most.
Rome Floyd Chamber Small Business Spotlight – Jeff Sinnock with the YMCA of Rome, and Andy Welborn with Riverside Auto Group
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