BRX Pro Tip: Embrace Selling
Stone Payton: [00:00:01] And we are back with BRX Pro Tips. Lee Kantor, Stone Payton here with you. Lee, today’s tip. Easy for me, I’m wired this way. Easy for some of our studio partners. Not so much for others. This idea, embrace selling.
Lee Kantor: [00:00:17] Yeah. Businesses do pretty much only two things. They make things and they sell things, right? In our world, as some people call what we do, show business. In the making of shows, part of that is the easy and fun part. We all love doing it. We can sit here all day long and do it. Your clients are gonna love doing it. That’s the easy part. But nobody eats until something sold. So, the business part of this better come into play pretty quickly.
Lee Kantor: [00:00:47] And you have to have a sales process that’s as elegant as possible. And you have to have funnels. And all of that stuff has to happen. In our place, we can do that pretty easily. We use the serve model for sales. Select the right guest. Engage with them on a compelling show. Get a meeting and relate and verify if it’s a fit or not. And then, execute a pilot. The serve model works for us. It’s elegant. It’s non-salesy. Every step organically leads to the next step. And that’s how we do it. We move the prospect from being unaware of the opportunity, for them to consider the opportunity and then, to act on the opportunity.
Lee Kantor: [00:01:27] And that’s what we do every day here. And make sure in your house show that you’re doing that. You’re selecting the right people. You’re having a good show experience. So, they’ll have a meeting with you. So, they can relate and verify if it’s a good fit. And then, execute the pilot. And then, you teach your clients to do the exact same thing. You got to hold them accountable so that they’re selecting the right people, that they’re having a good show and then, they’re getting follow-up meetings. So, if everybody does that, then things are going to be sold and everybody wins.
