BRX Pro Tip: Mapping the Process
Stone Payton: [00:00:02] Welcome back to BRX Pro Tips. Stone Payton and Lee Kantor here with you. Lee, we were talking the other day, it seems like you and I have gotten a great deal out of success from being careful to map out the process when we’re bringing along a new client or prospective client. Let’s talk about that a little bit.
Lee Kantor: [00:00:21] Yeah, people like to know where they’re at and what’s about to come. They like spoilers. So, I know that when we’re doing a show concept meeting with somebody, what we like to do is try to go down that list. We know what the list is ahead of time, what should be as part of a show concept meeting, and we like to get as much of that list checked off before we’re done with that meeting. So, we want to make sure that we got a name. We want to make sure we have an idea of who the ideal guests are, who the prospect is, who the power partners are, who the kind of micro-celebrities and influencers are. We’d like to get a show, day, and time. We want to make sure all of those things are accomplished in the sales meeting, so at the end, we can send them a note back with where they’re at in the process of having a show where you can go down the list. And Stone, why don’t you share exactly how you do that note? Like, what are some of the elements in that note when you’re recapping that sales meeting?
Stone Payton: [00:01:22] Well, yeah. What I love about that process, the way that it is designed is like you say, let them know exactly where we are in the process. But another key point of it with respect to our serve sales process is you’re almost there. We’re just one or two little small steps away from locking and loading this thing and putting the wheels in motion. But no, you hit the high points in a way that I like to characterize these things in the note. For example, show concept. I will characterize that as approved. The time slot, established. Like use a verb that says, “Look, this is done.” So, it’s not always, “Done, done, done, done,” but it’s other verbs that indicate, “Done, done, done, done.” And then, at the end of the list, there’s one last little thing like confirm. And then, of course, we’ve said it before, and everyone listening to this knows what a big believer I am in establishing a very specific confirmed release date. But the key to it, like you say, let them know where they are on the process. And, at least, in our situation, you’re 98.7% percent. There there’s just this one or two extra little steps left to go.
