How do you get through to a company's decision-maker?
You’re not alone, this episode is a must-listen for anyone in the B2B space. We kick things off with a hilarious skit that hits close to home, capturing the all-too-familiar frustration of reaching out to remote-based workers. Then, we break down the hard truths of the increasingly digital buying and selling arenas in business. With anecdotes and solid stats, we reveal just how much the digital transformation has revamped the approach businesses must take to woo potential clients. And for those of you clinging to phone calls and voicemails, we've got some eye-opening insights on why it's high time to rethink your strategy. We also challenge larger businesses – how do you buy effectively?
Strap in as we dissect the trials and triumphs of outbound marketing, where the old-school cold call now contends with the sleek efficiency of email and social media outreach. We also put a spotlight on the pros and cons of existing customer relationships and referrals, sharing personal buying habits along the way. You'll hear first-hand the last time a cold pitch actually won us some business and led to a business transaction. Plus, we examine remote work's impact on B2B communications, including how demographic differences play into who's working from where.
Tune in for a candid and entertaining look at the current state of the B2B market, and walk away with actionable strategies to refine your sales approach and make meaningful connections in a hybrid world. Plus, if you are a business, are you aware of how many good buying opportunities you may be missing, through hybrid working?
For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.
Reality Training - Selling Certainty
How do you get through to a company's decision-maker?
You’re not alone, this episode is a must-listen for anyone in the B2B space. We kick things off with a hilarious skit that hits close to home, capturing the all-too-familiar frustration of reaching out to remote-based workers. Then, we break down the hard truths of the increasingly digital buying and selling arenas in business. With anecdotes and solid stats, we reveal just how much the digital transformation has revamped the approach businesses must take to woo potential clients. And for those of you clinging to phone calls and voicemails, we've got some eye-opening insights on why it's high time to rethink your strategy. We also challenge larger businesses – how do you buy effectively?
Strap in as we dissect the trials and triumphs of outbound marketing, where the old-school cold call now contends with the sleek efficiency of email and social media outreach. We also put a spotlight on the pros and cons of existing customer relationships and referrals, sharing personal buying habits along the way. You'll hear first-hand the last time a cold pitch actually won us some business and led to a business transaction. Plus, we examine remote work's impact on B2B communications, including how demographic differences play into who's working from where.
Tune in for a candid and entertaining look at the current state of the B2B market, and walk away with actionable strategies to refine your sales approach and make meaningful connections in a hybrid world. Plus, if you are a business, are you aware of how many good buying opportunities you may be missing, through hybrid working?
For more info, free resources, useful content, & our blog posts, please visit realitytraining.com.
Reality Training - Selling Certainty
Ringy ring, ringy ring, Hello switchboard. Good morning, Hello there. I'm wondering would you be able to put me through to your operations director? His name's John Smith.
Speaker 2:John Smith right, Well, we don't have anybody's contact details here.
Speaker 1:But you're the switchboard for your company. Yeah, yeah, that's right, we're the head office absolutely Okay, but you don't have any contact details of any members of staff.
Speaker 2:We're a fully hybrid workforce now. Did you say John Smith. If you have his phone number, you're absolutely welcome to call him if you have his direct telephone number.
Speaker 1:Well, I want to talk to him about an idea that I've got for your organisation.
Speaker 2:It sounds like you may not have his number, so do you have his email address?
Speaker 1:Well, I've actually sent him an email, but I'm following up that email with a call. That's why I come through to you as a switchboard to then put me through to that person.
Speaker 2:Can I ask? One of the questions I have here on the desk is are you interested in supplying us with new products and services? Yes, I am, yeah, okay, so what I can do is give you the new supplier email that goes to a team that will read your email.
Speaker 1:That's info at new suppliercom okay, and I mean I'm happy to do that. How confident are you that the team reading that email will understand what it is that I want?
Speaker 2:well, I? I'm simply on the switchboard. My name is tony. We field number of calls. Their job is to look at new people who are interested in supplying the company, so that's what they do. I couldn't speak for them, okay.
Speaker 1:Is that all right? Okay, I'll do that.
Speaker 2:Okay, thank you. Thank you very much for calling Bye, bye.
Speaker 1:Bob and Jeremy's Conflab the Reality Podcast. This, ladies and gentlemen, is what we're going to be talking about today. It's about businesses. Businesses how do people get through to you and how do you buy what you need to run and improve your business? It's a really good question and that scenario is one that we've come across quite a few times, and that's what we're going to be discussing on today's podcast. Businesses how do you buy?
Speaker 2:So here we are, bobby. It's pouring with rain, and where are you and I based?
Speaker 1:Well, I'm based in Lewis in Sussex, which is a really nice part of the world, and it's not raining here currently, though it has been. What about?
Speaker 2:you, I'm in Bucks, I'm in Buckinghamshire, near the town of Buckingham. But the fact is, bob, you and I are both based at home and our listeners heard that little sketch and the operations director you were after, he too was clearly based at home. So I'm going to get a little quiz for you, bob, and you can answer listeners as well. What percentage of UK businesses are fully? We're all at work. This is a company where you must come into, think of different industries and things. So what percentage is that?
Speaker 1:I mean it's going to have changed hugely in the last few years. But let's say 40%, it's 30% Okay.
Speaker 2:So this could be hospitals, it could be garages, it could be all sorts of things where you are doing the work here Restaurants, cafes, bars, soaps, train stations, lots of stuff. But that's 30%. So what percentage? Question two of businesses, organizations in the UK are fully signed up to hybrid working. It's got to be 50%. At least it's 72%, bob. Wow, yeah, wow, yeah. Ons stuff we're giving you here. So if hybrid working is the norm and the 72% of companies who are signed up to that, if you like, fully hybrid working, the fact is, when you are trying to get hold of the operations director, who you think would love some of reality trainings, leadership programs, coaching, sales training, customer service and it could make them much better, couldn't it?
Speaker 2:oh good, you're not going to get hold of him, bobby, whereas you and I years ago, when we were in the world of outbound calling and we worked in offices and contact centers, we could ring businesses with a fairly reliable. We'd get past a gatekeeper. Of course we'd play those games. But if we had an idea, if we had a product or service that they should be considering and we had a good, effective opening our pitch was relevant and we had done our research we might get a conversation. We might end up selling them, reselling them and becoming a supplier.
Speaker 1:Well, I think, if we look back at history and very recent history before the internet, if you wanted to buy stuff or needed to buy stuff for your business, you had to collate and assess information.
Speaker 1:Now you did that in a number of ways you either read magazines which were about those subjects, or you went to exhibitions where you met companies who were involved in those various topics, and then you would select ones that you needed to talk to in more detail if they had a product or service that you were going to need, and then, over time, you would build up a network of contacts that would be your default go-to for those particular products or services.
Speaker 1:Now, of course, the Internet's come in and that's changed things hugely. And I was working in publishing when magazines were desperately trying to play catch up with the Internet in terms of products and services and help people to find stuff online that they might want to buy services and help people to find stuff online that they might want to buy. And now what's happened, especially since the pandemic, is that, because of hybrid working, you cannot just call somebody and get through to them and have a conversation. It used to be the case that people would have answer phones and voicemails that they would field for a long time. Now they don't even need to do that, because if you don't have their contact details, you have no way of making contact with that person.
Speaker 2:Just sticking with what you've just said is, if I was looking to buy that's how you prefaced this I would build up a series of contacts. I would read magazines. What we're saying to you is that if you were in a business that could provide Bob, who was doing that work as a buyer and thought he might be in the market for your service or product, Bob, during his research, might receive an incoming call from a salesperson saying hey, I know that you're involved in this and you make this, we provide this. And he may not be expecting it and he may not be in the buying market at that time, but that's how salespeople operated. They would do their research and they would be another option for the person while they're looking to buy.
Speaker 2:But I think what's interesting sticking on this theme is how do you buy? Now I would say the shift is you no longer grab your B2B magazine, you no longer grab your directory. I was in directory business. You happen in your break to fly onto LinkedIn.
Speaker 1:Yep.
Speaker 2:Or you flick open some form of other social media and you're in the market for whatever product or service it is, and you're hit with other options.
Speaker 2:And, of course, when you fire up your computer in the morning, whether it be a laptop or a desktop, you will be receiving a vast amount of emails saying, hey, we make rivets, hey, we provide whatever. And so it seems to be that the buyer of business to business services either is very happy with their lot or satisfied and just keeps signing the check. The direct debit goes out each month for the product or service that they are buying to enable them to be in business, or they are receiving emails, social media, some form of direct mail, but how many buyers are receiving incoming calls? Based on the statistics that I shared at the beginning, the answer is very few, because when you buy data and that's another email I receive each week do you want to buy some data? I'm not offered mobile numbers, and if your operations director's at home, bob, I've not got his home phone number, I can't buy that and I also can't buy his mobile. I can buy his switchboard number and I can buy his email.
Speaker 1:Do you think that it means that businesses by and large are buying the products and services they need poorly based on past experience, rather than looking objectively at what it is they're looking to buy and garnering the relevant information to make a better choice?
Speaker 2:I think, if we look at human nature, I think there's a huge amount of apathy that takes place both from a buyer of a business or a consumer. Look at how many people reinsure inferior insurance products or they just stick with their existing supplier. I think of the US Charlotte-based sales trainer, jeffrey Gittimer, who always says hi, are you satisfied with your current supplier? Yeah, I'm actually, yeah, relatively satisfied, relatively satisfied. You're happy to just be satisfied. I prefer it when customers say to me I'm over the moon. There's no way I'd switch. By the sounds of things, things aren't good for you. Let's have a conversation. Most people are just I'm satisfied with my current supplier Great.
Speaker 1:Well, it would be nice to have that conversation, to even hear that. Yeah, it would. And I think that's the other side of it is that, if you think to yourself right, I'm in a position now where I don't need to receive calls from people trying to sell me things because I'm so important, so busy, that I'm going to focus on the things that I really need, to focus on the fact that those people trying to sell you things could actually help you achieve those goals and could help you do what it is you need to do. That's something which you are then selecting when to engage with that process and, if you can, you'll delegate it to somebody else to do because you think it's in some way beneath you.
Speaker 1:Is that the case? Wow, it's quite heavy, isn't it? It is, but I think it's true because I I think if, when I think back to when I was in business and managing people and having to buy things for exhibitions and stuff like that, you know we were given budgets to spend and there was all that sort of thing, there was no problem getting hold of people. There was no problem getting hold of people. There was no problem getting hold of information. People called you back.
Speaker 1:People were desperate to sell you things and were very effective in that, and I now wonder whether there is a kind of a bit of a schism taking place where maybe the reason that you're in a senior position where you can spend money is because you have a network of people that you use and that has value to the organization. So they think, well, actually, well, yeah, we'll promote that person because they know all these different companies and people that they have a relationship with. That means we don't have to go out and do that work. That saves us money. And I wonder whether people are rewarded for the value of the networks that they have. That's's another really interesting concept.
Speaker 2:That's an interesting concept. I think, yeah, when people are bringing in brilliant suppliers or changing an element of what they buy a new ingredient, a new item, a new tool, a new widget, whatever, and yeah, they've got access to their network. I'm sure that's what a lot of industries trade on that. If I employ somebody, he's got a good network. We might win some more business through them. Interesting isn't?
Speaker 1:it. The other side of it is that I receive emails, as you do, every day, and those that's because we're a small business owner and so we're on lists somewhere and we get through these emails. Now, most of these emails 95 of them are untargeted, unspecific, broad-based marketing emails that some businesses might be interested in.
Speaker 1:So I get one regularly from a company trying to sell water for my office yeah well, we do still have an office, but we don't need a big jug of water in it, and if they bother to do any research, they take me off their list. But that's the kind of thing I get. I get a lot of stuff from software companies saying you need to be selling our learning management system yeah, with your training to people, which means they want me to become a reseller of their software. Effectively, you know they get quite a lot of that and I get loads of people saying let's value your company for you, let's buy your company for you, let's find a way to sell your company.
Speaker 2:This podcast has been created by Reality Training. We're a UK-based training and leadership brand who work across many sectors to improve businesses and their people. Our tagline is selling certainty, because that's what we do Give you more certainty in how you do things and give you certainty about how you sell things. Find out more at realitytrainingcom. So we've got this idea of selling and if we start with a buyer's perspective, they are doing research online primarily for things they need for their business, and they might receive an email, social media, direct mail and some phone calls, but we can't reach them on the phone. That's the point. That's what we're saying. They can't be reached on the phone. Them on the phone. That's the point. That's what we're saying. They can't be reached on the phone.
Speaker 2:Now the other thing that's taking place is marketing, marketing and companies are going. How do we get people to be aware of us? How do we get them to be interested in us? How do we get them to try us? How do we get them to repurchase? How do we get them to be loyal?
Speaker 2:So this is constantly returning and if they're trying to hit the business marketplace, it's just the same.
Speaker 2:They're looking at email marketing, they look at social media and they might look at certain very targeted, paid for advertising to enter into a marketplace or a community where their buyers are reading or listening or whatever it might be be. But we could argue that this podcast episode is stating that perhaps the outbound channel of winning business and we're only talking about winning, by the way, we're not talking about once they're on your database, because then you've got their number and your supplier and they might say I don't want to buy it this month but you can call them, we're talking about winning new business via the outbound action of a telephone is diminishing returns not your best bet? We could argue some companies might even not have it in their mix of business building activity whatsoever. Could we argue that turning up in a car to an office or to a building or an industrial estate, whatever it is, is actually more likely to result in an activity than a cold call where they may or may not be there because they might be working at home.
Speaker 1:Well, the other side of it, of course, is that for larger organizations, they will have procurement departments.
Speaker 1:So anything that you need to buy, you go right, guys, I need to buy this sort it for me and they'll go and do it, but that then also means that you're dealing with a department which is slightly disconnected from your area or the bit that you you really need it for. That doesn't mean they're necessarily going to do a bad job, but it just does mean that you're again, you're slightly further away from that relationship, from that conversation. Should we do? Three is the magic number, because I've got some big questions, so let's play three is the magic number, because I've got some big questions, so let's play.
Speaker 2:three is the magic number.
Speaker 1:So my first question is how do you buy for the business?
Speaker 2:Very reactionary and mostly influenced by you telling me what you think I might need. So, listeners, my favorite call. I was once walking the dog and Bob said now Jeremy, how would you like a new car? And I was going what, hey, we could do this company car scheme. Hey, jez, have you got a watch? Jeremy, your sound booth, what you need is a kit. I think you probably know the answer is I don't buy a lot. I'm more interested in low-cost cac like stationary. That gets me excited. But I think I buy books online. Yeah, through various book sites. I look at and I buy. Yeah, it's just. I don't go to any specialist exhibitions. I can't think of a major investment trip that we've made to really calculate something. I think even our most recent business service that we bought into accountancy was an online discovery.
Speaker 2:No, no that was an email from them actually, so that was email marketing. But no, that's how I buy.
Speaker 1:Okay.
Speaker 2:My question to you is slightly different what's the best way to sell to you as a business-to-business customer, a business-to-business company? So slightly different, but thinking of how should people sell to you.
Speaker 1:Well, if you have a supplier who understands what it is you actually do and how you operate, then it would be a hell of a lot easier for them to sell, because if they knew what we were and how we operated and how we do things and what our priorities were, they could go ah, here's a solution for you. But no one ever does that. I mean, when was the last time anyone ever said to us you're a training company? No one, ever, absolutely. And even if they do, they don't ask, they don't say who are your customers. No, no one's that interested, which is shocking, really for any B2B. I'd like them to understand us.
Speaker 2:And then they might. Sounds to me you'd be okay having a phone call if they gend up.
Speaker 1:On the few occasions I've had good phone calls, I've really enjoyed them Because it is an experience. It is good to be sold to, it is good to realize that there is persuasion in the world, but it's rare. So that's the truth. The way that we want it to be done is different. Question two Is similar but slightly more nuanced. What product or service would you love someone to call you about and try and sell you?
Speaker 2:It would be a form of technology where me looking online and clicking is not going to help, but they would ask me questions and personalize the technology to me. So some kind of clever podcast-y stuff, some kind of email-y system, some kind of marketing dashboard, but really personalized to me, having fully as you've said, fully understand what we do and how we do it, I'd love to be sold tech products in a brilliantly personalized way over the phone. That'd be lovely.
Speaker 1:Excellent, and that's interesting that you've gone down that road. That's really good.
Speaker 2:My question to you is slightly different. Can you remember the last thing you sold over the phone, outbound From a single call, not necessarily a single call, but you got in touch with someone over the phone and they responded and they bought.
Speaker 1:Well, I can remember, speaking to customers, that we've sold training programs yeah, but that that's existing.
Speaker 2:I'm talking about brand new. Brand new in you go, boom, boom, boom. There you go. It's hard, isn't it?
Speaker 1:it's I think, I think when we used to do open courses yeah maybe one or two of those possibly was a call like that. Yeah, but 12 years ago. Yeah, it's rare, isn't it?
Speaker 2:12, 15 years. Is that yeah?
Speaker 1:yeah.
Speaker 2:So there you go. So we see the difficulty of outbound ourselves. And also we wage our bets on developing existing relationships and referrals more than winning cold over the phone.
Speaker 1:Well, that's because just to win cold over the phone isn't possible if you don't have email marketing, if you don't have other forms of social media to back it up.
Speaker 2:Yeah, let's go to question three, and then I think I'll share with the listeners some of our own experience on a recent project.
Speaker 1:Okay, what's the most common B2B emails that you get?
Speaker 2:We're opening an office in your country. We're very impressed with your track record.
Speaker 1:We'd like to talk to you and I don't even know what they do, and they're replicated in in linkedin as well. Uh, that's good. Yeah, that's funny, isn't it? Yeah, I have a bit of a funny thing I occasionally do on twitter where I will say something like reaching out to you oh yeah, I don't think so, or loved your li profile oh yeah, yeah, like hell, got a couple of samples to share with you.
Speaker 1:Where's that come from? This is literally out of the blue. No contacts at all, no context. No, I'd love to find out more about you. No, none of that, just straight in with. I wanted to reach out, which is one of the oddest expressions I have heard. I don't want you to reach out to me. If you want my help, reach out to me. I'll help you. But you know, don't reach out to me in a kind of altruistic way. You're going to do me a favor. By reaching out to you, you're becoming my you know my friend. In some way it's a bit like how are you to somebody that you don't know? You know it's not entirely genuine. So there we are okay.
Speaker 2:B2b startup. I'm a b2b startup and I haven't got a single customer. What would be your recommendation of what I spend time on, of trying to win my first customer?
Speaker 1:data. Data is the most important thing.
Speaker 2:Get some data.
Speaker 1:Not just getting data. Define the data that you need. Define the organization, the level of person that you're going after, the type, the size of the organization, where they are, geography, the demographics. All that stuff is absolutely essential before you do a thing. Yeah, because you could spend a fortune on developing great looking marketing. Well, if you haven't got a decent list, doesn't go to the right.
Speaker 2:No point, no point well, let's talk about our recent project. So we created a thing called project outbound. We developed two people and we must be six months into it now something, something like that. What we have discovered is getting the data right, the companies who could be in the market. What we do is important. We cannot currently. We haven't managed to get anybody on the phone, have we? We haven't been able to get through to somebody. We've got through to receptionists. Details left, but there's also not only they're not there, but there's now a much more enforced of not putting through.
Speaker 2:That's stronger than ever before. Even if your idea is brilliant and could help them, it seems that there's a real gap in that, and so the crafting of very good emails and the other marketing that's available to us is where we find ourselves, and we just thought that spreads across all businesses. So any business must be finding themselves in this position, probably especially so if you're not a regionally based business. So if you supply to companies in a region, you're in a marketplace and there's lots of companies that could buy your stuff and you are some form of fairly common service or high frequency purchase consumable. Great, you know who might be in the market, but we can sell our stuff to anybody anywhere, and if we marketed ourselves regionally, I'm sure we'd go bust in minutes because we have to be available to all. So it's a challenge.
Speaker 1:I don't know that this is cultural. I think in other countries perhaps they haven't quite gone down this fully automated road yet, but I do remember there was some really good ways of getting through to people when you had receptionists who could put you through. So there were a number of techniques you could use to get past that gatekeeper to get to the person that were pretty good. Now they've gone. Ah, we don't give that gatekeeper that facility.
Speaker 2:No.
Speaker 1:Therefore, there is no way that you can do that.
Speaker 2:No.
Speaker 1:And it's almost like come on then, are you going to get past that? Well, we'll think of another way to stop you getting through to someone. Well, in that case, what damage are you doing to your business if they're not able to find out what is available to them? It's a really interesting perspective, because you're thinking, when I'm freeing up my people's time to do their jobs, but what if? But they're not hearing the pitch. They're not hearing the pitch, they're not hearing the product they're not aware of the service and it's a block.
Speaker 2:Without even listening, it's a block without even engaging.
Speaker 2:Yeah if we look at our youth, so the largest bracket of people who are not working from home are aged 16 to 24. They, they are out there, so they are doing things that are maybe more practical, more manual or more lower earning type work, whether that's cafes or whatever it might be. What's interesting with this hybrid thing and the reason why we can't get hold of people is, when you hit the 50,000 pound salary mark 27% is that that is the highest bracket of working from home. So well, over a quarter of people who on that money are at home and that means that they've built themselves a facility, a capacity enable them to earn an income, or now they need to earn less, or whatever the situation is, because their age is probably commensurate with this is I don't need to go out to work anymore because I've found a way of earning money being based at home and I don't have to interact with the populace. So the other problem with not buyers not seeking to have conversations is we're creating a more insular world where people are not understanding the breadth of variety and the big brands can play because they can still run their ads, they can still do their big branding, their big out of home, branding, all of that stuff. So you know arguably to be a B2B supplier, business gosh, you might need to have such a compelling proposition and if you weren't local or reasonable or of mass appeal, you'd really have to cut out your marketing exercise to not lose all your money in year one and find sugar.
Speaker 2:Who have I got to win as a first customer because you couldn't just do what you and I grew up doing. Here's a phone. Here's a list of numbers. Get at it and you know what. You'll make something. If you look at the ratio of sales, I made a day in my directory selling days, you made two a day almost without fail. That's two sales a day just hitting the phones, yeah, and those sales could be for 10 grand, 50 grand, whatever, just from hitting the phones. That facility doesn't exist.
Speaker 1:I don't think no I remember selling advertising for years where the process of getting through pitching your media, putting together a brief proposal and getting a decision within a few days was pretty common. But then over time, the larger the organizations you dealt with, that decision making process took longer and longer and longer, and agencies didn't help that process either. I haven't been in advertising for years now. I'd be fascinated to see how different it is now in that respect.
Speaker 2:But at the same time, those are important choices that you're making there and I think on the outbound call and the skill of it, it is a skill. I think an american trainer I saw the other day said outbound calling isn't a cadence, it's a skill. I agree it's not. I call one and I do that. Then the second call does that. I agree it isn't that. It's a real skill.
Speaker 2:But if you're trying to call people who've never heard of you for the first time and they're not on your database with the very fact of hybrid working, they're not there. So it's almost from the start your odds are very poorly stacked against you. Yeah, you're going to ring someone who won't be there and you won't be given their number. So I'd love to hear have some interaction from listeners saying well, no, no, it works for us because we do it this way. I'd love some kind of responses to this, because when I look online I see trainers selling cold call training, of course, because they're trying to make an income out of it. We've produced an entire set of systems and packs around this and all sorts. But we're not talking about calling an existing database. We're talking about winning business. Who doesn't know you from Adam on the first call and it's just a muchos challenge. Well, I hope that's been an enjoyable short little episode for you.
Speaker 1:Yes. You've enjoyed that I hope, bobby, been an enjoyable short little episode for you. Yes, You've enjoyed that, I hope Bobby. Yes, and I hope it stimulates thought, and that particular area is one that I'm sure we're going to return to, because I have a feeling it will change still more in the next few years as we become more we need a new channel.
Speaker 2:We need a new B2B channel that is just wonderfully communicative and interesting. Maybe the Zoom world can pop up and people can have zooms and they're more engaged to do that because they want to talk on the mobile. Who knows?
Speaker 1:maybe part of somebody's job description at a certain level must be to allocate time to listen to perspective yeah incoming suppliers, because that then keeps you informed, keeps you interested, and it will eventually and I'm sure at some point you do that, but maybe that needs to be part of the job description is to say you must make sure you so imagine, you know, in our very first thing, at the start of the episode, I gave you an email info at new supply.
Speaker 2:Imagine if they said there's a number you call and this is the prospective number that you call if you want to try and sell us something. That'll be answered by a professional buyer. I wish you luck. Now we're talking and then you ring and you go hi, what's your name? My name is Mary and I buy the stuff for this company. Okay, I'm selling training. Okay, let's talk Brilliant, and Mary would, at the end she'd either educate you and say you know what you? Let's have a meeting. I'll put you through to the operations director. Imagine that a phone number. Maybe we could create a business where we offer companies we'll take their incoming calls for them to sieve through to find them the very best suppliers that they aren't hearing from through any other form of marketing.
Speaker 1:It probably exists. There must be brokers who do that now. Do you think so?
Speaker 2:Yeah, you call this guy. If you're looking to sell us yeast, call this guy.
Speaker 1:Well, again why you would want to buy that for your company, unless you're a baking company.
Speaker 2:I was thinking of bakery.
Speaker 1:Or a brewer, in fact. Anyway, well, thanks for listening. We'll see you on another one soon, but in the meantime, I know you're going to be listening to this through the spring. Have a great one, and we will speak to you soon bye bob and jeremy's conflab the reality podcast.