{"version":"1.0.0","segments":[{"startTime":0.033,"endTime":5.266,"body":"Last week in episode"},{"startTime":0.033,"endTime":5.266,"body":"37, we've talked about where you can find"},{"startTime":5.433,"endTime":7.733,"body":"web design clients."},{"startTime":7.733,"endTime":9.866,"body":"The problem is now that you've found them."},{"startTime":10.699,"endTime":13.533,"body":"How do you actually make those sales?"},{"startTime":13.533,"endTime":15.699,"body":"I am certainly no sales professional."},{"startTime":15.699,"endTime":20.266,"body":"I am quite frankly,"},{"startTime":15.699,"endTime":20.266,"body":"an awkward, stereotypical web developer"},{"startTime":20.266,"endTime":23.999,"body":"who's never been the best"},{"startTime":20.266,"endTime":23.999,"body":"at interpersonal communications."},{"startTime":25.133,"endTime":29.333,"body":"But my sales closure rate is ridiculously"},{"startTime":25.133,"endTime":29.333,"body":"high."},{"startTime":29.966,"endTime":34.499,"body":"Want to know exactly what I do"},{"startTime":29.966,"endTime":34.499,"body":"to improve my sales rates?"},{"startTime":34.866,"endTime":40.066,"body":"In today's episode, I want to break down"},{"startTime":34.866,"endTime":40.066,"body":"exactly how I run my sales, communications"},{"startTime":40.433,"endTime":43.299,"body":"and sales calls that gets me from"},{"startTime":43.699,"endTime":46.266,"body":"browsing to a yes."},{"startTime":46.599,"endTime":51.633,"body":"And the top three things I do"},{"startTime":46.599,"endTime":51.633,"body":"every time that work like magic."},{"startTime":51.933,"endTime":52.766,"body":"Ready."},{"startTime":52.799,"endTime":53.866,"body":"Let's go."},{"startTime":58.499,"endTime":61.599,"body":"Now, no one, I treat them like a human."},{"startTime":63.066,"endTime":65.599,"body":"This one is, well, should be a no brainer."},{"startTime":66.499,"endTime":69.833,"body":"But do you know how many different"},{"startTime":66.499,"endTime":69.833,"body":"business owners I talked to that"},{"startTime":69.833,"endTime":74.066,"body":"tell me that I treat them differently"},{"startTime":69.833,"endTime":74.066,"body":"than other web developers do?"},{"startTime":74.866,"endTime":77.933,"body":"I'm a coder, and I think this problem"},{"startTime":74.866,"endTime":77.933,"body":"is certainly more prevalent"},{"startTime":77.933,"endTime":81.133,"body":"in the role coder community."},{"startTime":81.566,"endTime":85.333,"body":"But there are literally businesses"},{"startTime":81.566,"endTime":85.333,"body":"out there who think that web developers"},{"startTime":85.766,"endTime":88.599,"body":"always speak in a condescending,"},{"startTime":88.766,"endTime":91.433,"body":"misogynistic, rude tone"},{"startTime":91.733,"endTime":95.833,"body":"and take forever to respond"},{"startTime":91.733,"endTime":95.833,"body":"to any communication."},{"startTime":96.366,"endTime":100.866,"body":"Even as a woman coder,"},{"startTime":96.366,"endTime":100.866,"body":"they're never sure how I'm going to act"},{"startTime":101.133,"endTime":103.699,"body":"and kind of just expect"},{"startTime":101.133,"endTime":103.699,"body":"that I would behave like"},{"startTime":103.999,"endTime":106.899,"body":"everyone else"},{"startTime":103.999,"endTime":106.899,"body":"in my industry that they've met."},{"startTime":108.233,"endTime":108.666,"body":"I have"},{"startTime":108.666,"endTime":112.766,"body":"literally heard from multiple clients"},{"startTime":108.666,"endTime":112.766,"body":"over the years"},{"startTime":112.766,"endTime":117.699,"body":"that I am a breath of fresh air,"},{"startTime":112.766,"endTime":117.699,"body":"often in the sales stage."},{"startTime":118.233,"endTime":120.499,"body":"What makes me so different?"},{"startTime":121.233,"endTime":124.066,"body":"I take my ego out"},{"startTime":121.233,"endTime":124.066,"body":"and remember that I am just human."},{"startTime":124.699,"endTime":128.699,"body":"I talked about this more in episode 29,"},{"startTime":124.699,"endTime":128.699,"body":"but customer care"},{"startTime":128.699,"endTime":133.266,"body":"and how you treat"},{"startTime":128.699,"endTime":133.266,"body":"your prospects is incredibly important."},{"startTime":133.866,"endTime":136.933,"body":"You want them to trust,"},{"startTime":133.866,"endTime":136.933,"body":"you know what you're doing."},{"startTime":137.399,"endTime":140.433,"body":"But more than that,"},{"startTime":137.399,"endTime":140.433,"body":"you want them to like you."},{"startTime":141.999,"endTime":144.899,"body":"If they don't, they might hire you."},{"startTime":144.933,"endTime":146.999,"body":"But your position is never secure."},{"startTime":148.366,"endTime":151.399,"body":"My human"},{"startTime":148.366,"endTime":151.399,"body":"focused approach is actually one reason"},{"startTime":151.399,"endTime":156.599,"body":"why a client fired"},{"startTime":151.399,"endTime":156.599,"body":"the developer of three years and hired me"},{"startTime":156.966,"endTime":159.266,"body":"and why another client refuses to use"},{"startTime":159.633,"endTime":162.233,"body":"any other developers ever again."},{"startTime":162.799,"endTime":164.233,"body":"Her words"},{"startTime":165.166,"endTime":167.399,"body":"now part of this don't"},{"startTime":167.666,"endTime":170.433,"body":"talk down to your clients."},{"startTime":171.166,"endTime":174.366,"body":"I don't think a lot of website builders"},{"startTime":174.366,"endTime":176.833,"body":"and coders try to speak condescendingly."},{"startTime":177.466,"endTime":180.699,"body":"But I think we often try to showcase"},{"startTime":177.466,"endTime":180.699,"body":"that we're intelligent."},{"startTime":181.566,"endTime":185.133,"body":"We also forget that"},{"startTime":181.566,"endTime":185.133,"body":"not everybody understands our language"},{"startTime":185.399,"endTime":187.799,"body":"and the technology"},{"startTime":185.399,"endTime":187.799,"body":"that drives our business"},{"startTime":188.533,"endTime":191.599,"body":"in the attempt to showcase our expertize ."},{"startTime":191.599,"endTime":194.433,"body":"We often come across"},{"startTime":191.599,"endTime":194.433,"body":"as condescending and rude."},{"startTime":195.499,"endTime":196.699,"body":"Why now?"},{"startTime":196.699,"endTime":200.966,"body":"one theory I have is that technology,"},{"startTime":196.699,"endTime":200.966,"body":"especially websites,"},{"startTime":201.433,"endTime":205.733,"body":"is a bit overwhelming and mysterious"},{"startTime":201.433,"endTime":205.733,"body":"to those who don't get it."},{"startTime":206.433,"endTime":209.799,"body":"If you have something that's always felt"},{"startTime":206.433,"endTime":209.799,"body":"overwhelming and confusing to you,"},{"startTime":210.299,"endTime":213.133,"body":"does it offend"},{"startTime":210.299,"endTime":213.133,"body":"you just a little when someone comes in"},{"startTime":213.133,"endTime":215.333,"body":"and treats it with nonchalant ease"},{"startTime":216.333,"endTime":217.966,"body":"? Probably a bit"},{"startTime":218.233,"endTime":219.266,"body":"instead."},{"startTime":219.266,"endTime":221.699,"body":"And we'll talk about this more change up"},{"startTime":221.999,"endTime":226.866,"body":"how you talk to your clients"},{"startTime":221.999,"endTime":226.866,"body":"about what you do now."},{"startTime":226.899,"endTime":230.833,"body":"I often stop myself and I get excited"},{"startTime":226.899,"endTime":230.833,"body":"and I get into the tech speak and I say,"},{"startTime":230.833,"endTime":235.399,"body":"Oh, sorry, let me get out of tech,"},{"startTime":230.833,"endTime":235.399,"body":"speak more than that."},{"startTime":235.699,"endTime":239.099,"body":"I try to use positive inflections"},{"startTime":235.699,"endTime":239.099,"body":"in my voice,"},{"startTime":239.366,"endTime":241.699,"body":"and I smile when I'm talking to them."},{"startTime":242.533,"endTime":244.899,"body":"When you're conveying a positive tone,"},{"startTime":245.399,"endTime":247.933,"body":"it's a little harder"},{"startTime":245.399,"endTime":247.933,"body":"for someone to get offended."},{"startTime":248.533,"endTime":253.166,"body":"Now, most of my clients know"},{"startTime":248.533,"endTime":253.166,"body":"that I'm just excited by what I do,"},{"startTime":253.533,"endTime":258.199,"body":"but rarely do they feel like I feel I'm"},{"startTime":253.533,"endTime":258.199,"body":"better than them because I'm a coder."},{"startTime":259.799,"endTime":260.433,"body":"Now, if you want to keep"},{"startTime":260.433,"endTime":262.999,"body":"that positive energy flowing,"},{"startTime":263.666,"endTime":266.099,"body":"turn on your video."},{"startTime":267.166,"endTime":270.333,"body":"Being able to see your smile"},{"startTime":267.166,"endTime":270.333,"body":"and facial expressions"},{"startTime":270.633,"endTime":274.633,"body":"does wonders for the prospects"},{"startTime":270.633,"endTime":274.633,"body":"you're talking to."},{"startTime":275.166,"endTime":278.466,"body":"It'll help them better understand"},{"startTime":275.166,"endTime":278.466,"body":"your tone and keep them"},{"startTime":278.466,"endTime":282.633,"body":"from feeling"},{"startTime":278.466,"endTime":282.633,"body":"talked down to more than that."},{"startTime":282.999,"endTime":286.866,"body":"It reminds them"},{"startTime":282.999,"endTime":286.866,"body":"that you too, you're human."},{"startTime":287.399,"endTime":291.366,"body":"It helps to put a face to your name"},{"startTime":287.399,"endTime":291.366,"body":"and gives them a chance"},{"startTime":291.366,"endTime":294.833,"body":"to see your workspace"},{"startTime":291.366,"endTime":294.833,"body":"and a bit of your personality."},{"startTime":295.799,"endTime":299.033,"body":"Now, I used to do"},{"startTime":295.799,"endTime":299.033,"body":"most of my meetings in person,"},{"startTime":299.966,"endTime":302.433,"body":"but video is a lot lower stakes for me."},{"startTime":302.799,"endTime":305.433,"body":"I can still be wearing sweatpants"},{"startTime":302.799,"endTime":305.433,"body":"or leggings."},{"startTime":305.733,"endTime":307.999,"body":"I'm wearing leggings right now, actually,"},{"startTime":307.999,"endTime":310.966,"body":"and I rarely even put on makeup for calls."},{"startTime":311.699,"endTime":314.099,"body":"After all, that was the real me."},{"startTime":315.166,"endTime":319.133,"body":"I did decorate the wall behind my head,"},{"startTime":319.733,"endTime":323.166,"body":"so they get to know my personality"},{"startTime":319.733,"endTime":323.166,"body":"a bit too."},{"startTime":323.999,"endTime":327.399,"body":"I mean, if you want to be, just look."},{"startTime":327.799,"endTime":330.599,"body":"Now, video just helps to humanize"},{"startTime":331.133,"endTime":335.466,"body":"not only yourself,"},{"startTime":331.133,"endTime":335.466,"body":"but the person you're talking to as well."},{"startTime":336.199,"endTime":337.899,"body":"Think about it this way."},{"startTime":337.899,"endTime":340.999,"body":"It helps remind you"},{"startTime":337.899,"endTime":340.999,"body":"that there is another human"},{"startTime":340.999,"endTime":345.999,"body":"on the end of the screen"},{"startTime":340.999,"endTime":345.999,"body":"and it helps you focus on their needs."},{"startTime":346.866,"endTime":349.399,"body":"Getting to know your prospect"},{"startTime":346.866,"endTime":349.399,"body":"a little bit more"},{"startTime":350.399,"endTime":354.766,"body":"more than you think"},{"startTime":350.399,"endTime":354.766,"body":"you need to actually goes a long way"},{"startTime":354.799,"endTime":357.132,"body":"to improving your sales."},{"startTime":359.532,"endTime":360.566,"body":"And this is a big one,"},{"startTime":360.566,"endTime":363.366,"body":"according to my prospects and clients."},{"startTime":363.999,"endTime":368.499,"body":"What many of them tell me is that"},{"startTime":363.999,"endTime":368.499,"body":"they'll email a web developer or designer"},{"startTime":368.966,"endTime":372.799,"body":"and it will take weeks for them"},{"startTime":368.966,"endTime":372.799,"body":"to get any sort of communication back,"},{"startTime":373.932,"endTime":374.632,"body":"answer"},{"startTime":374.632,"endTime":378.099,"body":"communication within one business day."},{"startTime":379.266,"endTime":381.466,"body":"How is it fun for anyone to wait weeks"},{"startTime":381.466,"endTime":384.932,"body":"for a response,"},{"startTime":381.466,"endTime":384.932,"body":"especially in the sales phase?"},{"startTime":385.166,"endTime":389.866,"body":"You might end up losing them"},{"startTime":385.166,"endTime":389.866,"body":"to another developer who answers faster,"},{"startTime":390.299,"endTime":391.399,"body":"but more importantly,"},{"startTime":391.399,"endTime":395.866,"body":"you're dragging out the sales process"},{"startTime":391.399,"endTime":395.866,"body":"longer than you'd need to be,"},{"startTime":396.366,"endTime":397.732,"body":"and you're just preventing yourself"},{"startTime":397.732,"endTime":399.799,"body":"from getting the money"},{"startTime":397.732,"endTime":399.799,"body":"and starting the project."},{"startTime":400.999,"endTime":404.399,"body":"If you're super busy"},{"startTime":400.999,"endTime":404.399,"body":"and you know it's going to take some time"},{"startTime":404.399,"endTime":407.299,"body":"to get to their request,"},{"startTime":404.399,"endTime":407.299,"body":"just let them know."},{"startTime":407.932,"endTime":411.532,"body":"Often, when I'm a bit overloaded,"},{"startTime":407.932,"endTime":411.532,"body":"I'll respond back to let them know,"},{"startTime":411.532,"endTime":415.666,"body":"Look, I've got your email, but I can't"},{"startTime":411.532,"endTime":415.666,"body":"make that update or talk until this day"},{"startTime":416.766,"endTime":419.932,"body":". Most customers understand you are busy,"},{"startTime":420.332,"endTime":425.532,"body":"but clearly communicating helps"},{"startTime":420.332,"endTime":425.532,"body":"alleviate them from feeling ignored."},{"startTime":426.466,"endTime":426.999,"body":"Now if"},{"startTime":426.999,"endTime":430.066,"body":"you struggle with answering your emails"},{"startTime":430.066,"endTime":432.399,"body":"because I get it, it's"},{"startTime":430.066,"endTime":432.399,"body":"not the easiest thing in the world."},{"startTime":432.866,"endTime":438.532,"body":"I set myself three times throughout"},{"startTime":432.866,"endTime":438.532,"body":"the day when I focus on my email."},{"startTime":438.899,"endTime":441.232,"body":"I'll check and respond"},{"startTime":438.899,"endTime":441.232,"body":"first thing in the morning."},{"startTime":441.966,"endTime":445.632,"body":"Then at lunchtime"},{"startTime":441.966,"endTime":445.632,"body":"and at the end of the day, this helps"},{"startTime":445.632,"endTime":451.066,"body":"to ensure all of my emails have a response"},{"startTime":445.632,"endTime":451.066,"body":"sent out by the end of the day."},{"startTime":451.566,"endTime":454.299,"body":"But it also just keeps me from"},{"startTime":451.566,"endTime":454.299,"body":"being in my inbox"},{"startTime":454.599,"endTime":456.466,"body":"all day long."},{"startTime":457.832,"endTime":459.666,"body":"Now, our second"},{"startTime":459.666,"endTime":464.166,"body":"sales tactic, use their language."},{"startTime":464.766,"endTime":466.899,"body":"This one is tough"},{"startTime":464.766,"endTime":466.899,"body":"when you've been in the industry"},{"startTime":466.899,"endTime":471.666,"body":"for any length of time,"},{"startTime":466.899,"endTime":471.666,"body":"but use your customers language"},{"startTime":471.666,"endTime":474.232,"body":"when you're talking to prospects,"},{"startTime":471.666,"endTime":474.232,"body":"not yours."},{"startTime":475.132,"endTime":477.466,"body":"What's true"},{"startTime":475.132,"endTime":477.466,"body":"for when you're writing website"},{"startTime":477.466,"endTime":481.666,"body":"copy is just as true"},{"startTime":477.466,"endTime":481.666,"body":"during the sales process."},{"startTime":482.199,"endTime":484.666,"body":"Now this really plays into the concept of"},{"startTime":484.666,"endTime":487.132,"body":"not talking down to them as well."},{"startTime":487.699,"endTime":491.499,"body":"If you're spending the entire sales, call"},{"startTime":487.699,"endTime":491.499,"body":"using industry"},{"startTime":491.499,"endTime":495.599,"body":"terminology and saying things that,"},{"startTime":491.499,"endTime":495.599,"body":"frankly, your customer doesn't understand."},{"startTime":496.899,"endTime":499.266,"body":"They're going to walk away from the call"},{"startTime":496.899,"endTime":499.266,"body":"thinking"},{"startTime":499.632,"endTime":502.132,"body":"one of two things either."},{"startTime":503.599,"endTime":505.632,"body":"What you're hoping they're thinking"},{"startTime":505.632,"endTime":509.699,"body":"that you really know your shit or what"},{"startTime":505.632,"endTime":509.699,"body":"they're probably thinking."},{"startTime":510.032,"endTime":512.466,"body":"You're an arrogant ass."},{"startTime":512.866,"endTime":515.732,"body":"Guess how often it's"},{"startTime":512.866,"endTime":515.732,"body":"probably going to be the second?"},{"startTime":516.199,"endTime":518.266,"body":"Just guess,"},{"startTime":518.266,"endTime":519.566,"body":"like 90%."},{"startTime":519.566,"endTime":522.966,"body":"And yes,"},{"startTime":519.566,"endTime":522.966,"body":"that is as scientific as any statistics"},{"startTime":522.966,"endTime":526.232,"body":"Barney Stinson gives,"},{"startTime":522.966,"endTime":526.232,"body":"but it's based on experience."},{"startTime":526.932,"endTime":530.432,"body":"And when you don't translate your business"},{"startTime":526.932,"endTime":530.432,"body":"and how you're helping"},{"startTime":530.432,"endTime":534.299,"body":"someone into terms that they understand"},{"startTime":530.432,"endTime":534.299,"body":"and care about,"},{"startTime":535.132,"endTime":538.266,"body":"you're going to have a huge disconnect."},{"startTime":539.332,"endTime":542.532,"body":"They're not really going to get"},{"startTime":539.332,"endTime":542.532,"body":"what you're going to do,"},{"startTime":542.932,"endTime":544.966,"body":"what they need you to do."},{"startTime":544.966,"endTime":548.132,"body":"And they don't really even understand"},{"startTime":544.966,"endTime":548.132,"body":"what they're paying money for."},{"startTime":549.599,"endTime":551.966,"body":"That's not a good spot to be in"},{"startTime":551.966,"endTime":556.166,"body":"when you're asking for thousands"},{"startTime":551.966,"endTime":556.166,"body":"of their hard earned dollars."},{"startTime":557.832,"endTime":558.932,"body":"Instead,"},{"startTime":558.932,"endTime":564.332,"body":"you want to focus on talking about"},{"startTime":558.932,"endTime":564.332,"body":"the outcomes your customer cares about."},{"startTime":565.299,"endTime":569.199,"body":"What is it that building that website is"},{"startTime":565.299,"endTime":569.199,"body":"going to do for them and their business?"},{"startTime":569.566,"endTime":570.966,"body":"How will it help them grow?"},{"startTime":570.966,"endTime":573.899,"body":"How will it make their life easier?"},{"startTime":574.832,"endTime":578.466,"body":"I literally just had this discussion"},{"startTime":574.832,"endTime":578.466,"body":"with a client a couple of weeks ago."},{"startTime":578.899,"endTime":581.232,"body":"They wanted to know that we could"},{"startTime":578.899,"endTime":581.232,"body":"automate tasks"},{"startTime":581.599,"endTime":583.932,"body":"to take things off their plate,"},{"startTime":584.832,"endTime":587.099,"body":"knowing that they wanted me"},{"startTime":587.099,"endTime":589.499,"body":"or knowing they wanted to do that"},{"startTime":589.766,"endTime":593.899,"body":"helped me to talk about the various things"},{"startTime":589.766,"endTime":593.899,"body":"that I could build into their site"},{"startTime":594.266,"endTime":598.299,"body":"that would automatically do the tasks"},{"startTime":594.266,"endTime":598.299,"body":"they've been doing manually."},{"startTime":599.666,"endTime":602.166,"body":"Did I mention a couple of the plug ins"},{"startTime":599.666,"endTime":602.166,"body":"that I would use for this?"},{"startTime":602.566,"endTime":603.399,"body":"Sure."},{"startTime":603.399,"endTime":606.232,"body":"But only in the context that the plug in"},{"startTime":603.399,"endTime":606.232,"body":"was going"},{"startTime":606.232,"endTime":609.532,"body":"to help them"},{"startTime":606.232,"endTime":609.532,"body":"and take a burden off their plate"},{"startTime":610.232,"endTime":613.032,"body":"and that it was a plug in"},{"startTime":610.232,"endTime":613.032,"body":"I used in all of my sites."},{"startTime":613.032,"endTime":614.266,"body":"So it was trustworthy."},{"startTime":616.299,"endTime":618.599,"body":"And this part goes out to the developers"},{"startTime":619.032,"endTime":621.666,"body":"and the pro coders specifically"},{"startTime":622.532,"endTime":625.666,"body":"to not get lost in dev speak."},{"startTime":626.632,"endTime":630.632,"body":"I get it"},{"startTime":626.632,"endTime":630.632,"body":"sometimes hard to not talk about code."},{"startTime":630.932,"endTime":634.432,"body":"DNS custom functions, domains, redirects"},{"startTime":634.432,"endTime":638.232,"body":"and other things that we use"},{"startTime":634.432,"endTime":638.232,"body":"every time we do our jobs well."},{"startTime":639.699,"endTime":642.132,"body":"But your customer probably has zero clue"},{"startTime":642.132,"endTime":644.899,"body":"how that all works, nor do they care."},{"startTime":646.032,"endTime":648.932,"body":"They want to know that you're going"},{"startTime":646.032,"endTime":648.932,"body":"to take care of everything"},{"startTime":648.932,"endTime":653.599,"body":"they need related to their website,"},{"startTime":648.932,"endTime":653.599,"body":"but they don't need the nitty gritty"},{"startTime":654.666,"endTime":658.299,"body":"focus on the benefits of the work"},{"startTime":654.666,"endTime":658.299,"body":"you'll be doing for them."},{"startTime":658.732,"endTime":661.732,"body":"Less on how you'll be doing the work"},{"startTime":662.199,"endTime":665.532,"body":"and you'll take yourself"},{"startTime":662.199,"endTime":665.532,"body":"right out of the dev speak."},{"startTime":667.232,"endTime":670.399,"body":"Now, our number three and last sales"},{"startTime":667.232,"endTime":670.399,"body":"tactic,"},{"startTime":671.399,"endTime":674.532,"body":"terror about their business success."},{"startTime":675.765,"endTime":676.199,"body":"Now this one"},{"startTime":676.199,"endTime":678.932,"body":"requires a bit of a mindset shift."},{"startTime":679.399,"endTime":682.799,"body":"If you got into development"},{"startTime":679.399,"endTime":682.799,"body":"and building websites because you thought"},{"startTime":682.799,"endTime":687.365,"body":"it would be a lucrative career,"},{"startTime":682.799,"endTime":687.365,"body":"it can be even harder to shift."},{"startTime":688.265,"endTime":691.865,"body":"But you have to not only care"},{"startTime":688.265,"endTime":691.865,"body":"about your clients, businesses"},{"startTime":692.332,"endTime":697.365,"body":"and their successes,"},{"startTime":692.332,"endTime":697.365,"body":"but show that you care."},{"startTime":698.065,"endTime":700.932,"body":"Now, when you care about them truly care,"},{"startTime":701.232,"endTime":704.332,"body":"they immediately become more comfortable"},{"startTime":701.232,"endTime":704.332,"body":"with you."},{"startTime":705.099,"endTime":708.432,"body":"Many of the reviews and testimonials"},{"startTime":705.099,"endTime":708.432,"body":"that my clients provide me"},{"startTime":708.699,"endTime":712.165,"body":"after they've worked with me note"},{"startTime":708.699,"endTime":712.165,"body":"that they can tell"},{"startTime":712.399,"endTime":717.599,"body":"how much I care about their business"},{"startTime":712.399,"endTime":717.599,"body":"and that matters to them."},{"startTime":718.232,"endTime":721.399,"body":"Think about it"},{"startTime":718.232,"endTime":721.399,"body":"if I'm the person building their website"},{"startTime":721.399,"endTime":725.865,"body":"and their foundation"},{"startTime":721.399,"endTime":725.865,"body":"to all of their marketing cares"},{"startTime":725.865,"endTime":730.865,"body":"about the success of that website"},{"startTime":725.865,"endTime":730.865,"body":"and their business."},{"startTime":731.499,"endTime":733.699,"body":"All right, I'm going to do a better job."},{"startTime":733.699,"endTime":736.399,"body":"That, at least, is what they're thinking"},{"startTime":733.699,"endTime":736.399,"body":"as I talk to them."},{"startTime":737.332,"endTime":740.399,"body":"So how do I show how much I care"},{"startTime":737.332,"endTime":740.399,"body":"about their business?"},{"startTime":740.899,"endTime":742.332,"body":"It's all in the sales meeting."},{"startTime":743.599,"endTime":744.999,"body":"Now, first,"},{"startTime":744.999,"endTime":748.565,"body":"I ask them where they want to grow to."},{"startTime":749.665,"endTime":752.265,"body":"We're going to see their business"},{"startTime":749.665,"endTime":752.265,"body":"in the next year"},{"startTime":752.265,"endTime":754.365,"body":"in the next five"},{"startTime":754.432,"endTime":755.399,"body":"shoot."},{"startTime":755.399,"endTime":759.899,"body":"What's one thing that they want"},{"startTime":755.399,"endTime":759.899,"body":"to incorporate that is years away?"},{"startTime":760.965,"endTime":764.565,"body":"Not only does asking about their future"},{"startTime":760.965,"endTime":764.565,"body":"growth goals."},{"startTime":764.599,"endTime":767.632,"body":"Help me to build their website better"},{"startTime":768.032,"endTime":771.632,"body":"because I'm planning for that growth,"},{"startTime":768.032,"endTime":771.632,"body":"but it shows them"},{"startTime":771.632,"endTime":774.732,"body":"that I actually care about them more"},{"startTime":774.732,"endTime":776.799,"body":"than this simple transaction."},{"startTime":779.032,"endTime":780.265,"body":"Next,"},{"startTime":780.265,"endTime":784.132,"body":"you got to get to know your client"},{"startTime":780.265,"endTime":784.132,"body":"a bit, treating them like a human"},{"startTime":784.132,"endTime":787.565,"body":"and asking a few probing questions"},{"startTime":784.132,"endTime":787.565,"body":"without being evasive."},{"startTime":788.032,"endTime":790.932,"body":"Not only helps you to understand"},{"startTime":788.032,"endTime":790.932,"body":"their business better"},{"startTime":791.465,"endTime":794.599,"body":"and how you can market that business,"},{"startTime":791.465,"endTime":794.599,"body":"but it also helps you"},{"startTime":794.599,"endTime":797.799,"body":"to find common ground to connect on."},{"startTime":798.699,"endTime":801.932,"body":"Now, one of the best things"},{"startTime":798.699,"endTime":801.932,"body":"I talk about my clients."},{"startTime":803.099,"endTime":804.432,"body":"With during the initial"},{"startTime":804.432,"endTime":806.932,"body":"sales meeting is what drives them."},{"startTime":807.599,"endTime":809.765,"body":"Why did I start this business?"},{"startTime":809.765,"endTime":811.432,"body":"What do they love about it?"},{"startTime":811.432,"endTime":813.399,"body":"What don't they like?"},{"startTime":813.399,"endTime":815.599,"body":"What would they like to do differently?"},{"startTime":816.732,"endTime":818.599,"body":"Not only do these questions open up"},{"startTime":818.599,"endTime":821.832,"body":"sales and add on opportunities for me,"},{"startTime":822.599,"endTime":825.032,"body":"but they also reinforce that I care"},{"startTime":825.232,"endTime":829.399,"body":"because I'm trying to get to the bottom"},{"startTime":825.232,"endTime":829.399,"body":"of big things with their business."},{"startTime":829.999,"endTime":832.132,"body":"Their business is their baby."},{"startTime":833.332,"endTime":836.565,"body":"Understanding how they got there"},{"startTime":833.332,"endTime":836.565,"body":"helps me to know"},{"startTime":836.565,"endTime":840.032,"body":"their whys and connect with them on that."},{"startTime":840.799,"endTime":844.265,"body":"And again,"},{"startTime":840.799,"endTime":844.265,"body":"maybe you can find some common ground"},{"startTime":844.265,"endTime":847.532,"body":"that we can connect on and build up"},{"startTime":844.265,"endTime":847.532,"body":"that know,"},{"startTime":847.532,"endTime":849.599,"body":"like and trust factor."},{"startTime":851.099,"endTime":853.632,"body":"Now, for many of our clients"},{"startTime":853.632,"endTime":857.465,"body":"who their customers are"},{"startTime":853.632,"endTime":857.465,"body":"might be really important to them,"},{"startTime":858.332,"endTime":862.532,"body":"especially if there are any kind"},{"startTime":858.332,"endTime":862.532,"body":"of a mission driven business"},{"startTime":862.899,"endTime":867.132,"body":"asking questions"},{"startTime":862.899,"endTime":867.132,"body":"about why they work with who they work"},{"startTime":867.599,"endTime":872.465,"body":"will help show that you care about them"},{"startTime":867.599,"endTime":872.465,"body":"and their customer base."},{"startTime":873.299,"endTime":877.165,"body":"You don't need to ask"},{"startTime":873.299,"endTime":877.165,"body":"too many probing questions."},{"startTime":879.032,"endTime":881.665,"body":"Just ask"},{"startTime":879.032,"endTime":881.665,"body":"who they work with and then ask them why."},{"startTime":881.665,"endTime":885.032,"body":"Why do they pick that"},{"startTime":881.665,"endTime":885.032,"body":"as their target market?"},{"startTime":885.632,"endTime":890.399,"body":"What about their customer base"},{"startTime":885.632,"endTime":890.399,"body":"helps to drive their business forward?"},{"startTime":891.999,"endTime":894.099,"body":"Now, those simple questions can get some"},{"startTime":894.099,"endTime":898.432,"body":"you can get you some incredible answers,"},{"startTime":898.999,"endTime":902.599,"body":"not only to help you later once"},{"startTime":898.999,"endTime":902.599,"body":"you've landed the project,"},{"startTime":903.099,"endTime":907.032,"body":"but to understand their business"},{"startTime":903.099,"endTime":907.032,"body":"and show that you've connected to it."},{"startTime":908.365,"endTime":911.499,"body":"Now this brings me"},{"startTime":908.365,"endTime":911.499,"body":"to kind of my last point,"},{"startTime":912.032,"endTime":914.765,"body":"if you utilize these three sales"},{"startTime":914.765,"endTime":917.132,"body":"tactics in your process,"},{"startTime":917.832,"endTime":920.099,"body":"you'll be amazed at how much better"},{"startTime":920.432,"endTime":923.799,"body":"and how much smoother"},{"startTime":920.432,"endTime":923.799,"body":"those meanings start to go."},{"startTime":924.665,"endTime":928.632,"body":"But it's not all about the meaning"},{"startTime":924.665,"endTime":928.632,"body":"after you've talked."},{"startTime":928.899,"endTime":932.232,"body":"You have to follow that up"},{"startTime":928.899,"endTime":932.232,"body":"in your proposal."},{"startTime":933.332,"endTime":936.299,"body":"You need to reinforce"},{"startTime":933.332,"endTime":936.299,"body":"that you were listening, understanding"},{"startTime":936.565,"endTime":939.832,"body":"and even connecting to"},{"startTime":936.565,"endTime":939.832,"body":"what was important to your prospect"},{"startTime":940.032,"endTime":942.699,"body":"throughout that entire discovery call."},{"startTime":942.699,"endTime":945.299,"body":"Now, the best way that I do this,"},{"startTime":945.299,"endTime":948.199,"body":"I take extensive notes"},{"startTime":945.299,"endTime":948.199,"body":"throughout my meetings"},{"startTime":948.532,"endTime":953.699,"body":"and even try to capture"},{"startTime":948.532,"endTime":953.699,"body":"exact quotes or less when possible."},{"startTime":954.699,"endTime":956.532,"body":"Then I put those exact"},{"startTime":956.532,"endTime":960.332,"body":"quotes"},{"startTime":956.532,"endTime":960.332,"body":"right into the language of my proposal."},{"startTime":960.699,"endTime":962.865,"body":"It doesn't just showcase"},{"startTime":960.699,"endTime":962.865,"body":"that I was listening."},{"startTime":963.232,"endTime":966.865,"body":"It is reinforcing"},{"startTime":963.232,"endTime":966.865,"body":"what my potential client said."},{"startTime":967.499,"endTime":969.099,"body":"They may not even remember that."},{"startTime":969.099,"endTime":969.732,"body":"That's what they said."},{"startTime":969.732,"endTime":972.065,"body":"In fact, a lot of times they don't."},{"startTime":972.565,"endTime":975.465,"body":"But it sure sounds like them."},{"startTime":975.465,"endTime":978.299,"body":"It helps them to see that I have listen,"},{"startTime":975.465,"endTime":978.299,"body":"I understood"},{"startTime":978.499,"endTime":981.799,"body":"and I provided a plan to implement"},{"startTime":978.499,"endTime":981.799,"body":"what they need"},{"startTime":983.065,"endTime":984.899,"body":"now the most important takeaway"},{"startTime":984.899,"endTime":987.599,"body":"I can give you with all of this."},{"startTime":988.932,"endTime":992.032,"body":"You need to focus on the relationships"},{"startTime":988.932,"endTime":992.032,"body":"you're building"},{"startTime":992.599,"endTime":994.965,"body":"throughout the entire sales process"},{"startTime":995.865,"endTime":998.799,"body":"and less on the sale itself."},{"startTime":999.932,"endTime":1001.732,"body":"Yes, you want to sail."},{"startTime":1001.732,"endTime":1003.398,"body":"You need the revenue."},{"startTime":1003.398,"endTime":1006.498,"body":"But if you're a 100% money driven,"},{"startTime":1006.932,"endTime":1011.198,"body":"they're going to sense that"},{"startTime":1006.932,"endTime":1011.198,"body":"and it will erode some of the trust."},{"startTime":1012.032,"endTime":1015.632,"body":"But if you're focused on helping them"},{"startTime":1012.032,"endTime":1015.632,"body":"first, getting to know them"},{"startTime":1015.932,"endTime":1020.332,"body":"and truly understanding their needs"},{"startTime":1015.932,"endTime":1020.332,"body":"and helping them with those needs,"},{"startTime":1021.065,"endTime":1023.732,"body":"that sail becomes so much easier."},{"startTime":1025.332,"endTime":1027.065,"body":"They'll not only trust you,"},{"startTime":1027.065,"endTime":1030.565,"body":"they'll know"},{"startTime":1027.065,"endTime":1030.565,"body":"that you understand what they need."},{"startTime":1030.565,"endTime":1033.732,"body":"And they'll be willing to pay the price"},{"startTime":1030.565,"endTime":1033.732,"body":"of having you."},{"startTime":1035.332,"endTime":1037.332,"body":"Versus a competitor"},{"startTime":1037.332,"endTime":1039.598,"body":"who just spouts off a lot of tech,"},{"startTime":1037.332,"endTime":1039.598,"body":"speak out, then"},{"startTime":1040.865,"endTime":1044.598,"body":"bring the humanity back into your sales"},{"startTime":1044.898,"endTime":1047.432,"body":"and watch your closure rate increase."},{"startTime":1049.132,"endTime":1051.432,"body":"Now, thank you"},{"startTime":1049.132,"endTime":1051.432,"body":"all for tuning in this week."},{"startTime":1051.732,"endTime":1055.365,"body":"Come back next week"},{"startTime":1051.732,"endTime":1055.365,"body":"for another episode of Digital Masters."}]}