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DO THE DAMN THING Audio Experience
DO THE DAMN THING Audio Experience
Unleashing the Potential of Phone Calls in Business Development
Ready to challenge some common misconceptions about phone outreach and sales calls? Here's a fascinating fact: a whopping 82% of buyers are open to meetings from sellers who proactively approach them, and over 40% consider the phone as their preferred sales tool. Yet, it's alarming that nearly a third of leads never receive a follow-up call post-initial contact. This episode peels back the layers on these stats, illuminating the significance of this old-school method in today's business landscape. We share some compelling real-life scenarios that reinforce the need for everyone within an organization to get hands-on with sales and enhance cash flow.
Shifting gears, we then delve into the manifold ways phone calls can be utilized to unravel problems. Thought phone calls were all about sales? Think again. We take you through strategies that illustrate how proactive outreach through phone calls can effectively leverage your knowledge, influence, and authority to get things done faster and more efficiently than delegating tasks to a team. Drawing upon our personal experiences, we offer practical tips on harnessing the power of phone outreach to build successful businesses. Let’s get you to rethink and reevaluate your approach to phone outreach and sales calls, one conversation at a time!
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Let me read you a couple of statistics real quick. Okay so, number one the majority of businesses and consumers predict that their money will increase by their use of phone over the next 12 months. Number two cold calling is a form of proactive outreach, and 82% of buyers accept meeting with sellers who proactively reach out to them. I want you to think about that statistic alone. I was going to say something else, because there's a third statistic that says that 42% of respondents say that the phone is the most effective sales to other disposal. Here's why this even matters.
Speaker 1:The other day, I was talking to a CEO. They own a huge organization to have 18 employees and she's like Tiffany, we are struggling for money, like we need more money. And I'm like okay, well, you guys are doing a little over a million and you're trying to figure out how do you put more money under your belt. And I'm like wait a second, let's just talk about the basics here. How many sales calls have you guys actually done? She's like sales calls. I'm like wait a second, how many people in the last 24 days, the last 24 weeks, the last 24 months? And you guys won't like this. Hi, we have a product. This product is good. We love this product. We think you should buy it. We are the solution to your problem. She's like zero. I'm like so let me get this straight. You're having money cash flow problems. You have 18 people on your team, oh, but Tiffany, they do different things. This one's on the floor, this one's on this. I'm like, yeah, but here's the truth of the matter and the art of cash flow and scaling everybody wants to get paid and everybody's going to get paid, whether there's a janitor or not, whether they're the painter in your business, the operations manager, I don't care if they're the glorified COO, it doesn't matter. Everybody is going to get paid based on your ability to put money in the bank, and Everybody gets paid off of these things that we sell to put money in the bank, which means that if we have a cash flow problem, we have a company problem, we have a we need money problem. Then everybody needs to be part of the solution.
Speaker 1:The easiest way is to pick up the phones. I'll think about this for a moment. Co-calling is a form of proactive outreach, and 82% of buyers say that they'll accept Meetings from people who pursue them. Now you might have you might say this to yourself because I had a team member. I have a team member who has a pretty high, higher pay grade, right, one of our ma one, yes, and he said to me he was like you know what? I was like hey, we, everybody's gonna pick up the phone to make calls.
Speaker 1:And At some point, and he was like I don't make calls. And I was like, yes, you do, because you like to eat. And he was like and I'm like everybody's gonna play part of the solution. Then his immediate response to me was the Tiffany, you don't understand, and this was some time ago. He's like you don't understand. I'm the kind of person who hangs up, hangs up the phone when people try to call me. I'm like I get that, I Understand that.
Speaker 1:I don't want you to think of yourself as a telemarketer. I want you to think of yourself as a solution provider To my hair's flying all over the place. I'm in these Phoenix streets, there's wind here, they got a boob, a booby of something happening. We're all the dust in the wind and so, yes, my hair might be a little bit of a crazy, but I just came out of the office because I'm like I gotta tell you this today in the daily tea.
Speaker 1:I Know that it's easy to confuse telemarketing for like reaching out it's. You don't reach out to your community, people in your city, the businesses that are here, and you don't say, hey, we're really great at what we do, we solve said problem. We help that type of people. And who will? Yes, you can do fancy marketing. Yes, you could do like paid ads. Yes, you can do all these things and they work. They're very viable, they work and I believe you should do them. But nothing is gonna be just going out. Do you know?
Speaker 1:I built a multiple seven figure business up to millions of dollars by leaving my house, walking out the door, getting in my car, driving to a city like this and then going Hi. I have this solution to your problem. Do you want to buy a product for the person who's trying to doubt me and saying that you did that? Tiffany and blue collar or whatever? No, I sold half a million dollar contracts by doing just this. My business partners back then. Where's your own preparation? You look packer hardware and software and I sold the blank out of them, but I did it by leaving my office and knocking on the door. You can button up your cash flow. You can button up your business right now by literally just jumping on the phone.
Speaker 1:You know, one of the things that I implemented that was really hard for me to implement was to say everybody has got to reach out. Like you know, everybody doesn't have to be great at reaching out, because everybody has to do it. Let me read you a couple of other in statistics Um, it's 30% of leads never received a follow-up call after the initial contact. So I remember her and saying to me okay, tiffany, fine, I'm gonna get the list and I'm gonna go through everybody one time. How many people? 500, great, I'm gonna call everybody once.
Speaker 1:And I was like uh-uh-uh-uh, that's not what we're doing. You need to know what by when. You need to know, like, if you're really gonna do something and we're gonna make an impact, do you have? You've got to be able to look at it. And the person has got to be able to say they said no and they said yes. So he's like well then, how many times do I reach out to them until they pick up the phone? That might be once a week or once a day until they pick up the phone, but at the end of the month you got to have an answer on all of these. They need to like. You need to be going like this and talking to them so much that they're like hey, leave me the heck alone. Stop reaching out to me, stop calling me, stop asking me for questions.
Speaker 1:Um, by making just a few more call attempts, sales reps increase their conversion rate by 70 percent. What would happen to you and right now I'm on HubSpot and this is from Crunchface what would happen if you close 70% of the leads that you've had in the last 60 days, the last year? Think about that number. Like our average, let's say our one in one of my companies, our average product is about $15,000. So if I close even for me, this was what I was like oh, I'd rather do more for my team and the things that we're after and Put more money that way than to send, spend money and just arbitrarily handing it to ads.
Speaker 1:Why is your, why are you too good to also pick up the phone? So I'm not gonna ask the manager to do something I'm not willing to do. That. This doesn't make sense. You? You might say, well, tiffany, I'm too big or too mighty to work on such and such. Well, then you know what you take the A leads. If your average sales $15,000, right? So let's say I had my team member make calls for that, I Might be picking up the phone and making calls for a hundred thousand dollar opportunities.
Speaker 1:How do you sell more of your clients or customers? Or how do you sell more units to one customer at once? Bottom line? The bottom line is like going back to the basics is Nothing more than me saying to you, like we both have a lot more control than we realize To change whatever is this in front of us, and we probably haven't changed it because we're trying to use all the fancy BS that people keep. Porn is that we need to do Create, build, pay for, and we're throwing money and we're throwing speed at it. No, it is not fast to send a text message one-on-one from an Independent phone number, but it's way better because you're gonna get a better rate Then. You're gonna get a better response rate than someone seeing that you're sending a mass text message. So all the people in your database.
Speaker 1:This might sound crazy, but what if I told you that by going back to the basics you fix everything for the rest of this year? What if I told you simply by? By sitting down for the first four to five hours of the day and Picking up the phone and being committed to calling 50 people. What 50? Make them up, tiffany, I don't have 50 people on a list. Go to your friend's book on Facebook and press the call button on your Facebook app. Facebook got it, instagram have it, I believe LinkedIn have it.
Speaker 1:You can call people directly through the tool. Just call 50 people on your Facebook and be like hey, tiffany, you can't call Facebook people, why not? Who said you can't? You said you can't, you made it for all. There is no law. If there was a law, then the button wouldn't be there. If other people weren't doing it, then the button, the button Wouldn't be there. If it was something that was taboo, the button wouldn't be there. Other people are using the button to make a lot of money and to go back to the basics, and you could be too.
Speaker 1:My bottom bottom line for you is this If you have a cash flow problem, if you have a business problem, you have a money problem. If you have a whatever problem, go back to the basics and pick up the phone. I myself am about to go and make more calls, but it's not because we have a cash flow problem or business problem is because I have something specific in a totally different direction. I got a bill. I promised that I would get back on top of a project I left two years ago. I got to go on tour this year and we have about eight weeks to build an entire tour through the east coast and the west coast, and I've got to pull a lot of strings, calling a lot of favors, reach out to a lot of people to get this thing done, and I know that as easy as it's beat it'll be for me to send out emails and create fancy websites and hope the market sees it.
Speaker 1:I know that there is no way shape form figure for me to get this thing done faster than for me to sit down in the chair Before my team gets to it. Call the bigger favors. There goes my friend. He's like oh, she's talking, she's talking right now. It's the daily train with the daily tea. The daily tea in the daily train needs to get a daily coffee, what it needs.
Speaker 1:So bottom line for me here is that I really truly want you to go back to the basics with me. I knew that there is no other way for me to get this book for done. There's way too much time. There's not. I mean, there's not enough time and there's way too much to do. If I try to delegate it all to my team, it'd be hard because they have to do multiple steps where I knew that I'd be able to use my knowledge, my status, my leverage, and I'd be able to have conversations very quickly and Move the needle faster for us in the next week. So I have a tie of a hard task of picking up the phone, making phone calls and Getting this picture together At quickly, and there's nothing simpler than by me using this and going hey, this is Tiffany Largi, remember me, I'll see you tomorrow.
