How to Make More Money

Welcome back to this episode entitled, How to Get More Money. We all want more Money, right?

Especially if we're in sales. Absolutely. We want more money, more fun, more things to do, more things to spend on who? Well, how are we gonna get that money? Look, I know you are a highly motivated sales Sizzler, you've walked, you maybe have walked across hot burning coals with Tony Robbins. I did that, I did that twice.

It's pretty amazing actually walking across those hot coals. It's just a test of your belief system.

You may have also read every book written by Zig Ziglar or Grant Cardone, and you are absolutely pumped in terms of sales and motivation, and you are ready for liftoff and you've got your Red Bull cans at the ready, and you've visualized your goals.

I've talked about visualization. I've talked about setting high goals, and you said, I want to make a million dollars in sales commissions. Well, what's next? Then you start thinking about, oh, how do I do this? And you start to get a little overwhelmed and you stutter somewhat.

I went through some sales training with Grant Cardone, part of the 10 X business coach program and he helped me think about this question a little differently.

He said, well, look, if I asked you how do I get some honey? Not money, honey. You think well, Who's got the honey? Who's got it? You start thinking, who's got the honey? Similarly, if you thought, how do I get more money, you need to think about who has money.

So it's not in fact a money problem. It's a people problem.

 In order to make more money, you need to get in front of more people who have money, they've got your money, and the enemy of most salespeople and businesses is obscurity. There are prospects and customers out there with big fat wallets chock full of cash, and there's no way for them to give it to you.

Because they don't know who you are, you've not shown that you can solve their problems or fulfill their needs. You haven't put out any offers in front of them. In fact, you are practically invisible, and because you're invisible, you have the malaise that is the worst thing a salesperson could have, and that is EPS

EPS stands for Empty Pipeline Syndrome, right?

This is where your pipeline is so thin it's almost empty, and this drives a number of debilitating behaviors.

The first thing is you've got so few opportunities that when you lose one your whole world crashes. Your income crashes, your ability to make money crashes.

Secondly, you're desperate for business and that desperation is subliminally transferred. Instead of you being this amicable, knowledgeable, confident presence in front of a prospect, you sound panicked, scared little, frightened and even though you might not say things, you subliminally communicate that unease, that lack of confidence and that translates to a significantly reduced win rate. Because I'd rather buy from somebody who's confident, right? I know they're gonna be around for a long time. They, believe in what they do.

 The other behavior that it drives is you start discounting to win work because your only mechanism to make sure that you get those very, very few deals all the way to the finish line is to discount.

And so any work becomes good work and ultimately you get depressed and you lose confidence.

And then the biggest problem is your belief system starts telling you there are fewer opportunities to go round. The market is depressed. We're in a recession. My customers aren't buying, my product isn't competitive.

 That belief system will, will impair you because you won't pursue with the same zeal because you think you're not gonna win. You think that you're not competitive. And the actual fact is that there is an abundance of opportunity out there in the market. The thing is, you are just not getting in front of the people who have your money.

They're waiting to give it to you.

So let's consider some ideas and techniques you can use to get in front of the people who have your money.

Most of you are gonna be in the business to business arena. And the best platform for connecting with other businesses is LinkedIn. You can actually go on LinkedIn and search by position, by geography, by title, and you can find your ideal prospect there.

And once you've found your ideal prospect, you should connect. Well comment on anything that they've posted, get them to engage with you and then invite them to connect. Once you've got them to connect with you, then you can continue your conversation. You can invite them to join you in a conversation by Zoom or by email and continue the conversation that way.

It is an excellent search tool and you should be posting regularly on LinkedIn to let people know that you are in business, that you do solve the problems, you do fulfill the needs of your target audience. 'cause that way they will see you, you'll be visible, you'll be showing up, and they know that you are in that line of business and there's much higher chance of them either reaching out to you or accepting a call or email from you rather than somebody they've never heard of before.

The second thing you need to do is to build a list of people who have your money. They will tend to congregate. A great place to go would be associations, industry associations. It might not even be your industry association.

Let's say you are selling high-end garage renovations, right? You are looking for people who have a home, who have a high level of income and are in your geographical area.

Now you can't actually get the emails of homeowners. You can actually get mailing lists. So you could send them a postcard, you could mail to them.

But one method that is very, very successful is you can go and search for associations. So here's a crazy example for you. Let's say you are that company selling garage door renovations.

You want to target high net worth individuals. So. I just went online and searched for a number of associations and one was find a plastic surgeon.com., it's provided by the American Association of Plastic Surgeons.

 I entered, my region, which was Charlotte Metro, and clicked on find a Plastic Surgeon, and it came up with 80 different surgeons and all of those surgeons could want a garage renovation and it gives you their telephone numbers, it gives you their addresses from which you can then build a campaign to call them to to email them, to mail them. So build, build a list of people who have your money. The aggregators, the associations, chambers of commerce are a great point.

If you can get there, you can meet local people in your market.

Trade shows and in industry events, you should always be at those and hopefully speaking if you can. And the other thing that you can do, Is a, a webinar, very, very powerful to put together a webinar about how you solve a particular problem, your solution, before and after, so that people will see that you are in that business.

For example, you might install, you might install floors and you could, put together a, a webinar on for commercial property managers who are having to manage tight budgets, but they're wanting to keep their floors and living spaces tidy and up up to speed, but also have durable durability because of the fuck traffic that comes into those.

And so you could do a little webinar on, on that. And then you want to once you've built these lists and you've got your target audiences in place, you want to email or phone them, and you might want to create a sequence.

This is all about getting you known by the people who have money. So for example, let's go to our commercial property manager group.

 I did a search again in the Charlotte Metro area for anybody with the title of commercial property managers, and there are 48, so there's 48 people, and they probably don't know who you are. They don't know that you lay floors, you install floors, you do finishes, you might do other renovation type activity.

So you can actually connect with them. You can even get there. Emails and put together a four email sequence,

then the first one, with a title that might. Excite them. For example, the title of your email could be, "protect Your Property's Value without Maintenance Friendly Flooring", and you could write something like,

dear Commercial Property Manager.

Maintaining your commercial property is vital to preserve its value and prevent potential liabilities. We know that as a property manager, You face the constant challenge of upholding safety standards and ensuring the building's longevity.

At Acme Flooring, we offer flooring solutions that are not only aesthetically pleasing, but also low maintenance and durable.

Our flooring materials are designed to withstand heavy foot traffic, reducing the need for frequent repairs and replacements.

Regular inspections and timely repairs are essential for the long-term health of your property. Our team is committed to providing expert advice on flooring maintenance, ensuring your investment remains in pristine condition for years to come.

Enhance the value of your property and minimize maintenance headaches by choosing our maintenance friendly flooring options.

Contact us today to explore how we can help you optimize your property's performance.

Now, most, most commercial property managers would read that email and go, yeah, they seem to know something about the challenges that I deal with.

 They have services and there's an a call to action to connect with them. So if they have an immediate need they're probably gonna call you, but most times they don't have an immediate need. So you just want to stay in front of those people.

Your second email could be the following week, , here's some examples of the different flooring finishes that we have for high traffic areas.

Give us a call if you'd like to talk about them.

Your third email might be, Hey, we've got a report on foot traffic in commercial buildings and the types of materials that wear best and stay fresh.

So they might click on that and get a report again. Now they've put their hand up and said, I'm interested in flooring.

I'm interested in, some of the. Issues that you've raised, and you can call 'em up and, and, speak to them because they've got your money and they're gonna spend it somewhere.

And then the fourth email would be, you know, connecting with them again, Hey, just checking in on your flooring needs. Would you like to chat?

So now you've got four touches with somebody that had never heard about you before and you've made yourself visible. And that way you can actually attract their spend in your direction.

In summary, the message in this week's podcast is that the enemy is obscurity.

You cannot afford to be invisible!

You must be making a noise in your marketplace because people are starved of attention time because they're being bombarded. And if you are not repeatedly getting your name, your message, your service in front of them, it's hard for them to be able to get to know you and spend money with you. So you need to be able to be posting every day and to be emailing your list.

Building those lists, nurturing those lists and following up.

And really you need a system to be able to do that all in the background while you are picking up the phone and proactively following up with people who've said, yes, I am interested. So if you don't have a system to nurture all of those contacts in the background I can build a system that will generate fresh new market qualified leads for you every week.

If you are a garage door renovation company, I can generate people who are interested in renovations and get you in front of them.

I can get you in front of commercial property managers with an artificial intelligence system that's being used in now 20,000 different companies generating hundreds of thousands of opportunities for salespeople on a daily basis.

So let me automate your back office for you so that you've got more business coming in. More people know you.

Your pipeline fills up.

Empty pipeline syndrome goes away.

You can be choosy about the type of work you choose, high margin work, and that will lead to a lot of successful follow up work.

So at any time, happy to speak to you.

You can get to me at www.speaktomick.com sometimes you have to put the www.speaktom.com in, and that'll take you to my calendar and I'd be happy to chat with you about you and your business.

Look forward to talking to you. If not, check in for next week's episode.