0:00:00 A: I’ve been trying and, you know, I’ve been tested. Welcome to the Friends In Business podcast with your hosts, Ben Wright and Jemima Ashley. Ben, known as the sales strategist, and Jemima, our resident visibility expert, are here to share their wealth of knowledge and experience with a little fun along the way. Whether you’re a leader, entrepreneur, or aspiring business owner, this is the podcast where we share everything we know about business to help you succeed.
0:00:31 A: Let’s get started. Welcome to the Friends in Business podcast.
0:00:44 Ben Wright: Hello, everyone. Welcome back to Friends in Business. You’re here with Jemimha Ashley and Ben Wright again. We have actually had to bring forward some of our recordings because we’ve just had the news as we’re going through our phone. And you know what? It’ll be interesting to see. People will be listening to this after the cyclone has come and gone as to whether or not this eventuates. But I’ve just had a message saying you should expect 300 to 600 mils of rain per day from Wednesday to Saturday. Right. Four days in a row of 300 mils. That is exceptional. That is unprecedented amount of rain.
0:01:22 Jemimah Ashleigh: That’s a lot. And it really has changed our schedule because it was. Oh, gosh, I actually have to leave here at some point knowing that we know the cyclone’s coming, that the airports are going to close. It’s going to be rough, potentially a rough couple of days.
0:01:34 Ben Wright: Yeah.
0:01:35 Jemimah Ashleigh: So I’m interested to see how that plays out. But it has messed with our schedule a bit in an immediately good way.
0:01:39 Ben Wright: Yeah. And look, the other thing that’s got me thinking is, how’s the house going to go? How’s it going to stand up to all this heavy rain?
0:01:46 Jemimah Ashleigh: For the listeners who have been with us for a while, you. We’ve recorded your place in Noosa. We’ve done that since day one. But one of the things that you’ve done since. Since the last time I was here in a couple of weeks. You did a massive renovation very quickly at this place. The house looks amazing. My question is, how stable is it all?
0:02:03 Ben Wright: Yeah, well. Well, what we’re about to find out is the process around upgrading the house. I’ve spent a fair bit of time with plumbers in particular. Should I give a local plumbing business a plug?
0:02:15 Jemimah Ashleigh: Do it. Absolutely.
0:02:16 Ben Wright: Shout out to plumbing brothers on the Sunshine Coast, Andrew Ross and Sky. They’ve spent a lot of time here, but we’ve upgraded gutters, we have fixed drains, we have cleared drains, we have changed slopes of land. Right. I’ve dug pits I’ve done a hell of a lot here to make sure the house can stand up to it. And I think about a very methodical process that I went through. Right. As I talk to you right now, I realize there’s one thing we didn’t quite do. So that one’s going to really see how the next.
0:02:46 Jemimah Ashleigh: What I’m hearing this is like a three part conversation. The first part is this. This is something we didn’t do. Two is, Jemimah, after I finished this recording, can you give me a hand with something? Three is we need to go to Kmart to get gumboots.
0:02:58 Ben Wright: Well, I’ve just given Plumbing brothers a plug. Right. So they might have to, they might have to come around sometime soon. Anyway, point I’m saying here is that I’m very much about following processes and my brain’s pretty comfortable. Right. Touch wood about the process I’ve followed. And I think for me, that actually got me thinking about what we should talk about today.
0:03:14 Jemimah Ashleigh: Well, and I started laughing because you love a process and I love the way your brain works. And it often makes me laugh because we’re talking about this cyclone is going to hit and then it starts listing off the things that he’d done in the house. I’m immediately going, am I going to be able to leave? Like, do I live here now? Do I have to be here for said cyclone? No, I don’t. Thankfully, I’m out of here shortly before. Fingers crossed. If she doesn’t speed up. If he doesn’t speed up too much, goodness gracious. But you started listing out all of these things. You love a good process and a good system. That is your absolute bread butter.
0:03:46 Ben Wright: I do. And I think that when it comes to business in particular, I focus a lot around sales teams. But I also do plenty of work with business owners and I’m very process driven when it comes to sales. I’m very process driven when it comes to business owners. In fact, I’ll give you an example. I have just worked with a business, a blue collar business. They’re in painting. Right? And I’ve asked that business owner who is responsible for the sales to systemize two things within his sales process. And one is that he gets to every site that he quotes. And number two is that he has very structured follow up. So it’s actually written down how and when he follows up his customers. Right. In two weeks. Right. So the first week he set it up, the second week he enacted it. In that second week he did a month.
0:04:37 Jemimah Ashleigh: Tiny, tiny changes to Our processes of what we’re doing can have astronomical impact to our lives and our business.
0:04:46 Ben Wright: Yeah, absolutely. And I have examples of this. You know, I could go on and on. I’ve got a larger business who has a number of people in their team. They’re a phone based team. They changed their acknowledgement of leads from email to phone and they changed their speed of quoting from. From a day or a bit more down to an hour or two. Close rates grew 65% in the first month they did it. Just imagine that they’ve not quite doubled their close rate. So, I. E. For every 10 leads they were getting in, right. They’re 65% more of them are closing. Right. So they’re almost closing double. Right. Just from these changes. And it’s all through their process.
And that’s what I want to talk about today is the broader sales process. We have absolutely done a podcast around stepping out, how to map out and plan your sales process. We did that very early in the day. But for me, what I actually want to do today is take a slightly different lens around how a sales process can help our business fill gaps and build some real predictability in what we do. So shall I get into it?
0:05:50 Jemimah Ashleigh: Please jump in. This is your wheelhouse. I’m here for comedic commentary only.
0:05:56 Ben Wright: Great.
0:05:57 Jemimah Ashleigh: And distractions.
0:05:58 Ben Wright: Excellent distractions. I know I can vouch for you on that. You’re very, very good at it.
So, sales process. So I would typically break a sales process down into five areas. Lead generation. So the process you go to get a prospect engage to the extent that they want to know more. Number two is that meet and greet or that first meeting, that is the first meaningful conversation you have with someone that qualifies them as a prospect for your business. So generated the lead. We’ve qualified and met them and established that they want to hear more from us. Which rolls into our third meeting, which is our quotation, when we’re actually presenting our offer and the value and outcomes for that. And I will say that sometimes the lead, the meet and greet and the quote process can roll all into one.
0:06:43 Jemimah Ashleigh: My immediate question was, that’s a sales call. Got it.
0:06:45 Ben Wright: Yeah.
0:06:46 Jemimah Ashleigh: The hand raising yourself immediately, Ben, I’m taking your expertise and throwing it over my business. I’m like, what can I do better?
0:06:51 Ben Wright: Great. For me, this is actually the single biggest point of impact that I have with any business is going through this. Right. But typically most businesses will break them down into three stages. The fourth one is the close. And again, if you’re a business that can do these in fewer stages. Fantastic. But you’ve got to systemize all four. Right. Even if they roll into one, you’ve still got to know what you’re doing through each of these stages, regardless as to how many meetings they take. So we’re closing. That includes. Objection. Handling Getting a go, no go. Right. Fast, yes. Fast, no. Whatever it may be. And then the fifth one is your onboarding and your key account management.
0:07:24 Jemimah Ashleigh: Yes.
0:07:24 Ben Wright: So that’s what happens after the sale. Right. So we get a lead, we qualify them, we meet and greet with them, we quote them, number three, we go through the closing process. Number four. And then we are onboarding and managing that account post sale.
0:07:37 Jemimah Ashleigh: Love this, love this. So hand raising activity. So we’re getting that first lead in. What does that look like for businesses?
0:07:43 Ben Wright: Yeah, so very descriptive here around inbound and outbound lead generation. So inbound leads are coming into you. You certainly might be paying to generate those leads. Right. You’ve got some advertisements out there, you’ve got a marketing team that’s doing Google Adwords, you’re advertising at networking events, you’ve got referral programs right there at 30, I’ve actually got a sheet with 30 ways to prospect, 30 of the most common ways to prospect. And I talk to businesses about just that for an hour versus outbound leads, which is very typically your sales team. So you’re out there and you’re out chasing that business yourself. And I’m a huge believer that the best salespeople know how to find their own leads. Right. To drive their own business. Because you’re never out of a job. But this is all about making sure that you are qualifying the right customers. So you’re getting in front of the right people. Right. You spoke about two episodes ago, in episode 29, you spoke about being really clear on the problem you solve, who you want to target and where they hang out. This is doing that. Your ideal customer, what problem you’re solving, the opportunity you’re creating and getting in front of them, qualifying them to make sure that they are your ideal customer and then getting that first meeting or that first interaction booked.
0:08:55 Jemimah Ashleigh: The qualifying one I think is the one that I see the most overlooked for. Like our clients as well. And we have a form you have to fill out if you want to have a chat with me. If you want to sit down and have a one to one. There is no way you’re getting that first phone call without this form being filled out. And there’s a couple of questions in there that I like to call My trapdoor. And so one of them is, have you ever worked with a coach before? The answers that you can have is yes, it went well, yes, but I didn’t get the results I wanted or no, I haven’t, but I’m looking forward to it.
0:09:26 Ben Wright: Right.
0:09:27 Jemimah Ashleigh: So I don’t care about if you have and it’s gone well or no if you haven’t. I care about, yes, I have, but it didn’t go well because I now know there’s an immediate objection and a hurdle. There’s a hurdle there. The next qualifying question we have is almost knockout question is, do you have the funds to work with us? See, and the questions are no, but I can get them. So immediately I’m a bit wary of that, yes, I would have started yesterday or no, see you in a few months. I know how seriously to now have this conversation.
0:09:59 Ben Wright: Yeah, yeah. And I’m assuming then that you, they have some idea around how much your service is going to cost.
0:10:04 Jemimah Ashleigh: You’ve already seen all of that that’s available on our website.
0:10:07 Ben Wright: Yeah.
0:10:08 Jemimah Ashleigh: And then it’s just simple. Great, thank you so much. Here’s a document we Recommend Or a 5 minute phone call versus a 45 minute allocated sales call.
0:10:17 Ben Wright: Yeah.
0:10:17 Ben Wright: Okay, great.
0:10:18 Ben Wright: So that’s part of your qualification process and your lead generation.
0:10:21 Jemimah Ashleigh: Because the qualification part I think is where people get it wrong. They’re just like, we’ll take every lead coming in, especially with sales teams. All right, so tell me about the next step.
0:10:28 Ben Wright: Yeah, yeah, of course. So much I could say around that qualifying piece, but I think the general message around qualifying your customers so you’re talking to the right people is really true. There is nothing worse than a hard working, underperforming salesperson that is someone that’s out there chasing all the wrong business. Okay, so you’ve qualified your lead.
The meet and greet is the second part of this piece. And for me, this is where my absolutely without question my favorite saying comes in. And that is creating value early and often. Yes, I live by, and I’ll give you an example here, the customer meets with Jemimah and they’re interested in getting some support to enter awards. Where Jemimah is doing a good job is where that early or those early interactions you have created so much value that the customer or potential customer is then just validating that through the rest of the process. Right? You’re my person. You’re my person. You’re my person. You’re my business. You’re my business. You’re my business. Tick, tick, tick, tick, tick. Tick, tick. Right. As we go through versus, is it Jemimah or. Or Ben or Peterson Paul? Right. Is it Jemimah Ben or Peterson Paul? And you’re comparing your operators through the whole process. Right. You’ve got to make a choice. Right. For me, when you’re creating that value early and often. Right. We are moving people closer towards saying, Jemimah is my person. And look, it might take until halfway through the process where they’re doing that, or it might immediately just put you ahead of the others that you’re comparing against. It’s not linear how this works, but where we’re creating that value really early, we’re giving ourselves every opportunity to be the chosen partner before we get to quoting, before we get to price. And that is absolutely without question. And everything I teach, everything I work with is we want our customers choosing us before we’re quoting.
0:12:11 Jemimah Ashleigh: Yeah, Whatever the price is there.
0:12:13 Ben Wright: Whatever the price is. Because then the conversations and the pushback around price become inherently less because you’ve created that value. So this is where the meet and greet, we’re doing things like, and I will talk about how we map this and how we go about them in a moment, but we’re just fleshing these out for a couple of minutes here. This is where in the meet and greet we’re setting up for pre meeting. Right. So creating some value for the customer before you meet, be it a video, be it sending some content, be it solving other related problems, preparing for the meeting. Right. Understanding what you want out of the meeting. Because if you don’t know what you want out of the meeting, doesn’t matter what the customer wants, Right? Yes. You can certainly say customer first. Right. We’ve got to be customer first. This is customer first. Because until you know what you want and you can offer, it’s irrelevant what they want. Because if you get in there and suddenly get transfixed by them asking for a pink elephant film of the unicorn. Right. If anyone that’s got kids out there, you read the film with a unicorn book writes, you wanted to be a pink unicorn. I can’t help people be a pink unicorn. But in the moment of a meeting, I can sometimes get swept up in the excitement, enthusiasm, and go, yeah, I’m going to pivot stronger sales teams to pink unicorns. Right.
So know that value. Do your preparation. Preparation is not looking up a business, looking up the name of the person there. That is absolute bare minimum. We’re past that, right. The tools out there, the AI tools out there, just generally looking through social media and connections. You should Be able to do far deeper due diligence on who they are, what they like, how you can build rapport. Right. Who decision makers are. So we’re setting up the meeting, we’re confirming the meeting, and we’re getting ready to rock once we get into that meeting. Right. That’s that meet and greet stage.
0:13:50 Jemimah Ashleigh: Yeah, I love this. And one of the things that we do on any sales call is we walk them through the document that they sent us, but also through their own website, their social media, and they’re like, oh, you’ve looked at our stuff. Like just that tiny little thing of opening their website. Looking at the social media, people get kind of blown away from a bit and go, oh my gosh. Which is also showing how much other people aren’t doing.
0:14:14 Ben Wright: Yeah. And look, I still see that as a bare minimum, so fantastic. Okay, so we’re still in that meet and greet phase. We’ve got in there. We’ve got the meeting. Absolutely. About building rapport, Spending the maximum amount of time you can to build that rapport. Understand what the needs analysis, understand the problem or the opportunity that comes next.
0:14:34 Jemimah Ashleigh: What do we know about, like, the time you have to spend with somebody?
0:14:37 Ben Wright: Yeah, the data out there, there’s so much conflicting data. I work off having been in thousands of phone calls or sales calls myself and having managed through teams hundreds of thousands of interactions that the more you can spend on rapport, the better. If you can get to 50, 50, fantastic. If you can get to 3 to 1 75%, even better. As long as at some point we are finding out exactly what the customer needs. And the way we do that is through problems to solve or opportunities to capitalize on. And then what we start to do is work out. I call it the three Ds. You won’t find much on this because this is mine. It’s all around deliverables, decision makers and deadline. What do we have to do to get there? Who’s making the decision and what’s the deadline? Right. And in this, we can talk about, you know, people can call it abc, always be closing. I call it abc with a couple of extra words in there. Always be creating value. If we’re creating that value. Right, and we’re talking to our customers about. Right. We are in the process of renovating your house. Right. Your deliverables are. You need to make sure that it’s going to allow your family to grow. We need to make sure that when your friends come over that you’re going to be able to entertain and you’re going to love it and we need to be able to make sure it can survive cyclone Alfred. Right? Three deliverables. Who’s making the decision? It’s you and your wife. When’s the deadline? Well, we want to be in by Christmas. Okay. So to do that you need to make your decision by May because it’s a six month renovation. Right. And that’s where you start to talk about. Okay. So. So if we can make a cyclone proof house that’s great to entertain and can grow with your family that your wife’s happy with and we can get this done by May. Right. Are we good to go?
0:16:09 Jemimah Ashleigh: And Jemimah has her own spare room. Yes.
0:16:11 Ben Wright: And Jemimah has her own spare room. Yeah, absolutely. Yeah, we forgot that in the master plan. So for me, that is where the needs analysis is really powerful because you know the result before you leave the meeting.
0:16:21 Jemimah Ashleigh: I think. Can you say that again? Cause that’s so powerful.
0:16:24 Ben Wright: Needs analysis, three Ds, deliverables, decision makers, deadline, when you know what the end result looks like. That is so powerful.
0:16:34 Jemimah Ashleigh: Know the end result before we leave the meeting. Yeah, I think that’s so powerful that how many people leave the gray? We leave in that part of. Okay, well, I follow you up. You’ll follow me up. And I say this a lot with people trying to sell to us too. We have conversations regularly. You know, I would never want someone to feel in the gray, to be like, what’s the next steps here? Yeah, well, I’m about to tell you, I love also when a client says, so what happens next? What’s the next part of the process?
0:17:01 Ben Wright: Yeah, we need to own that. So this is the last two bits a meet and greet. And to be fair, this is for me the biggest stage. The meet and greet is the most critical. Deals that don’t close customers that, pardon me, salespeople that have the lowest close rates don’t spend enough time in the meet and greet. They whiz through to the quote and worry about creating value, then create it now. Why do tomorrow what you can do today? Right. We’ve spoken about that back in. Back in episode 27. Right. For me it is all about be clear on what those outcomes are. So you’re setting your next meeting before you leave the day. Right. And I learned this from talk selling Matthew Wyatt as a piece around giving the customer a job. Right. Give them something to do before you meet next. Right. So that they stay engaged in the process through to your next meeting.
0:17:46 Jemimah Ashleigh: What’s an example of that for someone who Just went, I’ve now got to.
0:17:49 Ben Wright: Yep.
0:17:50 Jemimah Ashleigh: Are they becoming the receptionist maybe for your company? Are they?
0:17:53 Ben Wright: What does that look like? Well, let’s say you’re B2B, right. And you’ve got a piece of equipment or a product. Right. Get the customer to work out where it needs to go, who’s going to use it, who’s going to be trained on it. Right. How it’s going to grow their business. Right. If it’s an EV charger, working on those a little bit at the moment is get them to go and pick the spot and get that emotional involvement a little bit higher.
0:18:12 Jemimah Ashleigh: Love that.
0:18:13 Ben Wright: Right. If you’re a B2C for me, the key one is to go and speak to your other decision makers, often more than one, to get them to go through everything we’ve gone through in this meeting and make sure they’re happy with it. Get them engaged. You’ll be amazed. In fact, we’ll talk about decision makers in a moment. But you always want your customers to increase their engagement. Right. And their emotional attachment to a job. So let’s do that.
0:18:35 Jemimah Ashleigh: Well, now they’ve got ownership of it, Right. And there’s such a huge psychological. My background being profiling is as soon as you take ownership of something, you are something like 80% more likely to see it through to the end. So as soon as you have that buy in, you know that. That conversation that can you go and ask someone for some additional impression? What do you think we should do? People have bought into the process and therefore they’re in.
0:18:57 Jemimah Ashleigh: You’re in. We’re in this together. No, no, we just want to work with Ben. Here’s my teammate.
0:19:02 Ben Wright: Yeah.
0:19:02 Jemimah Ashleigh: That makes so much sense.
0:19:04 Ben Wright: Absolutely. Yeah. And you do that by creating value early and
0:19:10 Jemimah Ashleigh: Often and then get them involved in the process.
0:19:11 Ben Wright: Yeah, yeah.
0:19:12 Jemimah Ashleigh: Not a bystander anymore. They’re not just getting quotes from someone else. You’re now their teammate.
0:19:16 Ben Wright: That’s right. And you’ve given them the job. Excellent. Okay, so we’re through. Number two, the meet and greet. Right. We are now into our third process. And again, I don’t care if these are not separate meetings as long as you’re following that process. So we have gone back to the ranch and we are preparing our quotation.
0:19:34 Jemimah Ashleigh: Yeah.
0:19:35 Ben Wright: Preparing that beautiful piece of value that we think is the moment when we win a customer, and I can tell you from hundreds of thousands of deals is not the moment. The moment we’re winning our customers comes far earlier than that. But we still need to be creating value so between giving your customer that job and moving into your quotation meeting, there’s got to be more points of contact from you that keeps your customer engaged. Again, this depends on the length of your sales cycle. If you take a week or 10 days to get your quote, then you’re going to need a couple more pieces. If it’s only an hour or two, you probably don’t. But the really important piece is that you’re creating that value as you go and prepare your quote. So we’ve got our quote ready. It’s going out. Fundamentally, I am a big, big advocate. If you don’t email across a quote now, I will put an asterisk here. If you’re a business that’s selling $100 widgets, I love it how widgets have become this generic term where you talk about how you sell things. But if you’re selling $100, there’s this.
0:20:35 Jemimah Ashleigh: Real part of me that just went, is that a computer part you don’t know about yet? And then realized it was like a real term.
0:20:41 Ben Wright: So widgets, for selling widgets, very different here. Right. I’d actually say that people should be self serving around pricing there and your meetings with them around how you’re going to create beautiful outcomes from that hundred dollar piece of equipment. Right. The window washers that I’ve just bought that has an 8 meter extendable pole. So my wife doesn’t tell me off when I’m up on a ladder cleaning the windows. And we all know I have form with accidents, a lot of form, don’t you? Yeah, yeah, yeah. As I said here, we almost had.
0:21:05 Jemimah Ashleigh: We almost had one this morning and had one a week ago where you got stitches.
0:21:08 Ben Wright: Yeah, yeah, yeah, yeah. And I had a good buddy of mine yesterday, Luki H. Thank you for warning me that the wind was a bit strong because I almost did get blown off around about again today. So well done, Ben. So we’re in the quote phase, right? So we’ve created value, we’re preparing the quote. The very first thing that we need to be doing when we are talking to our customers around a quote, whether it’s video, whether it’s phone, whether it’s face to face, is reconfirming what we’ve done. You can say I’ve got more energy than in a lot of our podcasts because I love this stuff. Right. So we’re reconfirming what they want. Right. And that’s all around the three Ds, the deliverables, the decision makers and the deadline. Right. We do that at the Very start. We’re then going through our quotation process. And this is a minefield on its own in terms of how we actually present and the value we create. But the most important parts here is that we’re regularly getting feedback.
0:21:54 Jemimah Ashleigh: Yeah.
0:21:54 Ben Wright: How are we going? What do you like? What don’t you like? What’s missing? Is there anything I need to go through in more detail? We’re pausing, then we’re asking validation questions, and then we’re answering those. That is a very successful piece around creating value.
0:22:09 Jemimah Ashleigh: So you said earlier not to email that over.
0:22:12 Ben Wright: Yep.
0:22:13 Jemimah Ashleigh: What do we do with it?
0:22:14 Ben Wright: So I will always present a quote over the phone, face to face or via video and where a customer asked me. And again, there’s a threshold here where it just isn’t viable. Right. What’s that threshold? It’s generally for me, it’s over $1,000 for your product. Tends to get viable under that. You generally need to be a little bit creative because the salesperson’s time. But let’s just say we’re over $1,000, which is a hell of a lot of products when you got sales teams, most products. Right. I think you’re getting to that point. Certainly it may only be $100, but it’s $100 a month. Right. And the customer could be. Your average customer lifetime value is two or three years. Right. That’s over $1,000. So I would email it afterwards if a customer says to me, no, we’d like your quote submitted via email. Again, it depends on the scenario. Right. Government tenders or bigger tenders, you often don’t get the opportunity. But for the most part, I will only send the quote if I get the opportunity to present it. And I work with my teams on that. And for the most part, it doesn’t disadvantage just recognizing that there’s an element of personalization here.
0:23:13 Jemimah Ashleigh: Yeah. And just if that is the process, send us an email for that. That phone call to say, hey, I’ve just popped that over. Let me forgotten questions. You know, we can minimize that reluctance, I guess, at that point. Yeah, we can have that personalization touch there.
0:23:28 Ben Wright: Yeah.
0:23:29 Jemimah Ashleigh: Even if we can’t technically have it.
0:23:31 Ben Wright: Yeah, yeah, absolutely. You’re answering questions, you’re dealing with all types of problems. So we’re in there, we’re going through the presentation, we’re getting feedback. Next thing we’re doing is again going back through those 3Ds. Okay, what’s next? What do we need to do to get this rolling? What’s missing? Right. Who else needs to be involved in the decision making process. And ideally what we’re doing is not allowing our customers to sell internally for us. So what does that mean? That means that we are trying to make sure that all decision makers or influencers we are having a link to in some form.
0:24:02 Jemimah Ashleigh: We aren’t trusting that someone else is going to do the same thing we could do in our business.
0:24:07 Ben Wright: Exactly. Right, Now, yes.
0:24:09 Jemimah Ashleigh: From accounts may not have such a good grasp of what we’re trying to do.
0:24:13 Ben Wright: Yeah, absolutely. Now, yes, Ben, that’s great in theory, but in practice I often can’t get to the decision makers and this is where I start to talk about things like doing a video of your quotation, talking through all the key points, doing a video of yourself, finding out who these decision makers are so you can at least be present and they know who you are. Right. And I’ll talk about that in the closing stage. But certainly making sure that a decision maker knows who you are is really critical. Right.
0:24:41 Jemimah Ashleigh: I love the video idea. That’s great.
0:24:42 Ben Wright: Yeah, Use video. Really, really powerful tool. So then, same thing. We’re confirming the three Ds, we’re setting up the next meeting and we’re giving our customer a job. Right. Not a lot of rocket science in what we’re doing here, but we’ve got to be really, really consistent. So we’ve come through to the end. That’s our third process, the quotation stage. Right. I know. I’m really excited because next week we’re actually going to go through parts four and five and then I’m going to talk about how we bring together a sales process to look for gaps. Right. And everything else that comes with it. Right. There’s simply too much of this to do in one podcast. But I don’t want to gloss over it and ask people to try and build something out of this in a short period of time. So we are going to break it out into two.
0:25:20 Jemimah Ashleigh: Yeah. So what are the two for next week?
0:25:21 Ben Wright: So for next week, so we’ve done. Today we’ve done lead generation, meet and greet and quotation.
0:25:25 Jemimah Ashleigh: Yes.
0:25:26 Ben Wright: Next week we’re going to do closing, the all important closing, Getting the deal done.
0:25:29 Jemimah Ashleigh: Favourite thing, guys, don’t miss this.
0:25:31 Ben Wright: Love the closing piece. And then the onboarding. And then I’m going to talk about how we use our sales process to fill gaps in our business and grow from there. And to be honest, we could do 10 episodes on this.
0:25:40 Jemimah Ashleigh: I could honestly wind you up and just let you go for two hours. I think on this process.
0:25:44 Ben Wright: Yeah, yeah, at least. At least. And next week we’re also going to start getting back onto our nuggets from the day, right?
0:25:50 Jemimah Ashleigh: Yeah, definitely.
0:25:51 Ben Wright: So we’ll certainly do that.
0:25:52 Jemimah Ashleigh: Do you have a nugget from today? What are the things that you’ve spoken about?
0:25:55 Ben Wright: Well, I’ve been talking a lot, so perhaps you could.
0:25:57 Jemimah Ashleigh: I think my favourite part about this was do not email it over. Just boringly. That was one of my favorite things.
0:26:02 Ben Wright: Yeah.
0:26:03 Jemimah Ashleigh: And just don’t get Susan from Accounts to sell it for you. You have to be part of that process.
0:26:08 Ben Wright: Excellent.
0:26:08 Jemimah Ashleigh: Because it’s so simple. Because that’s what everyone has historically done.
0:26:12 Ben Wright: Yeah.
0:26:12 Jemimah Ashleigh: You had that personalization touch in there. Put yourself in video, be in that process, pick up that phone. The things we don’t want to do, that’s the 1% businesses.
0:26:21 Ben Wright: Yeah. Perfect. Love it. Excellent. Thank you, Jomana. You’ve been my friend in business today. Where your friends in business, I think they’re going to get cornier as we go. But I look forward to seeing you next week when we continue talking about our sales process.
0:26:41 A: Thank you for listening to the Friends in Business podcast. This episode was brought to you by your hosts, Ben Wright and Jemima Ashley, recorded in beautiful Noosa, Queensland. For more insights and resources, Visit [email protected] and [email protected] if today’s podcast has helped you, we’d be so grateful if you could leave a review and share with someone you know. This will help more people in the world benefit from the hard work we are putting in to bring you the best content we possibly can.
