WEBVTT

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And,

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and everyone that's on the call, you can get

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you will get,

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a recording of this and AI summary of it, so you've got all of that.

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Right?

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So I wanted to start something a little different today.

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And, usually, I start by just telling you things that,

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some key points and about the particular topic.

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But we've got a lot of people on the call,

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and what I would love to know is

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what are your struggles with appointments,

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either

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making them,

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keeping them,

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closing them?

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Like, what

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about appointments

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had you say, you know, I I think I need to be I think I need to be on this call today.

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Was there something if

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you wanna just say it out loud, that would be completely fine too.

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Jody, for me, I'm in the showroom, so I don't, you know, make outside appointments.

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I have clients that will set appointments for their clients come into the showroom,

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and sometimes those get canceled.

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But I just kinda stay in, constant contact with them to see if it's gonna move forward.

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Perfect.

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I mean, we're definitely seeing a trend where it's harder and harder for our outside reps to,

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to get appointments. And or if they do get them, they get canceled at the at the last minute.

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I was at the Makers Alliance summit in November, and I asked, you know, the whole group of brand owners that were there, including,

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Jeffrey Burchad from Philip Jefferies.

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Yep. And they said that they're having to focus more on doing drop offs, drop bys, like, more,

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you know I'm hearing that too.

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More just, you know, less formal presentations, but more just trying to

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get in front of people. That thing, you know, we need to figure out a way to try to turn those into

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you know, I've been trying to focus with my team on that's fine, but then you need to turn it into an appointment.

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Like, it needs to turn into a return trip or needs to return you know, you need to figure out how can you get an appointment

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and get on their schedule.

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But I think so much of what you train on also can be relevant to inside

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people like Suzanne in terms of setting

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appointments for follow-up and setting you know, this isn't just about outside sales appointments, which is why I wanted my inside team to on this?

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As well. Yes.

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Oh, wow.

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Well

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Hi.

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So,

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so

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let me start by do so we're we have a lot of different people on this call. We've got retail people.

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We have designers. We have trade showroom people. We've got a lot. So so this is perfect. Right?

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Because there are there are actually more similarities, and they're we're gonna veer off wherever we veer off, but there are we're gonna focus, as well on the similarities.

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So one of the things that I wanna so I'm gonna, like

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okay. I've got something in the chat. Let me look.

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So my salespeople say that customers don't wanna commit to a time.

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One thank you, Ali, for that.

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And Jackie said making an outreach appointment can be challenging with everyone's business schedule.

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Sometimes I get no response. Those are perfect.

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Alright.

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So let's go.

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So I add one thing to that, Jody. Okay.

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Yes. I promise.

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Yes. I think if at some point you can address

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the

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email asks versus picking up the phone and calling, which I know is something you talk I yeah.

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I've been I think that's been a challenge with my team is, you know, they email to try to get the appointments, and nobody's looking at emails anymore.

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It's really hard to get people

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to respond to emails, and so many of them go into other or go into junk

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and things like that.

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So I think the importance of picking up the phone and calling or DMing through Instagram is another

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method I've heard. You know, works.

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People tend to look at their Instagram messages before they look at their emails.

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So that was just something I wanted to add for the conversation, hopefully.

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Right.

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Oh, okay.

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Thank you for that.

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So

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let's just first look at what's an appointment because,

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an appointment the only thing an appointment is is a scheduled meeting and time.

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That's what it is.

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So where you have it, where how you have it, with whom you have it, it's like a dentist appointment

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that it's actually a time

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set aside

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for that for that particular action.

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So

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I believe I'm not right about this, but it's my deal is that

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every sales interaction

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should result in a sale

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or an appointment.

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Every sales interaction, a sale or an appointment.

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Now you could argue in that and say, well, but I don't think we're ready for that.

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It's like, then you're ready for an appointment. Hey, Jessica or Jesse.

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You're ready for an appointment then. That an appointment

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is what's called a forward or an advance in selling.

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That's what it is. It's to keep the conversation going. And so we wanna be looking

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for appointments

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in order to do that. So the reason we make them why do we make appointments?

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Why don't we just, like, leave things out there to just happen whenever they happen?

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Or, you know, it's my it's my

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way that I follow-up

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in two weeks or I follow-up in five days or whatever we have as our our best our best practice without necessarily looking to see if that best practice is actually a best practice

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or if it's just a way that we've developed.

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Right? So if we go into every interaction

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expecting

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to write an order

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or to to write it down or write it up, right, that if we're looking for one of those two outcomes, then we're gonna have a much

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appointment

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is measurable. But a sale or an appointment is measurable.

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And as salespeople,

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we are driven by outcomes because that's the job. We get a we get,

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an update or a result

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at every interaction of whether we were effective or not.

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So if we go into the interaction to make an appointment because we know so what are some of the advantages?

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Why do we make appointments?

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We make appointments because we manage our time better.

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They manage their time better because people are more prepared because they're more focused.

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We make appointments because they they work at making our

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predictable

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outcomes

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predictable,

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and that's what we wanna be doing.

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So that,

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they're gonna drop by on Friday afternoon

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is not an appointment. It's a wish, but it's not an appointment.

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And when we start to get

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effective at making appointments, I promise you, your life will change

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when you make appointments.

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And it's one of those things that,

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I know that we get upset about

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making appointments that get that we get stood up and then they ghost us and all that stuff, and we and especially if we've already invested time

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with that

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individual,

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and we feel, you know, we got used, we got taken advantage of. We go down this resentment Road.

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Right?

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But the fact is we didn't make an appointment, and we didn't set up any expectations of what that appointment was meant to do.

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So we gotta take that. And the and, you know, one of the beauties of being on

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being salespeople is it's a tuition commission job.

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Either you sold it and you made money or you learned something.

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But if you go don't get either of them, you're not getting that time back because they liked you.

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Right?

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So we wanna just start refining our our

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tool

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to be to be making appointments

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all the time

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because they keep us focused and they keep us intentionally engaged.

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So

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you wanna look at,

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to start to look at how do they benefit you, how do appointments actually benefit you so that

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you can start to

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be sold on them yourself.

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Because if you're not sold on the value of appointments, it's very difficult to sell someone else on them.

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Alright?

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So

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that's the overarching

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thought about appointments.

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Cancellation is very frustrating. Okay. I'm looking at the at the chat, so sorry about that.

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So the next thing is is when do I wanna make them?

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So one of the things that I would encourage you to do

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is I would encourage you to take a look at your calendar

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and to actually

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block out time for appointments.

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And you wanna block out time for appointments

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that are

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low traffic

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showroom times

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or times that

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are are best for other selling activities like presentations or something else that you need to be doing.

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Depends on whether you're inside, outside, trade, or or retail.

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So that if you were to look at your calendar so let I'll I'll use trade, for example.

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That in trade showrooms, if you're an outside salesperson or you have appointments, you might say, Monday and Friday, I'm not gonna be making appointments.

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That's gonna lead me to be appointment heavy Tuesday, Wednesday, Thursday

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because they're closed on weekends.

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If you're a retail salesperson,

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I would say you wanna look at your calendar and say, when are our highest traffic times in the showroom with incoming traffic?

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Because you wanna close that traffic. Same thing with trade showrooms.

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You wanna you wanna be available for any incoming traffic because people face to face always get priority.

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Right? And so since appointments happen on the phone,

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in the showroom,

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on location, or on Zoom,

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there are many ways to have an appointment.

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So

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when I say appointments, I know that if I'm gonna block out time for appointments, it can be any kind of an appointment.

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I'm

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just I'm just,

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designating it as an action in time that I'm setting aside for.

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So if you're in a retail showroom,

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I would not make appointments

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other than when the door opens or right before the door closes

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in your workday.

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So if you open if you're open nine to six, then you've got a 09:00 appointment and a 05:00 appointment.

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Because if they come in at 10:00

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and you work on something and they have to go home and measure, say, great.

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Either come back at five or let's talk at five and we can do it then. Because you wanna close it.

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When they're hot to buy

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retail,

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you wanna close them.

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So I would not make a 02:00 in the in the afternoon appointment in retail on a Saturday or Sunday pretty much ever.

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So Saturday or Sunday are to close new opportunities

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and to schedule anyone who cannot buy on Saturday or Sunday from Monday through Friday.

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Right? Low traffic times beget appointments.

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High traffic times, front and center

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in trade and retail showrooms.

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So

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if you buy that concept,

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then the next thing to do is start plotting out when you're gonna make appointments because you say when appointments happen, not them.

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So that when you because here's what happens if you don't do this.

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We say things like, well, when can we meet again?

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And they say, I'll get back to you, and they never do.

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How many times do we have to learn that lesson to get it doesn't work? Right?

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Let's try something else.

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So when you say to them, so let I want you to start I want you to so first of all, take a look at your calendar

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and break your day into three.

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Morning, midday, late.

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Right? And maybe put an appointment in each block

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so that you might if the showroom is ten to six, then you have a 10:00 appointment,

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a noon appointment, and a 04:00 appointment. You don't have to do that every day,

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but that's what you wanna do. I would shoot for 10 appointments a week.

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If you're an outside salesperson

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and you're doing Monday, Tuesday or Tuesday, Wednesday, Thursday appointments

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outside in their in their in their space,

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then you probably are gonna be looking for 12 appointments a week.

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Four a day is what you're looking for, especially if you're doing drop offs because they count.

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They count.

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So and then Monday and Friday in for trade show rooms, you're gonna be scheduling appointments and and doing follow-up so that when you're on the road, you wanna be on the road meeting people.

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Okay.

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So the beauty of doing this, and I'll talk to the retail people for a second or the trade showroom people are inside,

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that when you start to put your start

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here's my calendar.

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I could share my screen and show you. It's probably a better way.

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Is that when you start to put it out there and you say

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you go into your you open your calendar,

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or if you're using CRM, you do might do it a little differently.

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But you open your calendar and you click open 10:00 Tuesday morning, and you put appointment.

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And then you go to the repeat and you say, save this forever.

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And then you go to 04:00 on Tuesday, and you do a 04:00 appointment, save forever.

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So now your calendar

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has 10 boxes on them,

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10 slots

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for appointments.

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You are pre slotting your calendar for appointments at times that work for you

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for you. Low traffic times, and you're not doing other things.

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So now

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when you're working with someone, you can start well, you can say,

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are more do we wanna so watch the either or, either or trial it's an alternate close.

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Either or, either or. This one, this one.

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So you say, do we wanna meet in person to get this done, or do we wanna do this over the phone?

243
00:14:09.295 --> 00:14:10.275
So they say,

244
00:14:10.815 --> 00:14:11.955
let's meet in person.

245
00:14:12.335 --> 00:14:16.515
You say, great. Is morning or afternoon better for you? They'll say, it depends.

246
00:14:16.735 --> 00:14:18.195
I said, well, pick one.

247
00:14:18.519 --> 00:14:22.779
So middle of the week is morning or afternoon better. They say morning is better.

248
00:14:23.160 --> 00:14:27.339
You say, great. I've got 10:00 on on Tuesday

249
00:14:27.640 --> 00:14:30.620
or 11:00 on Wednesday. Which do you prefer?

250
00:14:31.000 --> 00:14:32.540
That is a closing question.

251
00:14:33.000 --> 00:14:33.500
Stop

252
00:14:35.825 --> 00:14:37.605
talking and wait for them to answer.

253
00:14:37.985 --> 00:14:40.645
Now they might say, well, could you do

254
00:14:41.265 --> 00:14:43.685
Wednesday at 10:00? And you say,

255
00:14:44.065 --> 00:14:45.525
let me check my calendar.

256
00:14:45.980 --> 00:14:50.080
And you say, I can move a couple of things around and make that happen for you.

257
00:14:50.220 --> 00:14:55.280
And they say, wouldn't that be great? And you say, so I'm gonna send you a calendar invitation

258
00:14:56.540 --> 00:14:59.945
for that. When you get it, just click it, and we're done.

259
00:15:00.725 --> 00:15:04.325
And I'm gonna reach out to you whether you text them or call them.

260
00:15:04.325 --> 00:15:06.665
I'm gonna reach out to you between

261
00:15:07.285 --> 00:15:14.505
three and five the afternoon before to confirm this and see if what you're going to be doing you've had time to do.

262
00:15:15.250 --> 00:15:17.190
Because when they leave your showroom,

263
00:15:17.730 --> 00:15:21.029
you wanna give them homework. There's things that they need to be doing.

264
00:15:21.250 --> 00:15:24.949
So if you've made it so I'm gonna talk to the trade showroom people for a second.

265
00:15:25.250 --> 00:15:27.110
That if you have quoted something

266
00:15:27.845 --> 00:15:33.465
and you ask them, when are you presenting this to your client? And they say, I'm presenting it on

267
00:15:34.005 --> 00:15:35.065
the twenty fourth,

268
00:15:35.925 --> 00:15:40.585
and I'll use this month because it's the twenty second. So that would be Friday. Right?

269
00:15:41.890 --> 00:15:46.230
So you say I'm presenting it on the twenty fourth. You say what time? And they say 10AM.

270
00:15:47.010 --> 00:15:50.470
And you say, great. And may I ask, what's the objective of the presentation?

271
00:15:50.690 --> 00:15:53.250
Like, what are you planning to accomplish with that?

272
00:15:53.250 --> 00:15:57.665
And they say, I want them to sign off on blah blah blah blah blah. And you say, excellent.

273
00:15:58.285 --> 00:16:00.145
Let's talk Friday afternoon.

274
00:16:00.765 --> 00:16:06.305
I have a 02:00 slot or 03:30. Which is better for you? And they pick 03:30.

275
00:16:06.685 --> 00:16:07.185
Right?

276
00:16:07.325 --> 00:16:13.900
So I know that I know that there may be some trade people who are thinking, oh, Jody, you can't do that.

277
00:16:14.760 --> 00:16:19.240
You you know, if I quote somebody, you know, I can't I don't get that quick a turnaround time.

278
00:16:19.240 --> 00:16:21.820
It's like, yeah. But you're not asking what I just did.

279
00:16:22.200 --> 00:16:24.975
You're not doing that. You're doing what you've always done.

280
00:16:25.055 --> 00:16:27.875
So I encourage you to look at if you're quoting someone

281
00:16:28.255 --> 00:16:28.755
something

282
00:16:29.454 --> 00:16:29.954
and

283
00:16:31.295 --> 00:16:33.074
and you ask them when they're presenting,

284
00:16:33.375 --> 00:16:44.029
then you call them within a very short amount of time after they've presented to see what do we wanna go ahead with, what do we need to adjust, what is off that we need to replace,

285
00:16:44.889 --> 00:16:45.950
what got added.

286
00:16:46.730 --> 00:16:50.889
Right? That's what the call is for. That's what the meeting's for. Right?

287
00:16:50.889 --> 00:16:53.790
So that you can continue to stay active and engaged

288
00:16:54.444 --> 00:16:56.464
in what it is that they're doing.

289
00:16:58.125 --> 00:16:58.625
So

290
00:16:59.884 --> 00:17:02.384
it will be awkward the first time you do that.

291
00:17:03.084 --> 00:17:06.625
So I wanna go back to, first thing first, in this conversation

292
00:17:07.250 --> 00:17:13.190
is take a look at your calendar whether you're using Google or Outlook or iCal or whatever you're using.

293
00:17:13.970 --> 00:17:15.270
Block off times

294
00:17:15.650 --> 00:17:16.550
on your calendar

295
00:17:16.930 --> 00:17:23.505
so that you can offer those times as appointment times, And you get completely away from saying,

296
00:17:23.805 --> 00:17:25.585
when can we meet or speak again?

297
00:17:26.285 --> 00:17:27.265
And then second,

298
00:17:27.565 --> 00:17:30.065
start to use that strategy of

299
00:17:30.765 --> 00:17:32.305
meet again or speak again,

300
00:17:33.245 --> 00:17:34.305
morning or afternoon.

301
00:17:37.470 --> 00:17:41.810
I have this time or this time, which do you prefer? Closing question, wait for a response,

302
00:17:42.510 --> 00:17:46.130
and then I'm gonna call you to confirm this on this time.

303
00:17:47.310 --> 00:17:48.930
Will it work a 100%?

304
00:17:49.310 --> 00:17:49.810
No.

305
00:17:50.195 --> 00:17:55.095
But it will work much better than what's probably currently happening because it actually works.

306
00:17:55.875 --> 00:17:56.375
Okay?

307
00:17:57.155 --> 00:18:00.915
Any questions on that? Anyone wanna put a question in the chat or yell something out?

308
00:18:00.915 --> 00:18:01.895
You can do that.

309
00:18:06.450 --> 00:18:06.950
Okay.

310
00:18:10.690 --> 00:18:11.190
So

311
00:18:11.490 --> 00:18:11.990
then,

312
00:18:12.690 --> 00:18:15.270
I'm going to keep keep going.

313
00:18:17.635 --> 00:18:21.975
So the you might have a question of, well, how do I know if the appointment is

314
00:18:22.515 --> 00:18:23.895
the right thing to do?

315
00:18:24.915 --> 00:18:25.415
Okay.

316
00:18:25.715 --> 00:18:25.965
So,

317
00:18:28.529 --> 00:18:33.750
I know that we have a lot of trade people here trade showroom people here who and retail people who

318
00:18:34.130 --> 00:18:37.269
understand the badass questions. So the badass questions

319
00:18:37.570 --> 00:18:42.870
budget what they're expecting to spend, avail ability to buy what they have or have access to spend,

320
00:18:43.195 --> 00:18:44.015
decision maker,

321
00:18:44.875 --> 00:18:48.575
availability and time frame, and shopping and comparing. That's what they are.

322
00:18:48.795 --> 00:18:52.895
And the primary function of the badass questions is simply this,

323
00:18:53.355 --> 00:18:55.375
when can they buy?

324
00:18:55.835 --> 00:18:56.895
That's the function.

325
00:18:57.750 --> 00:19:03.930
How they answer those questions tell you how far along in their process they are and when they can actually take action.

326
00:19:04.630 --> 00:19:07.290
And if today is not the day for taking action,

327
00:19:07.830 --> 00:19:10.250
then the outcome for today is an appointment.

328
00:19:11.175 --> 00:19:15.115
Right? Which is why it's called seller to schedule it because they're both great outcomes.

329
00:19:16.055 --> 00:19:18.635
And this and the appointment is a forward

330
00:19:18.935 --> 00:19:19.435
to

331
00:19:19.815 --> 00:19:20.475
the sale.

332
00:19:21.095 --> 00:19:21.595
So

333
00:19:22.135 --> 00:19:27.830
if you're asking and getting answers to those as part of your discovery questions, you should learn and assess

334
00:19:28.289 --> 00:19:31.190
what the outcome of today's interaction should be.

335
00:19:31.730 --> 00:19:32.230
Right?

336
00:19:32.929 --> 00:19:33.429
So

337
00:19:35.250 --> 00:19:39.830
appointments and some of you might have been on I think Lindsay might have been on this,

338
00:19:40.605 --> 00:19:41.985
and I know she's on now.

339
00:19:43.405 --> 00:19:43.905
So,

340
00:19:48.285 --> 00:19:49.745
when you're making an appointment

341
00:19:50.125 --> 00:19:53.105
and you know it's going to be an appointment today,

342
00:19:54.310 --> 00:19:54.810
then

343
00:19:55.270 --> 00:19:55.770
appointments

344
00:19:57.110 --> 00:20:02.090
are intangible outcomes. Appointments are, for those of on the call who are retail,

345
00:20:02.470 --> 00:20:03.850
protection is an intangible,

346
00:20:05.270 --> 00:20:07.930
financing is intangible. They're all intangible

347
00:20:08.390 --> 00:20:09.855
things that have to be sold.

348
00:20:11.054 --> 00:20:12.195
So if you know

349
00:20:12.895 --> 00:20:14.835
by the answers to your

350
00:20:15.535 --> 00:20:18.515
discovery questions that today is going to be

351
00:20:18.975 --> 00:20:19.635
an appointment,

352
00:20:20.415 --> 00:20:24.995
then as soon as you know that, you need to introduce it as a concept.

353
00:20:26.149 --> 00:20:28.070
So as soon as you know that

354
00:20:29.350 --> 00:20:33.850
I'd use retail for instance. As soon as the the retail customer says,

355
00:20:35.429 --> 00:20:38.809
I need to bring my husband back to see if this is gonna fit him,

356
00:20:39.585 --> 00:20:41.845
Then you say, great. That's gonna be your homework.

357
00:20:42.544 --> 00:20:43.765
That will be your homework.

358
00:20:44.145 --> 00:20:46.145
Let's get as far as we can get today.

359
00:20:46.145 --> 00:20:50.085
And before we wrap it up, we'll talk about what the next steps are gonna be.

360
00:20:50.385 --> 00:20:54.325
So in selling an intangible, you need to introduce the intangible

361
00:20:54.625 --> 00:20:55.080
outcome

362
00:20:55.480 --> 00:20:56.539
as a concept

363
00:20:57.080 --> 00:20:59.179
prior to trying to close on it.

364
00:20:59.640 --> 00:21:00.539
Prior to.

365
00:21:00.600 --> 00:21:07.100
Because if you wait till the end of the interaction and you open up your calendar and you say, let's make an appointment, they'll say,

366
00:21:07.559 --> 00:21:08.059
what?

367
00:21:09.455 --> 00:21:12.835
Because they don't their brain our brains don't work that way.

368
00:21:12.895 --> 00:21:15.475
Our brains need time to process the intangible

369
00:21:16.255 --> 00:21:16.755
concept

370
00:21:17.215 --> 00:21:19.635
before we're able to make a commitment to it.

371
00:21:20.175 --> 00:21:24.675
So, again, retail, it's the same for protection. It's the same for financing.

372
00:21:25.110 --> 00:21:27.770
Bring it up before you try to close on it.

373
00:21:28.230 --> 00:21:29.770
For trade people,

374
00:21:30.470 --> 00:21:31.690
when it comes to

375
00:21:32.710 --> 00:21:34.730
bringing up the concept of an appointment

376
00:21:35.030 --> 00:21:36.410
and you ask them

377
00:21:36.870 --> 00:21:37.690
when they're

378
00:21:38.070 --> 00:21:38.570
presenting

379
00:21:39.685 --> 00:21:43.465
and what the outcome of that present what the expected outcome would

380
00:21:43.845 --> 00:21:47.685
be, then say, great. Well, we'll talk after that. We'll talk you know, just drop it.

381
00:21:47.685 --> 00:21:52.585
Well, we'll talk after that. We'll set we'll talk after that. And then keep doing what you're doing.

382
00:21:52.780 --> 00:21:56.240
And then say, okay. Let's set up that time so that we can talk after the appointment.

383
00:21:56.460 --> 00:21:59.580
So after your presentation, so that we're not chasing each other.

384
00:21:59.580 --> 00:22:03.040
I want your time to be smooth, and I wanna make it easy for you.

385
00:22:03.980 --> 00:22:04.480
Right?

386
00:22:05.180 --> 00:22:05.680
So

387
00:22:07.035 --> 00:22:13.455
that and and I know that for for trade people, there's not been that,

388
00:22:14.715 --> 00:22:15.215
intentionality

389
00:22:15.915 --> 00:22:18.175
around making appointments with a quote,

390
00:22:18.635 --> 00:22:23.460
and some of this is gonna be awkward at first, but it won't be awkward for long.

391
00:22:23.840 --> 00:22:25.620
It'll only be awkward at first.

392
00:22:26.080 --> 00:22:28.420
I'm a show you another thing about appointments.

393
00:22:28.960 --> 00:22:32.980
So some of you have seen this, and some of you have these of your own.

394
00:22:33.375 --> 00:22:37.235
You might have your own production wheels. Right? And that's what this is.

395
00:22:37.775 --> 00:22:41.475
And the intention of this is, again, to sell or to schedule it so that

396
00:22:41.775 --> 00:22:44.355
if we look at today, which is April 22,

397
00:22:44.655 --> 00:22:47.635
and we look at lead time of, let's say, twelve weeks,

398
00:22:48.960 --> 00:22:52.740
Lead time of twelve weeks is gonna put us out to July 15.

399
00:22:53.200 --> 00:22:58.000
And if we're gonna add some time for delivery and installation, let's add another couple of weeks.

400
00:22:58.000 --> 00:23:02.100
That's gonna get us to fourteen weeks. So that's July.

401
00:23:02.315 --> 00:23:05.295
So you can say, if we were to order this today,

402
00:23:06.155 --> 00:23:08.255
then we're looking at probably

403
00:23:08.875 --> 00:23:13.135
the last week in July, the first week in August to have it on-site.

404
00:23:13.674 --> 00:23:16.170
Is that about right for you? Yes.

405
00:23:16.550 --> 00:23:19.210
No. But if they say to you, we're having

406
00:23:19.750 --> 00:23:21.210
a family reunion

407
00:23:21.990 --> 00:23:22.889
August 15,

408
00:23:23.270 --> 00:23:29.770
and we need this. We want this in that for them. Then August 15 is sixteen weeks away.

409
00:23:30.125 --> 00:23:32.385
If we subtract fourteen weeks,

410
00:23:32.845 --> 00:23:34.065
then we can say

411
00:23:35.085 --> 00:23:38.785
what I call the drop dead deposit date, which is an appointment,

412
00:23:39.485 --> 00:23:40.145
to say

413
00:23:40.445 --> 00:23:45.960
that means that we have until no later than May 3

414
00:23:46.340 --> 00:23:48.760
to get this finalized and ordered.

415
00:23:48.900 --> 00:23:55.320
So let's either make an appointment for May 3 or for some time between now and then and make an appointment.

416
00:23:56.020 --> 00:23:58.600
So this will help you to make appointments

417
00:23:59.485 --> 00:24:01.105
by making the time

418
00:24:01.885 --> 00:24:04.705
real for them in a way that it isn't right now.

419
00:24:04.764 --> 00:24:10.544
When we give ranges early in the month, late in the month, twelve weeks, they're not thinking that way.

420
00:24:10.605 --> 00:24:14.144
We need to start talking about what that actually looks like

421
00:24:14.590 --> 00:24:15.090
in

422
00:24:15.470 --> 00:24:16.610
time in

423
00:24:17.950 --> 00:24:18.769
time. Okay.

424
00:24:19.230 --> 00:24:22.769
Other questions sorry. Alright. Any other questions on appointments so far?

425
00:24:24.990 --> 00:24:25.490
Okay.

426
00:24:27.644 --> 00:24:31.745
So I'm gonna go to some of your chat questions and see if I can answer those.

427
00:24:32.365 --> 00:24:36.385
Okay. My salespeople say that the customers don't wanna commit to a time.

428
00:24:37.565 --> 00:24:41.930
Okay. I would suggest that what happens with that, Ally, is this.

429
00:24:43.270 --> 00:24:45.690
Yeah. Yeah. Thank you. So Yeah. Thank you. So

430
00:24:46.950 --> 00:24:49.370
I would say that they haven't They

431
00:24:49.670 --> 00:24:50.170
haven't?

432
00:24:51.110 --> 00:24:52.090
Made the appointment

433
00:24:53.190 --> 00:24:54.810
of value to the customer.

434
00:24:56.924 --> 00:24:57.424
Right?

435
00:24:58.445 --> 00:25:03.585
So customers are gonna buy the concept of an appointment because they see it as a benefit to them.

436
00:25:04.125 --> 00:25:07.184
Right? They're not gonna buy it because it's a benefit to you.

437
00:25:07.485 --> 00:25:11.460
So if you say and I don't mean that in a harsh way, although it might have sounded harsh.

438
00:25:12.500 --> 00:25:15.620
That if if you if there are whatever

439
00:25:16.020 --> 00:25:18.520
consider this. For retail salespeople,

440
00:25:19.779 --> 00:25:24.120
whatever is keeping them from buying today is the reason they should make an appointment.

441
00:25:24.565 --> 00:25:26.505
Whatever is keeping them from buying today

442
00:25:26.885 --> 00:25:27.865
is their homework

443
00:25:28.165 --> 00:25:29.945
to keep them tethered to you

444
00:25:30.405 --> 00:25:37.225
between now and the appointment, and you wanna stay in touch with them between now and the appointment so that they don't disappear.

445
00:25:38.400 --> 00:25:43.700
So if you give them homework because think about it. No one gets homework on the last day of school.

446
00:25:44.320 --> 00:25:48.500
So homework implies something's coming after that. Right?

447
00:25:48.880 --> 00:25:54.095
So that if someone says I need to bring my husband back, then you say that'll be your homework.

448
00:25:54.635 --> 00:25:56.895
If someone says I need to double check the measurement,

449
00:25:57.275 --> 00:25:58.575
that will be your homework.

450
00:25:58.955 --> 00:26:05.135
If someone says I need to see how this is gonna look in the room, how this fabric's gonna look in the room, that will be your homework.

451
00:26:06.800 --> 00:26:07.780
Right? So

452
00:26:08.240 --> 00:26:11.460
when there's homework, then there's gonna be another meeting.

453
00:26:11.920 --> 00:26:14.080
And the homework doesn't require coming back in.

454
00:26:14.080 --> 00:26:16.340
If they're gonna measure it, double check a measurement,

455
00:26:16.640 --> 00:26:17.940
that will be your homework.

456
00:26:18.045 --> 00:26:24.305
And let's set and you can still do the meet again or or speak again, which is what is the best solution.

457
00:26:24.685 --> 00:26:26.785
So, Ali, I would say that

458
00:26:27.325 --> 00:26:32.145
what tends to go along with the customers don't wanna commit to a time is because

459
00:26:32.850 --> 00:26:33.510
the salesperson

460
00:26:33.890 --> 00:26:39.190
asked when do you wanna come back, and the customer was vague in responding to that.

461
00:26:39.410 --> 00:26:41.350
If the salesperson had said,

462
00:26:41.809 --> 00:26:43.750
morning or afternoon better for you,

463
00:26:44.370 --> 00:26:48.150
great. I have Tuesday at ten or Wednesday at eleven, which is best,

464
00:26:48.664 --> 00:26:52.924
that customer would commit to a time, especially if there's a reason

465
00:26:53.304 --> 00:26:55.885
to meet again or speak again to get something done.

466
00:26:56.345 --> 00:26:56.845
And

467
00:26:59.705 --> 00:27:00.765
as salespeople,

468
00:27:01.225 --> 00:27:02.445
the sense of urgency

469
00:27:03.950 --> 00:27:04.770
is helpful

470
00:27:05.390 --> 00:27:07.890
when the sense of urgency is theirs.

471
00:27:09.630 --> 00:27:12.050
So the sale ends at the end of the month,

472
00:27:12.510 --> 00:27:16.610
may not be a sense of urgency unless pricing was a priority.

473
00:27:18.345 --> 00:27:19.565
It may not be,

474
00:27:20.105 --> 00:27:20.845
an emergency

475
00:27:21.225 --> 00:27:21.725
unless

476
00:27:22.505 --> 00:27:31.405
there are whatever the sense of urgency is, have it be based on them versus based on you because then you can use that sense of urgency

477
00:27:31.785 --> 00:27:36.300
to get something to happen, But you won't get it to happen if it's your urgency.

478
00:27:37.240 --> 00:27:40.540
So, Ali, did that answer that question for you?

479
00:27:43.720 --> 00:27:44.940
Yes. Thank you.

480
00:27:45.240 --> 00:27:47.340
Is there anything left with it?

481
00:27:48.485 --> 00:27:48.845
Any No.

482
00:27:48.965 --> 00:27:53.465
Anything that if you were to take that back to your team, they would give you the, yeah, but what about

483
00:27:53.845 --> 00:27:54.345
thing?

484
00:27:57.925 --> 00:28:00.995
Say that again? Yeah. If if you just do

485
00:28:01.440 --> 00:28:06.019
we do, like, fabric samples where they'll they'll take fabric home for a few days,

486
00:28:06.480 --> 00:28:14.820
and I have a lot easier time getting them to commit to an appointment once they know, like, exactly what we wanna do when it comes down to buying.

487
00:28:15.315 --> 00:28:20.375
But the actual process of getting there and, like, going home to measure, going home to look at colors,

488
00:28:21.075 --> 00:28:22.455
they do not want

489
00:28:23.635 --> 00:28:29.315
to prioritize that as much as the beginning. What do I like in the end? Okay. Now I'm ready.

490
00:28:29.315 --> 00:28:33.130
I feel like. But I also am not great at offering

491
00:28:33.510 --> 00:28:36.490
morning, afternoon. I think that would be for sure helpful.

492
00:28:37.510 --> 00:28:40.570
So, Ally, is your people trade or retail?

493
00:28:41.270 --> 00:28:41.770
Retail.

494
00:28:42.230 --> 00:28:43.210
Okay. So

495
00:28:44.155 --> 00:28:44.655
so,

496
00:28:45.675 --> 00:28:46.175
so

497
00:28:46.715 --> 00:28:49.775
stay on the horse with me for this. So one of the things

498
00:28:50.315 --> 00:28:52.975
that and this is actually true for trade or retail.

499
00:28:53.195 --> 00:28:59.615
But one of our greatest values as salespeople in our showroom is that we know how things go.

500
00:29:00.230 --> 00:29:09.050
We know the actions that need to happen in order for a sale to occur, in order for someone to have the confidence to take action as a customer.

501
00:29:09.670 --> 00:29:11.930
So if we tell them

502
00:29:12.470 --> 00:29:13.370
what happens

503
00:29:13.670 --> 00:29:16.315
and say, this is what needs to happen.

504
00:29:16.935 --> 00:29:18.555
Right? This is what needs to happen.

505
00:29:18.935 --> 00:29:19.435
That,

506
00:29:19.815 --> 00:29:21.415
we need to double check the measurements.

507
00:29:21.415 --> 00:29:24.455
We need to check and see that this is gonna work, blah blah blah.

508
00:29:24.455 --> 00:29:26.850
And this shouldn't take us more than two or three days.

509
00:29:27.169 --> 00:29:31.510
Like, if you tell them what the actions are in the expected time frame,

510
00:29:32.049 --> 00:29:35.890
then they can think, oh, yeah. Well, that makes sense. And then say, great.

511
00:29:35.890 --> 00:29:44.525
So then let's just look at it that way and and then look at, you know, four, five days out and see since I know you wanna have this for the family reunion.

512
00:29:45.304 --> 00:29:52.684
Let's see what what day works best for us to meet again or speak again to get the next to take the next step here.

513
00:29:52.890 --> 00:29:55.790
I didn't even say to buy it, but to take the next step.

514
00:29:57.210 --> 00:29:57.950
That's all.

515
00:29:59.130 --> 00:30:03.290
I also believe that we need to do confirmation calls and set up when that's gonna happen.

516
00:30:03.290 --> 00:30:04.750
So if you have a 10:00

517
00:30:05.585 --> 00:30:06.085
appointment

518
00:30:06.465 --> 00:30:07.605
to meet, especially

519
00:30:07.905 --> 00:30:09.685
in person because you get

520
00:30:10.385 --> 00:30:13.285
as salespeople, we get turned off really quickly.

521
00:30:13.745 --> 00:30:17.105
If we keep getting burned, we make appointments and nobody shows.

522
00:30:17.105 --> 00:30:19.105
We're gonna say to hell with those appointment things.

523
00:30:19.105 --> 00:30:21.809
They don't work, and we're gonna stop doing them.

524
00:30:22.029 --> 00:30:25.409
Instead of really examining, is the way that I'm doing them working?

525
00:30:26.110 --> 00:30:29.009
Right? So if you say, I'm gonna call you

526
00:30:29.470 --> 00:30:31.889
between three and five the night before

527
00:30:32.350 --> 00:30:38.385
to hear how you're doing with your homework, to hear what you might have noticed, and to confirm our meeting the next day.

528
00:30:38.765 --> 00:30:42.465
Then you increase the likelihood of doing that, plus

529
00:30:43.005 --> 00:30:44.705
send a calendar invitation.

530
00:30:45.245 --> 00:30:48.145
We're all used to it now. We're used to getting

531
00:30:48.730 --> 00:30:49.230
five

532
00:30:49.610 --> 00:30:50.990
texts from the dentist

533
00:30:51.690 --> 00:30:54.190
starting three weeks before the dentist appointment.

534
00:30:54.570 --> 00:30:55.789
We're used to this.

535
00:30:56.090 --> 00:30:58.029
So us using these methods

536
00:30:58.570 --> 00:31:01.549
to make to start to really confirm our appointment times

537
00:31:01.875 --> 00:31:07.015
is not something that people are unused to like they were when I was talking about this five years ago.

538
00:31:07.315 --> 00:31:11.415
We've been we're in a different place, so we're not gonna get as much pushback from people

539
00:31:12.035 --> 00:31:14.215
making appointments with us, especially

540
00:31:14.675 --> 00:31:18.440
if there's a deadline that we need to hit or some other sense of urgency.

541
00:31:19.300 --> 00:31:24.200
So, Ali, it was a great question. And you're gonna get this that you can show this to your team.

542
00:31:25.380 --> 00:31:27.480
Thank you. You're very welcome.

543
00:31:28.260 --> 00:31:28.760
Okay.

544
00:31:28.900 --> 00:31:34.105
Jackie says, making an outreach appointment can be challenging with someone else's busy schedule.

545
00:31:34.165 --> 00:31:35.705
Sometimes they get no response.

546
00:31:36.405 --> 00:31:38.505
Alright. I'm gonna give you something that

547
00:31:38.885 --> 00:31:43.305
and it doesn't always work, but it works enough. And it's what I call a verbal equation.

548
00:31:44.320 --> 00:31:45.300
It's a verbal

549
00:31:45.920 --> 00:31:46.420
equation.

550
00:31:46.720 --> 00:31:48.020
And here's the equation.

551
00:31:48.880 --> 00:31:49.540
The word

552
00:31:49.840 --> 00:31:50.340
since,

553
00:31:50.720 --> 00:31:52.340
s I n c

554
00:31:53.600 --> 00:31:55.220
e, followed by a fact,

555
00:31:56.495 --> 00:31:57.715
followed by a question.

556
00:31:58.655 --> 00:32:00.995
In selling, it's called lead with the objection.

557
00:32:01.935 --> 00:32:02.435
Right?

558
00:32:02.975 --> 00:32:04.595
So here's an example.

559
00:32:05.295 --> 00:32:07.555
Since we both have busy schedules,

560
00:32:08.175 --> 00:32:09.795
is it easier for us

561
00:32:10.440 --> 00:32:13.820
to to for me to come to yours to your,

562
00:32:14.760 --> 00:32:17.340
office or for you to come to the showroom?

563
00:32:21.000 --> 00:32:26.895
Since, followed by a fact, that's gonna be what their objection would be. You're bringing it up.

564
00:32:27.195 --> 00:32:32.735
And now you're asking, since that is actually in play and part of what we're dealing with,

565
00:32:33.035 --> 00:32:36.095
what's the best way to take the next step?

566
00:32:37.280 --> 00:32:42.020
What's the best way for us to meet? What's the best way for me to exchange information?

567
00:32:43.919 --> 00:32:45.700
Since your schedule is busy,

568
00:32:46.960 --> 00:32:51.700
what's the next step? Is it better for me to work with the junior designers?

569
00:32:52.035 --> 00:32:55.075
This is for trade outside people or trade people.

570
00:32:55.075 --> 00:33:03.495
Is it better for me to work with junior designers to get this information in your hands, or is it better for me to drop by and do,

571
00:33:04.035 --> 00:33:05.495
a library refresh?

572
00:33:07.570 --> 00:33:12.210
Because we got a lot of them that aren't doing lunch and learns right now because it's like we're so busy.

573
00:33:12.210 --> 00:33:13.590
The busy ones are busy.

574
00:33:16.770 --> 00:33:17.270
Right?

575
00:33:17.890 --> 00:33:18.390
Okay.

576
00:33:21.635 --> 00:33:24.215
So let me look at the next one. So this is,

577
00:33:25.795 --> 00:33:26.295
Xanagil.

578
00:33:28.675 --> 00:33:34.295
Cancellations are very frustrating. Sometimes I I I sometimes get them the same day.

579
00:33:36.029 --> 00:33:36.529
Okay.

580
00:33:40.669 --> 00:33:44.769
So one of the things that might help, one is I would call to confirm the day before,

581
00:33:46.350 --> 00:33:47.490
but I would also

582
00:33:49.615 --> 00:33:50.355
maybe either

583
00:33:52.655 --> 00:33:57.795
there may be many things and pick from them. One is I would have an agenda for the meeting,

584
00:33:58.415 --> 00:34:02.275
and there may be some things that you send them to prepare them

585
00:34:02.850 --> 00:34:06.710
So that you wanna stay on their radar and continue to be a value

586
00:34:07.010 --> 00:34:07.670
to them.

587
00:34:08.130 --> 00:34:12.389
The other thing I would say this for any of the outside people

588
00:34:12.770 --> 00:34:14.949
or any trade people who go to showrooms

589
00:34:15.785 --> 00:34:18.605
is if you are looking to get an appointment

590
00:34:19.385 --> 00:34:20.364
with a designer,

591
00:34:22.105 --> 00:34:23.725
I would say that

592
00:34:25.145 --> 00:34:25.965
I would say

593
00:34:26.265 --> 00:34:28.925
I would like I would like to do x.

594
00:34:29.239 --> 00:34:31.339
I will be twenty minutes

595
00:34:31.719 --> 00:34:35.900
no longer than twenty minutes. I promise I will not waste your time.

596
00:34:36.359 --> 00:34:41.900
I will not be longer than twenty minutes. And whatever you're going there to do, do one thing.

597
00:34:42.435 --> 00:34:48.055
Because I think one of the things that happens with a lot of reps that finally get in to a designer studio

598
00:34:48.435 --> 00:34:51.335
is they try to do too many things and they don't leave.

599
00:34:51.955 --> 00:34:55.735
Right? Or they they're trying to talk to people and meet they're trying to

600
00:34:56.150 --> 00:34:58.170
capitalize, and I completely get it.

601
00:34:58.550 --> 00:35:04.570
Optimize this visit, but it's too much. And so they thank god, they gotta get out of here.

602
00:35:04.870 --> 00:35:09.350
Instead of saying, I'm gonna do one thing. I've looked at such and such on your on your website.

603
00:35:09.350 --> 00:35:10.730
There is a a new

604
00:35:11.145 --> 00:35:14.905
fabric line that I really wanna show you. I won't be longer than twenty minutes.

605
00:35:14.905 --> 00:35:16.825
I promise I will not waste your time.

606
00:35:16.825 --> 00:35:20.125
And when you get there, set another appointment for something else.

607
00:35:20.185 --> 00:35:26.990
But don't try to do so many things in that one visit that we become a burden to them because that's what they're avoiding.

608
00:35:27.290 --> 00:35:31.710
So keep it to fewer things because if you're looking to cultivate that relationship,

609
00:35:32.090 --> 00:35:36.350
you wanna be drip, drip, drip, drip, dripping into that relationship anyway.

610
00:35:36.570 --> 00:35:39.470
Next time, it'll be lighting. Next time, it'll be upholstery.

611
00:35:40.145 --> 00:35:45.125
So allow yourself space and grace to be able to build the relationship

612
00:35:45.665 --> 00:35:46.964
by doing it that way.

613
00:35:48.065 --> 00:35:48.565
Okay.

614
00:35:49.105 --> 00:35:50.724
Does would that be helpful?

615
00:35:52.305 --> 00:35:52.805
Yes.

616
00:35:53.760 --> 00:35:55.060
Oh, good. Okay.

617
00:35:56.000 --> 00:35:56.500
Alright.

618
00:35:56.880 --> 00:36:01.460
What else do you have? What are some of the other struggles? And I am game to actually

619
00:36:02.160 --> 00:36:04.980
be you and you be your worst nightmare,

620
00:36:05.440 --> 00:36:08.820
and we'll can play it out. Whatever you wanna do, it's your time.

621
00:36:09.005 --> 00:36:13.025
So what are some of the other struggles that you have? Joby, give me the one that you said again.

622
00:36:14.765 --> 00:36:18.365
Okay. How many people are setting next appointments when they finish the current one?

623
00:36:18.365 --> 00:36:19.745
That's a very good question.

624
00:36:20.445 --> 00:36:20.945
So

625
00:36:21.245 --> 00:36:23.985
let's say that you did that twenty minute meeting,

626
00:36:24.930 --> 00:36:32.630
And you say, I would like to now that I've got a chance to look at some of the projects you've got on the board, I really would like you to see our lighting line.

627
00:36:32.690 --> 00:36:37.515
Can we look at our schedules to see when I can spend another twenty minutes to show that to you?

628
00:36:37.595 --> 00:36:38.335
Because he's

629
00:36:38.635 --> 00:36:41.135
right. When you leave that up that opportunity,

630
00:36:41.674 --> 00:36:42.894
set another meeting.

631
00:36:43.994 --> 00:36:48.255
I mean, some of the firms right now are scheduling out six months, seven months.

632
00:36:49.275 --> 00:36:54.270
And if you don't schedule the appointment while you're there with them, you may never get another one till next year.

633
00:36:54.570 --> 00:36:56.270
You may never. Yeah.

634
00:36:56.570 --> 00:36:57.070
Right?

635
00:36:58.570 --> 00:36:59.070
So

636
00:37:01.290 --> 00:37:02.910
I know that the cultivation

637
00:37:03.290 --> 00:37:05.790
process in trade is different from retail,

638
00:37:07.025 --> 00:37:07.525
And

639
00:37:07.905 --> 00:37:10.565
it's b to b versus b to c. Right?

640
00:37:11.105 --> 00:37:12.245
And I think that

641
00:37:12.785 --> 00:37:15.205
I wonder if we're doing

642
00:37:15.585 --> 00:37:16.085
adequate

643
00:37:18.480 --> 00:37:19.940
investigation and cultivation

644
00:37:20.880 --> 00:37:22.260
to get on their radar.

645
00:37:22.880 --> 00:37:24.020
Right? And

646
00:37:24.320 --> 00:37:30.260
by that, I mean, like, look at their social stuff, look at the things that they follow, look at the things that they,

647
00:37:31.280 --> 00:37:33.060
that they're interested in,

648
00:37:34.125 --> 00:37:36.625
and start the cultivation process so that

649
00:37:37.245 --> 00:37:38.705
if you see a,

650
00:37:39.405 --> 00:37:43.905
excuse me, an article in business of home that resonates with something that

651
00:37:44.445 --> 00:37:44.945
they,

652
00:37:46.770 --> 00:37:48.390
have shown an interest in,

653
00:37:48.770 --> 00:37:52.150
take a take a copy of it and mail it to them.

654
00:37:52.450 --> 00:37:57.010
Because they don't people don't always wanna open links in an email, so they'll avoid that.

655
00:37:57.010 --> 00:38:01.510
Or cut and paste it and drop it into an email and say, I thought of you when I read this,

656
00:38:02.275 --> 00:38:05.955
especially in but it's gotta have relevance to something specific versus just a

657
00:38:06.755 --> 00:38:09.415
you know, it's a it's a blind email to everyone.

658
00:38:09.875 --> 00:38:11.975
But especially since the the Montecito

659
00:38:12.515 --> 00:38:15.895
project that you did, this really reminded me of that about you.

660
00:38:16.850 --> 00:38:21.830
And so I think there are a lot of, like, drip drip drip cultivation activities that we can get

661
00:38:22.130 --> 00:38:25.510
that when you do call them and reach out to them to get an appointment.

662
00:38:26.210 --> 00:38:31.910
The other is I was talking with a, a designer in boss in Boston Design Center. He's got

663
00:38:32.265 --> 00:38:36.045
two showrooms. One is his own showroom, the other is a multiline showroom.

664
00:38:37.065 --> 00:38:38.285
And I asked him,

665
00:38:40.025 --> 00:38:42.684
what do you think I I should be talking to

666
00:38:43.145 --> 00:38:45.964
showroom I should be talking to reps about

667
00:38:46.760 --> 00:38:47.820
when it comes to

668
00:38:48.280 --> 00:38:50.940
calling on you and calling on showrooms.

669
00:38:51.560 --> 00:38:52.619
And he said,

670
00:38:53.560 --> 00:38:54.619
I think that

671
00:38:55.160 --> 00:39:00.140
he said, I he said, I have lots of projects that I work on. And as the principal designer,

672
00:39:00.865 --> 00:39:03.525
there are certain elements of every project

673
00:39:04.065 --> 00:39:04.885
that I

674
00:39:05.505 --> 00:39:08.385
source, but there's probably 25%

675
00:39:08.385 --> 00:39:12.245
of the project of the project that I say these are the things I want.

676
00:39:12.305 --> 00:39:16.370
These are the signature pieces. These are the important things that I will really do.

677
00:39:16.370 --> 00:39:19.170
He said, but there can be 50 to 75%

678
00:39:19.170 --> 00:39:23.970
of the project that my team sources. He said, but nobody talks to my team.

679
00:39:23.970 --> 00:39:27.615
Nobody tries to get in and see my team. They all try to get in and see me.

680
00:39:27.695 --> 00:39:30.035
He said, but I'm not the one making all the decisions.

681
00:39:30.255 --> 00:39:34.595
He said, go for them because they're the ones you wanna build relationships with.

682
00:39:34.655 --> 00:39:36.035
You can get to me eventually,

683
00:39:36.415 --> 00:39:42.515
but you're gonna get a lot more if you focus on them and not look at them, you know,

684
00:39:43.220 --> 00:39:46.740
not dismissively. But you know what I mean, that it's not really worth your time.

685
00:39:46.740 --> 00:39:48.180
You wanna go for the big fish.

686
00:39:48.180 --> 00:39:53.240
He said, go for them because they make a lot of decisions and they don't require me,

687
00:39:54.980 --> 00:39:56.519
which I thought was a great idea.

688
00:39:57.075 --> 00:39:57.734
Right? Okay.

689
00:40:00.515 --> 00:40:01.015
Okay.

690
00:40:03.315 --> 00:40:04.615
So it would be

691
00:40:05.315 --> 00:40:08.535
for the trade showroom people, it would be a big deal

692
00:40:09.280 --> 00:40:10.820
if you really sought

693
00:40:12.960 --> 00:40:14.260
to schedule appointments

694
00:40:15.040 --> 00:40:16.660
with every quote,

695
00:40:17.040 --> 00:40:19.620
especially if they're in the showroom with you

696
00:40:20.480 --> 00:40:25.455
or if you're on the phone talking about what you're gonna be sending them as samples.

697
00:40:26.395 --> 00:40:30.015
Let's set up a time. I know you're gonna like, if I gave you say,

698
00:40:30.795 --> 00:40:34.395
when are you gonna be presenting to the client? If I gave you exit like that.

699
00:40:34.395 --> 00:40:36.494
You want to be looking for an opening

700
00:40:36.950 --> 00:40:40.810
to set appointments with everyone. So you need to sharpen your listening

701
00:40:41.430 --> 00:40:43.130
and dial up your opportunism

702
00:40:44.150 --> 00:40:45.450
to be looking for

703
00:40:46.630 --> 00:40:51.290
offering that as the outcome to that call so that every interaction,

704
00:40:52.375 --> 00:40:53.755
you set something up

705
00:40:54.215 --> 00:40:59.595
to meet again or speak again. Every single one. You're going into it looking for that opportunity.

706
00:41:00.855 --> 00:41:02.315
Not to just be helpful

707
00:41:02.775 --> 00:41:04.315
and not to just be informative,

708
00:41:05.095 --> 00:41:09.170
but to be to actually close the loop on that interaction.

709
00:41:10.270 --> 00:41:10.770
Seriously.

710
00:41:11.150 --> 00:41:13.490
And everyone's not doing that, but

711
00:41:13.869 --> 00:41:17.810
a lot of people are. I saw that Lindsey. Lindsey, are you on the call?

712
00:41:20.829 --> 00:41:22.930
I hi, Jody. I am.

713
00:41:23.265 --> 00:41:25.845
Hi. Tell us how you're doing with making appointments.

714
00:41:26.865 --> 00:41:35.365
So I've been doing a lot better because I've been out of the showroom more, so it requires me to make appointments because I'm not just automatically there anymore.

715
00:41:35.760 --> 00:41:39.300
So even just being out of the showroom a couple days a week is

716
00:41:39.600 --> 00:41:46.080
now my clients understand my schedule, so I always say to them so it forces me when I do send a quote.

717
00:41:46.080 --> 00:41:50.715
It's not just like, hey, stop by, or, hey, let me know what you need. Like like, are you ready?

718
00:41:50.795 --> 00:41:52.875
I'm I'm more focused with, you know

719
00:41:53.595 --> 00:41:56.975
listen. I I've got Wednesday and Monday next week.

720
00:41:57.115 --> 00:41:59.515
Do you wanna come into the showroom, or do you want me to come to you?

721
00:41:59.515 --> 00:42:01.375
And it's really been working beautifully.

722
00:42:02.555 --> 00:42:06.160
So and and what's it showing in result in sales results for you?

723
00:42:06.160 --> 00:42:09.140
I mean, is that how's the rubber meeting the road with that?

724
00:42:09.840 --> 00:42:14.640
I I think I mean, I can't say, like, an exact number, but my sales are improving.

725
00:42:14.640 --> 00:42:20.155
I don't know if it's all tied to that. There's a lot I do, but they're definitely on the up and up.

726
00:42:20.535 --> 00:42:23.675
That's the key. Right? We're looking for progress, not perfection.

727
00:42:24.055 --> 00:42:24.875
Yeah. Exactly.

728
00:42:25.335 --> 00:42:29.755
Okay. Shar, I have a new product that I wanna show several high end shops

729
00:42:30.480 --> 00:42:32.000
that I know would be good fits.

730
00:42:32.000 --> 00:42:35.040
I don't know how to break through, get an appointment with the buyer.

731
00:42:35.040 --> 00:42:37.619
If they've never heard of me, it's very difficult to do.

732
00:42:37.680 --> 00:42:41.220
If I'm rejected by the person who answers the phone, then it's awkward to subsequently

733
00:42:41.760 --> 00:42:43.700
pursue by other means. What are your suggestions?

734
00:42:44.080 --> 00:42:47.475
I think that this so thank you, Shar, for that question.

735
00:42:47.855 --> 00:42:53.395
So look. We're we've ended the first quarter of the calendar year. We're now in the second quarter.

736
00:42:54.415 --> 00:43:01.710
If you you wanna be looking at what your goals are for the year and how you're doing with that, but you also wanna have, in terms of client cultivation,

737
00:43:02.250 --> 00:43:03.870
you should have a hot list

738
00:43:04.250 --> 00:43:10.570
of people that, like, Scarlett after the war, as god is my witness, they are gonna be a client of mine by the end of the year.

739
00:43:10.570 --> 00:43:15.550
Like, you honestly wanna take some of those on because that is drip, drip, drip client cultivation.

740
00:43:16.295 --> 00:43:17.995
You know, whether you're sending them,

741
00:43:18.615 --> 00:43:23.355
I don't know, organic seeds for their garden for the summer in a note,

742
00:43:23.655 --> 00:43:26.235
or you wanna be doing lots of

743
00:43:26.535 --> 00:43:32.210
ongoing things so that when you do pick up the phone and call them, they say, I know who she is.

744
00:43:32.510 --> 00:43:33.730
I know who she is.

745
00:43:34.430 --> 00:43:34.930
That

746
00:43:35.790 --> 00:43:36.990
let me give you an example.

747
00:43:36.990 --> 00:43:40.770
She's not on the call right now, but, Dania Lane, she was with Waterworks.

748
00:43:40.830 --> 00:43:43.730
She's at with Janice at sea right now, VP of sales.

749
00:43:44.184 --> 00:43:47.625
And they were cultivating when she was with Waterworks, they were cultivating a client.

750
00:43:47.625 --> 00:43:51.964
It was hard to get in, hard to get in. Finally, they they got in. They met with the principals,

751
00:43:52.505 --> 00:43:57.625
but it was awkward. It was awkward. And one of the things that she did, they're sitting at the desk.

752
00:43:57.625 --> 00:43:59.085
She looks up and on the credenza,

753
00:43:59.770 --> 00:44:01.310
over the credenza behind

754
00:44:01.770 --> 00:44:02.510
their desk

755
00:44:02.890 --> 00:44:04.350
was a picture of a pug.

756
00:44:05.290 --> 00:44:06.110
So Dania

757
00:44:07.130 --> 00:44:12.010
says, who's got the pug? So the owner of the pug, because they were print two principals.

758
00:44:12.010 --> 00:44:14.110
They were partners. She said, oh, that's Henry.

759
00:44:14.465 --> 00:44:19.205
So now there's a conversation around Henry. But, Dania, because she's a very good salesperson,

760
00:44:19.745 --> 00:44:22.805
didn't take that as an opportunity to talk about her French bulldog.

761
00:44:23.025 --> 00:44:26.165
She stayed that on the Henry topic. Right?

762
00:44:26.625 --> 00:44:27.685
So they leave.

763
00:44:28.050 --> 00:44:30.690
You know, it's all it's great. They set up another appointment.

764
00:44:30.690 --> 00:44:35.190
They leave, and Dania goes and buys an organic dog biscuit,

765
00:44:36.130 --> 00:44:40.230
wraps it up, puts it in a little package, and sends it to Henry

766
00:44:40.610 --> 00:44:41.510
care of

767
00:44:41.810 --> 00:44:42.550
the owner.

768
00:44:44.445 --> 00:44:45.905
They were in forever.

769
00:44:47.005 --> 00:44:51.905
But that's the kind of stuff that you wanna get your antenna up there and start looking for

770
00:44:52.525 --> 00:44:53.745
connection details

771
00:44:54.925 --> 00:44:57.585
that that show the level of

772
00:44:58.650 --> 00:45:02.990
interest you have in pursuing them. So Joby's on the call. Joby, you're still here?

773
00:45:06.250 --> 00:45:06.750
Yes.

774
00:45:07.770 --> 00:45:09.150
So I met Joby,

775
00:45:09.609 --> 00:45:13.230
I don't know, twenty years ago, Joby? I think a little more than that.

776
00:45:15.125 --> 00:45:15.625
Okay.

777
00:45:16.005 --> 00:45:20.244
And we met at I think we met at High Point Furniture Mart. We met at High Point.

778
00:45:20.244 --> 00:45:22.744
You were still in Henredon then. Right? Mhmm.

779
00:45:22.805 --> 00:45:27.285
We met at High Point, and I don't know how we got to talking about it, but Jobe and I are both Leos.

780
00:45:27.285 --> 00:45:31.119
And, of course, Leos talk about what are you in July? We do that, like, thing.

781
00:45:31.420 --> 00:45:34.960
Right? So I get Joby's birthday. I send him a birthday card.

782
00:45:36.859 --> 00:45:37.359
Right?

783
00:45:38.140 --> 00:45:39.440
And it started there.

784
00:45:39.845 --> 00:45:42.244
Right? That's how it started. And so

785
00:45:42.644 --> 00:45:45.625
I said no multiple times before I thought he said yes.

786
00:45:46.644 --> 00:45:50.904
He did. Right? But it's it's so when you think of it as client cultivation

787
00:45:51.204 --> 00:45:53.865
with the with the with the emphasis on cultivation.

788
00:45:54.360 --> 00:45:58.300
But when you think of, like, what are some good cult cultivation activities?

789
00:45:59.240 --> 00:46:01.340
There was a person I worked with in Chicago.

790
00:46:02.120 --> 00:46:04.300
She was a top salesperson, retail salesperson.

791
00:46:04.840 --> 00:46:09.820
In her thank you notes, I kid you not, in her thank you notes, she would put

792
00:46:11.055 --> 00:46:12.275
flower seeds

793
00:46:12.974 --> 00:46:17.715
for forget me not flower seeds, which I thought was too precious.

794
00:46:18.415 --> 00:46:23.474
But not only and, of course, you'd have a you have an envelope that's now puffy.

795
00:46:23.775 --> 00:46:24.275
Right?

796
00:46:25.190 --> 00:46:30.009
And what she would do is not only did she sent she sent those to all of her customers.

797
00:46:31.750 --> 00:46:44.935
But she also enrolled everyone in her family and everyone in her social circle that when they went to Lowe's or CVS or Home Depot, they would buy forget me nots, and they would get her forget me not seeds.

798
00:46:45.955 --> 00:46:50.775
Right? So it was like this, and it was brilliant. She was the top salesperson in the organization,

799
00:46:51.620 --> 00:46:53.640
and most of it was referral business.

800
00:46:55.380 --> 00:47:00.760
Right? So to start to look for those small things that because Shar's right.

801
00:47:00.820 --> 00:47:05.480
We've gotta get on their radar when they're busy so that they'll say yes.

802
00:47:06.065 --> 00:47:08.145
So what are the ways of getting on their radar?

803
00:47:08.145 --> 00:47:14.085
Certainly, following them on social media, commenting on their things with things that are really specific,

804
00:47:15.745 --> 00:47:21.050
and and starting that way. And not in a, like, a creepy stalking way, but in

805
00:47:21.510 --> 00:47:24.490
a that makes sense kind of way to them.

806
00:47:25.270 --> 00:47:25.770
Okay.

807
00:47:26.870 --> 00:47:27.930
Any other questions?

808
00:47:29.270 --> 00:47:34.250
And you can shout them out. Toby, did I answer your question? I still don't know if I did. Yeah.

809
00:47:34.710 --> 00:47:35.210
Okay.

810
00:47:38.945 --> 00:47:41.125
Okay. Any other questions then?

811
00:47:41.745 --> 00:47:44.805
Okay. I have one if no one else is. Okay. Good.

812
00:47:45.745 --> 00:47:51.365
How do you met how does any anyone else on the call or, Jody, how would you envision how do you measure

813
00:47:51.800 --> 00:47:54.940
the value and the benefit of the drop offs and drop buys?

814
00:47:55.320 --> 00:47:56.700
Like, we're tracking them

815
00:47:57.400 --> 00:48:00.619
now as a company, so we know how many we're doing every week.

816
00:48:02.520 --> 00:48:03.810
But how do you

817
00:48:06.015 --> 00:48:13.234
I mean, I guess, other than, you know, our quotes and orders coming out of the drop offs and drop buys, but with our cycle time

818
00:48:13.535 --> 00:48:16.914
into the trade and with custom projects and that kind of stuff.

819
00:48:17.214 --> 00:48:18.595
So that's the first question.

820
00:48:18.654 --> 00:48:22.579
Is is anyone doing something that maybe I'm not thinking of for measuring that?

821
00:48:22.579 --> 00:48:23.799
Or do you have any suggestions?

822
00:48:26.099 --> 00:48:26.760
And then

823
00:48:27.299 --> 00:48:27.799
the

824
00:48:28.819 --> 00:48:38.355
mix between going to the because one of the things I've seen with my outside sales team is they get their foot in the door, and and this is a positive, I think, that,

825
00:48:38.815 --> 00:48:39.955
you know, they've they've

826
00:48:40.255 --> 00:48:40.755
they've

827
00:48:41.935 --> 00:48:45.955
created they've built the relationship, and now they can pop in more often.

828
00:48:46.619 --> 00:48:49.759
And so they're going and seeing the same people over and over and over again.

829
00:48:50.299 --> 00:48:51.759
And so I don't know that

830
00:48:52.460 --> 00:48:56.880
the value of 12 good lots of drop bys, if it's the same 12 people every week,

831
00:48:57.420 --> 00:48:58.319
is as valuable

832
00:48:58.619 --> 00:49:01.920
as if it's six of them are the same and six are new.

833
00:49:02.075 --> 00:49:08.575
And so is anyone setting benchmarks or goals for what the difference has is between that, or do you think it matters?

834
00:49:09.675 --> 00:49:11.135
Well, I think the first one,

835
00:49:11.515 --> 00:49:13.375
the first part in terms of

836
00:49:15.740 --> 00:49:18.640
what do you want the what do you want the drop off to create?

837
00:49:19.020 --> 00:49:22.619
Do you wanna get a quote from it? Do you wanna get two cards from it?

838
00:49:22.619 --> 00:49:26.640
Do you what's the outcome you're looking for in addition to the

839
00:49:26.940 --> 00:49:32.758
utility of a drop off? You know, the the the obvious function of it. So do I wanna find it?

840
00:49:32.758 --> 00:49:38.244
One of my one of my outside reps is on the call right now, and I keep saying we didn't hire you to be a glorified courier service.

841
00:49:38.785 --> 00:49:42.464
Right. We you said that that's just part of What's the outcome? What are you looking for?

842
00:49:42.464 --> 00:49:45.010
And did you accomplish that? Because if you don't have a target

843
00:49:45.810 --> 00:49:48.070
if you you can't improve what you don't measure.

844
00:49:48.130 --> 00:49:51.030
So if you don't know what it is you're looking to achieve,

845
00:49:51.490 --> 00:49:54.310
then we're gonna fall prey to the,

846
00:49:55.570 --> 00:49:58.395
they liked me. They found I was helpful.

847
00:49:58.395 --> 00:50:01.615
We're gonna go to those soft, vague things that can't be measured.

848
00:50:01.915 --> 00:50:06.315
There's that. And so if you say, I wanna get the names of I've met one person.

849
00:50:06.315 --> 00:50:08.175
I want two other business cards.

850
00:50:08.475 --> 00:50:14.550
Or you say, I wanna I wanna quote one thing that they're currently working on now that they haven't all resourced.

851
00:50:15.490 --> 00:50:16.309
Like, pick

852
00:50:17.170 --> 00:50:19.430
something, but there's gotta be an outcome

853
00:50:19.730 --> 00:50:23.510
that you're driving to and then measure your effectiveness with that.

854
00:50:23.970 --> 00:50:26.984
Right? So that you can start to measure it because of there's that.

855
00:50:26.984 --> 00:50:29.805
And then what Joby's pointing to, which is a real

856
00:50:30.184 --> 00:50:32.204
a real issue, it it happens with,

857
00:50:33.305 --> 00:50:34.605
it happens everywhere.

858
00:50:34.825 --> 00:50:40.184
And that is that we start to once we get a groove and they like us, we go to the same ones.

859
00:50:40.184 --> 00:50:41.085
We're and

860
00:50:41.840 --> 00:50:44.900
if you don't have that list of, say, 20 people

861
00:50:45.600 --> 00:50:58.315
on your target list for this year, 10 of whom you are going to get a quote with and five of them are gonna place an order so that you can start to really ratchet it up to what your effectiveness is.

862
00:50:58.615 --> 00:51:03.835
Because if you don't have a target list, everybody's equal, and everybody isn't equal.

863
00:51:03.895 --> 00:51:05.835
There are some people that absolutely

864
00:51:06.214 --> 00:51:10.234
should be doing business with you. Like and you gotta have that sense of incredulousness.

865
00:51:10.615 --> 00:51:14.450
Like, they they should like, we are the best for them

866
00:51:14.910 --> 00:51:17.250
so that you're sold on you being

867
00:51:17.790 --> 00:51:19.810
one of their top five,

868
00:51:20.190 --> 00:51:24.130
and then what do you have to do to be one of their top five?

869
00:51:24.190 --> 00:51:29.484
And then maybe further down the that that top 20 list, you're gonna be in the top 10.

870
00:51:29.785 --> 00:51:33.325
They don't go much beyond 15, so you gotta get there somehow.

871
00:51:33.545 --> 00:51:39.565
But I would say pick what your your targets are gonna be and then start to strategize your cultivation

872
00:51:40.400 --> 00:51:45.540
and then and then watch it. Like, how frequently are you gonna do that? How are you varying your,

873
00:51:46.320 --> 00:51:47.380
outreach actions?

874
00:51:48.720 --> 00:51:51.220
Do you have anyone that's a third party

875
00:51:51.520 --> 00:51:56.125
that could talk to them and say, you really should be meeting with Suzanne because

876
00:51:56.505 --> 00:51:57.245
blah blah

877
00:51:57.625 --> 00:51:58.365
blah? Like,

878
00:51:58.745 --> 00:51:59.965
what are your cultivation

879
00:52:00.585 --> 00:52:03.085
activities that you actually can take

880
00:52:03.705 --> 00:52:05.005
and measure its effectiveness?

881
00:52:05.625 --> 00:52:07.325
And expect to do this

882
00:52:07.910 --> 00:52:09.530
way longer than you expect

883
00:52:10.390 --> 00:52:11.690
in order to get it.

884
00:52:12.070 --> 00:52:15.050
But your if you have a top 20 list

885
00:52:15.430 --> 00:52:17.290
and then you've got five that you wanna

886
00:52:18.470 --> 00:52:24.224
sell, close this this year, and 10 that you wanna quote, you wanna keep those active.

887
00:52:24.224 --> 00:52:28.724
And how many the top ones need greater frequency and more variety.

888
00:52:30.704 --> 00:52:32.244
Did that how's that, Joby?

889
00:52:32.704 --> 00:52:37.360
Very helpful. Thank you. It's always it's look. It always takes more action

890
00:52:37.900 --> 00:52:39.840
than you think it's gonna take.

891
00:52:41.100 --> 00:52:45.040
Right? Always. It just does. And if you if you if you,

892
00:52:46.620 --> 00:52:48.135
and I say the same for follow-up.

893
00:52:48.215 --> 00:52:53.115
That if you're not making five follow-up actions and text gets you the fastest result,

894
00:52:53.815 --> 00:52:57.575
and you can text someone and say, I sent you an email. Can you double check that?

895
00:52:57.575 --> 00:52:59.275
I'll call you later this afternoon

896
00:52:59.575 --> 00:53:03.355
to discuss this. You get all three of them in. But we fall

897
00:53:04.059 --> 00:53:06.720
we fall a prey to the,

898
00:53:07.740 --> 00:53:08.960
allure of

899
00:53:10.220 --> 00:53:14.640
emails being a productive action when they are not a productive action.

900
00:53:14.780 --> 00:53:19.635
Emails are good for if they need a paper trail, but they're not good for closing a sale.

901
00:53:19.875 --> 00:53:21.015
Pick up the phone

902
00:53:21.475 --> 00:53:24.275
and then send them in text and say I left you a voice mail.

903
00:53:24.275 --> 00:53:28.375
I don't look at my voice mail, but I look at my text because it bings on my screen.

904
00:53:29.475 --> 00:53:33.255
Right? So try to use a variety of outreach activities

905
00:53:33.795 --> 00:53:39.230
for what you need it to do, for what kind of response or quick response that you need from it.

906
00:53:39.530 --> 00:53:41.550
Well, I think that can become part of the

907
00:53:42.010 --> 00:53:44.330
process when you're trying to set the appointment with them.

908
00:53:44.330 --> 00:53:47.870
If you if you say, is it okay if I text you to confirm it?

909
00:53:48.515 --> 00:53:49.655
They're giving you permission.

910
00:53:49.715 --> 00:53:52.935
You and I you've talked about that a lot over the years, the importance

911
00:53:54.275 --> 00:53:56.535
of establishing that report or they're they're

912
00:53:56.915 --> 00:53:59.975
allowing you in and giving you the permission to do the follow-up.

913
00:54:00.195 --> 00:54:03.870
Like, you're asking them, is it okay if I text you for the follow-up and they say yes,

914
00:54:04.590 --> 00:54:06.270
you've got that in to start texting them?

915
00:54:06.270 --> 00:54:11.070
Because I'd be uncomfortable just texting people randomly, but you have to get their cell phone first Correct.

916
00:54:11.310 --> 00:54:12.190
Cell number first.

917
00:54:12.270 --> 00:54:17.984
Why when you say send me a picture, most of them are gonna send you a picture with a text versus sending you as an email.

918
00:54:17.984 --> 00:54:21.765
So if you say send me a picture of something, you're gonna get their contact information.

919
00:54:22.464 --> 00:54:31.125
But the other thing I think we don't do enough of is we don't use this enough or we don't use FaceTime enough or to say, let me just I don't even have to see you

920
00:54:31.470 --> 00:54:31.970
physically,

921
00:54:32.350 --> 00:54:35.730
like, face to face. Let me just show you the lighting,

922
00:54:36.190 --> 00:54:41.230
like, four four or five lighting things in our showroom that you absolutely should see.

923
00:54:41.230 --> 00:54:44.130
And I'll walk you through the showroom. It'll take fifteen minutes.

924
00:54:44.430 --> 00:54:45.570
We don't do that.

925
00:54:46.615 --> 00:54:52.475
We're more apt to go to AI, which is crazy when we can stay like this and it's still contact.

926
00:54:53.095 --> 00:54:55.195
Let's try using FaceTime more.

927
00:54:55.495 --> 00:54:56.795
Most people have an iPhone.

928
00:54:57.735 --> 00:55:00.315
I make a suggestion to the other Shar

929
00:55:01.020 --> 00:55:04.320
on this call? Because usually there are not two Shars.

930
00:55:04.780 --> 00:55:05.920
Yeah. There's a Charlotte.

931
00:55:06.380 --> 00:55:09.340
Yeah. There's Charlotte, and there's me who is Shar, but I'm a Charlene.

932
00:55:09.340 --> 00:55:13.120
I'm a twin whose name is Charlotte. So I'm into the Shar thing. Oh my gosh.

933
00:55:13.475 --> 00:55:14.935
But I sell art.

934
00:55:16.435 --> 00:55:21.415
And I was thinking just as a concept, and I'd like your feedback from Jody Forker is

935
00:55:22.115 --> 00:55:23.975
what if she picks out

936
00:55:24.435 --> 00:55:27.255
three or four different images to text

937
00:55:27.600 --> 00:55:28.500
to these people.

938
00:55:30.000 --> 00:55:32.060
Am I on the right path? Because these are the ones that are

939
00:55:32.980 --> 00:55:36.580
already. You know? They because they will react. Even the receptionist

940
00:55:36.960 --> 00:55:37.780
will react

941
00:55:38.080 --> 00:55:41.620
to what you're sending. So whoever's phone number you have,

942
00:55:42.965 --> 00:55:46.265
I I would do that because people will react to the art.

943
00:55:46.805 --> 00:55:51.785
They do. She's right. Like, images designers respond to images. So if we

944
00:55:52.245 --> 00:55:59.100
you wanna keep the Volley going, and you also want to in most communications, there's what's called the call to action.

945
00:55:59.320 --> 00:56:02.060
So if you leave them with a question to answer

946
00:56:02.680 --> 00:56:11.260
versus just giving them information, but you're not asking for any action on their part, when they don't respond to you, my thing is you didn't ask them to.

947
00:56:12.045 --> 00:56:13.505
You just left it there.

948
00:56:14.765 --> 00:56:16.865
So, Suzanne, another question.

949
00:56:18.125 --> 00:56:21.265
Do I think a handwritten note is necessary as well as designers?

950
00:56:21.645 --> 00:56:23.585
I think handwritten notes are perfect

951
00:56:23.885 --> 00:56:25.825
all the time. And I'm I'm a Massachusetts

952
00:56:26.125 --> 00:56:29.940
resident, so I have crane paper. Right? And so

953
00:56:30.319 --> 00:56:34.640
it I think they're beautiful. I think handwritten stuff, it's it's handwritten on the front.

954
00:56:34.640 --> 00:56:36.319
It doesn't look like anything else.

955
00:56:36.319 --> 00:56:41.779
People ignore emails, but they don't ignore something in the mail when it's handwritten to them.

956
00:56:42.984 --> 00:56:44.685
A shop won't have a cell phone.

957
00:56:45.065 --> 00:56:48.685
You know what? For some reason, my text will accept emails

958
00:56:49.865 --> 00:56:52.125
and send it through that way through a text.

959
00:56:53.625 --> 00:56:56.685
Oh, wow. I don't know why. I am not special.

960
00:56:56.990 --> 00:56:58.690
I don't know how to do anything.

961
00:56:59.069 --> 00:57:02.530
But if it works, I do it. So you might try that,

962
00:57:03.069 --> 00:57:05.170
sending it through an email, through your text,

963
00:57:05.789 --> 00:57:07.089
and see if that works.

964
00:57:08.270 --> 00:57:09.730
There you go. Yeah.

965
00:57:10.175 --> 00:57:12.915
There you go. And I tell you I did something awful.

966
00:57:13.535 --> 00:57:18.815
Jody, I thought of you the minute I did it. My gosh. And I walked out of the office, and I

967
00:57:19.615 --> 00:57:23.075
they said, oh, we have to show these prints to the doctors and nurses,

968
00:57:23.720 --> 00:57:28.220
and I did not ask how long that would take and when to remit again.

969
00:57:28.440 --> 00:57:31.660
And now trying to get the next appointment is like crickets.

970
00:57:32.680 --> 00:57:33.960
I'm gonna ask for the action.

971
00:57:33.960 --> 00:57:39.645
I'm gonna do the text, the email, and the call, but I thought, oh, Jody would be so embarrassed if you Yeah.

972
00:57:39.645 --> 00:57:45.025
Well, you know and but the same thing is is that I I really want everyone to look at where that

973
00:57:45.724 --> 00:57:47.265
where that sort of limiter

974
00:57:47.885 --> 00:57:49.184
or I it's a gremlin

975
00:57:49.484 --> 00:57:54.630
that raises its head and says, you've reached out enough. Stop reaching out to them. I say don't.

976
00:57:54.930 --> 00:57:57.830
Don't stop until they tell you that they bought it somewhere else.

977
00:57:57.890 --> 00:58:01.830
And if if when you get them, if you're doing more than one,

978
00:58:02.210 --> 00:58:04.150
either more than one product category

979
00:58:04.450 --> 00:58:05.535
or more than one,

980
00:58:06.815 --> 00:58:11.395
sort of example, then you still have a shot at something. It's not over yet.

981
00:58:11.934 --> 00:58:16.115
But the more that we set it up, what Sharra is saying and and and if she,

982
00:58:16.734 --> 00:58:21.560
excuse me, got in the car and thought that, I just call them right then and say, shame on me.

983
00:58:21.620 --> 00:58:25.300
I didn't set it up. I don't wanna chase you. I don't wanna haunt you.

984
00:58:25.300 --> 00:58:30.040
Let's set up give you time to look at this. Let's look at next week and see what happens.

985
00:58:31.620 --> 00:58:32.120
Yeah.

986
00:58:33.255 --> 00:58:33.755
Yeah.

987
00:58:34.295 --> 00:58:36.795
Okay. Wow. And it's time.

988
00:58:37.815 --> 00:58:40.714
Did this go by quickly or not? Wow. This is wonderful.

989
00:58:41.174 --> 00:58:44.394
So was this helpful? Did this get you what you were looking for?

990
00:58:45.270 --> 00:58:47.690
So practice. Bring grace to yourselves

991
00:58:48.070 --> 00:58:53.450
and the and the people that you're trying to do this with because it's a new habit and a new

992
00:58:54.790 --> 00:58:56.810
faculty that you're looking to develop.

993
00:58:56.950 --> 00:59:03.605
And don't expect miracles overnight, but just stay with it because there are lots of different factions and practice the

994
00:59:03.905 --> 00:59:04.965
set up your schedule

995
00:59:05.665 --> 00:59:06.885
to do appointments.

996
00:59:08.465 --> 00:59:08.965
And

997
00:59:09.585 --> 00:59:12.485
and start using the meet again, speak again,

998
00:59:13.150 --> 00:59:18.510
morning or afternoon. Start giving them either or alternate closes to act in order to get it.

999
00:59:18.510 --> 00:59:20.210
And it will help immeasurably

1000
00:59:20.990 --> 00:59:21.890
and expect

1001
00:59:22.270 --> 00:59:22.510
to

1002
00:59:23.070 --> 00:59:26.930
expect an outcome with every every every sales interaction,

1003
00:59:27.425 --> 00:59:31.744
and you'll go a long way to creating one. So I wanna thank you all for bringing all of this.

1004
00:59:31.744 --> 00:59:32.885
This is wonderful.

1005
00:59:33.505 --> 00:59:36.065
I hope it was helpful, and please keep in touch.

1006
00:59:36.065 --> 00:59:42.390
You're all gonna get this I mean, the video or the notes from this, but please let me know the results you're achieving with this.

1007
00:59:42.470 --> 00:59:44.089
That would be so wonderful.

1008
00:59:45.349 --> 00:59:50.089
Alright. It was great to see all of you. And, Joby, you and I should talk next week?

1009
00:59:53.589 --> 00:59:54.250
You're good.

1010
00:59:55.115 --> 00:59:55.775
You're good?

1011
00:59:56.395 --> 00:59:58.875
Would Tuesday or Thursday be better for you? That's it.

1012
00:59:58.875 --> 01:00:03.055
I will check my I will send I after this, I will send it right back to you.

1013
01:00:03.434 --> 01:00:06.575
Okay. Thanks, everyone. Thank you. Bye. Bye.