Hip Pocket Workwear

A Day In The Life of Graham Strang of Hip Pocket Workwear Toowoomba.

Mixing family and business could be a challenge, but Brother and Sister team, Graham and Nicolette, are tackling this challenge head on – and creating something special in the process.

How special could workwear be, you ask?

Ask their team of 9, and you will find a loyal team who go above and beyond.  Ask their clients and you will also find loyalty beyond measure.

I spent a day with Graham, Nic and their team.  From coffee delivered at 7am, to a daily team morning tea (that no one dare to miss!), this generation of the family is showing that investing time into your team reaps rewards.

Over the next few days we will be sharing more insights into how Graham is moving his business forward by focusing on culture.

Brendan Goleby and Andrew Williams

Always Adding Value

Adding value to the community is a constant driving force for Brendan.  One of the ways he does this is to meet with local business owners and update their LinkedIn profiles for them.  In this meeting with Andrew Williams, owner of Elders Warwick, Brendan firstly delve into why Andrew could use LinkedIn to build his network.  Together, they identified how much time Andrew would need to invest on a weekly basis, along with who he would be able to initiate a connection with.

Once the strategy was agreed upon, the focus was moved to making sure that Andrew’s profile was in alignment with that strategy.  With the ‘real’ work done, conversation naturally flowed to wider business topics – including the upcoming Black Toyota Hilux launch.

And that is how business in the country is done.  Genuine people with a genuine purpose… using online tools to connect.

Lead Gen with LinkedIn

On The Road Again: A guide to building a database when on the move.

“You’ve got to be clear on your purpose when using LinkedIn.  My purpose is to bring the local community together, add value to them and identify opportunity for Black Toyota when appropriate.  It’s all about keeping top of mind in the community.  LinkedIn happens to be the best online platform for our community.  I spend at least an hour on documenting and keeping in contact with our community through LinkedIn at 5am, then work more on it in between meetings.  It’s something that constantly needs to be managed.”

The Hazards of Selling in the Bush.

Trucks & Roo’s: The Hazards of Selling in The Bush.

“Driving great distances has it’s perks, but also it’s dangers.  I make phone calls when I’m in range.  But I also need to keep an eye out for Kangaroo’s.  They can cause serious damage.  A bull bar will only protect you so much.  If one comes through your windscreen you are in serious trouble.  Other than that, it is beautiful driving out west.”

Prospecting

Prospecting 100 New Contacts a Week – What does it look like?

A team member that prospects 100 new people a week?  It’s a sales managers’ dream come true!

It’s no easy feat though.

Brendan Goleby, of Black Toyota, does exactly that.  100 new prospects per week.  But how?  With much planning and dedication.

Here are some of Brendan’s tips:

  • Starting at 5am with LinkedIn database maintenance
  • Getting on the road by 7am
  • Offer free LinkedIn training
  • Create events that value add, and invite people
  • Know what is happening in the community – show up, volunteer, spread the love
  • Have a plan for the week – prospecting 100 new people takes time
  • Communicate with people how they want to receive communication

One more tip?  Make sure you keep healthy on the road.  Keep it light and easy to digest.

Selling in the community

Selling in The Country – It’s all about community.

When you have a role which is all about building a community, you better make sure you are genuine about it.  The community you are serving will see through you quickly, if you are doing it purely for your own needs.  

People of the country will also quickly identify a salesperson who sells via means of manipulation – and it doesn’t go down well.

Add massive value and invest the time though, and one will be rewarded with loyalty.   

During our ‘Day In The Life’ feature on Brendan Goleby, of Black Toyota, we ‘popped’ into a community event.  Not only did we get to touch base with other corporate supporters of this gardening community, we were able to share with a local member of the press about what we were doing… and get a feature in the newspaper.  A story about a story!

It was great to be able to see first hand what was going in this part of the community.

As Brendan Goleby said, “You’ve got to always be on the lookout to add value.  It is more than about ‘being seen’  It is about knowing and understanding what is important to the people.”

 

Brendan Goleby and Edward O'Dwyer of Black Toyota

A Day In The Life of The Dream Job

What does your dream job look like?

Brendan Goleby doesn’t need to think about that question, he is living his dream.

18 months ago, Brendan started building his LinkedIn community – with the sole purpose being to add value.  During that time, Brendan has not only been engaged by Black Toyota because of his network, he has built a community whose numbers have reached over 1800, and his monthly live events have hit over 260 visitors.

I spent a day with Brendan – and I discovered something rare.  He is someone who genuinely cares about his community, and goes and above and beyond to help them.  

Over the next few days we will be sharing more insights into how Brendan Goleby is living his dream.

Here are the other insights we learnt from A Day In The Life of Brendan Goleby:

Selling In The Country – It’s All About Community: http://salesva.com/selling-in-the-country-its-all-about-community/

Prospecting 100 New Contact per Week – What Does It Look Like?  http://salesva.com/prospecting-100-new-contacts-a-week-what-does-it-look-like/

Trucks & Roo’s; The Hazard of Selling In The Bush:  http://salesva.com/trucks-roos-the-hazards-of-selling-in-the-bush/

On The Road Again; A Guide To Building a Database When On The Move:  http://salesva.com/on-the-road-again-a-guide-to-building-a-database-when-on-the-move/

Always Adding Value:  http://salesva.com/always-adding-value/

 

 

 

CRM_Close

What Do You Want From Your CRM?

At least 5 times a day, we hear these words from prospective clients…

“I hate my CRM, it’s too complicated.”

And our response is, “Well what do you want your CRM to do?”

Silence.

 

CRM

Before searching Google for Best CRM, take the time to sit down and make a workflow of what you need your CRM to do for you.

Here are some questions to ask yourself, when designing your workflow.

Where do your leads come from?

How do you track where they come from?

Where do your leads get stored?

Who needs access to your leads?

How do leads get moved through the pipeline, while also keeping your team updated?

What reports do you need on a daily, weekly, monthly basis?

How much information does your team need access to, at each stage of the pipeline?

What does the CRM need to plugin to, once a sales has, or has not, been made?

*Please note, that this is not an exhaustive list, but will help you get clarity on what is important to you, and what is not.

Of course, usability is also a big factor.  If your team doesn’t see the benefit of using a CRM, it isn’t going to matter which you choose, it will be a waste.

We would love to know how you get your team to use your CRM!  Leave a comment below to let us know.

Have a productive day!

Blue Ocean Wave

Top 5 Outsourcing Options for A Sales Person.

Onshoring.  Offshoring.  Nearshoring.  ‘I just want to sit on the beach’ shoring.

(Obligatory ‘working from the beach’ shot.  Pffft!  Who wants sand in their laptop?!?  Photo from the great people at www.deathtostockphoto.com )

It’s the trendy discussion to have.

But when it comes to B2B selling, outsourcing is only just being brought into the conversation.

You see, there is this little thing called ego and control.

And neither of those things are bad.  Let’s face it, one needs a certain amount of ego to survive in B2B sales.  Andcontrol over your process is something that will always pay dividends.

If you can put those things aside for one minute, and have a good look at your Sales Process, you will see that there is ample opportunity to outsource parts of your process – that aren’t client facing.

And I would bet that the client facing parts are where your strengths are… so do more of that!

1.  Social Media.

This will be a no brainer for those who recognise that their personal brand is of value to themselves, their company and their career.  From creating content, to scheduling posts, or monitoring engagement, outsourcing the social media part of your process is one of the easiest to do.  We recommend companies like EzyVA for this.

2.  Telemarketing.

If telemarketing is a part of your process, and you are still doing cold calls yourself, I really want to ask WHY?!?  Imagine waking up on Monday morning with a schedule that is absolutely full of warm, face to face, meetings.  Now imagine not having to squeeze any time in, to make telemarketing calls.  Also ask yourself how much energy it takes to do those calls?  What other activities could you be doing instead?

3. Calendar management.

There are plenty of appointment scheduling apps out there – but are you using one?  Doodle is a favourite that we use with our clients… but even with access to Doodle, our clients still prefer for us to manage their calendar for them.  Once you set the parameters, getting a VA to help you manage your tasks in your calendar will ensure that ‘things’ won’t slip through the cracks.

4.  Email management.

When it comes to ‘things’ slipping through the cracks, how many times per week do you think to yourself, “Geez, I was meant to send through the order form for ABC Client last Monday…”  It’s not only a bad look, but how many sales are lost because of a lack of timely follow up?

5.  Data management.

The beloved inputting of CRM Data.  No one likes it.  Everyone does their best to avoid it.  But it is a valuable and necessary activity, with massive benefits for both the individual sales person, and head office.

Without quality CRM Data, the sales person has no history, the sales manager has nothing to manage, and head office has no comprehension of what is really happening out in the marketplace.

So the question is, what parts of the sales process do you outsource?  Do you let your sales people do what they do best – Sell?

Of course, we take care of numbers 3 – 5 easily with our Sales VA App, you can find out more here.

binary

The Secret Language of Your CRM

There is a language that isn’t taught in any school on the planet.  It isn’t a spoken language, it is only ever typed.

And it isn’t HTML.

It’s The Secret Language of Your CRM.

And every industry has it’s own dialect of this language.

Let’s face it – every person using a CRM also has their version of this language.

Form

Here is an insight into this language.

LM.

DNLM.

FU.

CBL.

SW.

If you have any idea of what those mean, then you are a part of the CRM Secret Language club.  (It’s not really a thing.)

The question is this:  If you are only entering data containing this type of language, how valuable is it?

A CRM has a purpose – to record the communication between different parties, so that all parties involved can keep up to date.  If all that is entered is FU, and you fall ill for the next 2 weeks, what a waste of time it will be if your business partner picks up the phone to follow up and they find out that your FU included an order, that order was delivered and the client expressly communicated to call in 8 weeks time for another order? Awkward to say the least.

I know it can be hard to enter data in, in the first place, but what is the point of having a CRM at all, if all that is entered is this non-existent language?

PS.  What are some of your own Secret Language inputs?