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Shine on Camera

#dayinthelife To Be A Success, You Can’t Be A Secret

As sales people, we often focus on the face to face skills that it takes to be successful in this career.  But as a great mentor once said, “If you aren’t make enough sales TTMP – talk to more people.”

One way to do this is to get not only comfortable on camera, but confident.  If you can connect, engage and motivate people, on video, your reach is going to far outweigh your competitors that are staying locally in their office.

In our @dayinthelife conversation with Natasha Zuvela, of Shine on Camera, we discovered the perfect mindset to adapt to the current selling environment.

To be a success, you can’t be a secret.

There can be no more hiding behind a desk, behind a phone, and staying local.  Opportunity abounds for us to sell globally, to connect more deeply, to share more authentically, by having the confidence to Shine on Camera.

From a selling perspective, no matter how great your product/service is, your clients want to connect with YOU!  And the best way to do that is with video.

So how are you going to engage your clients going forward?

You can connect with Natasha Zuvela, from Shine on Camera here.  

 

episode #001

Sales VA #livemeeting #ep001

Join us, ask questions, give feedback, get an inside insight into the workings of Sales VA #livemeeting #ep001

Broadcast – 02/29 1pm PT, 01/03 7am AEST

Social Survey Explained

Managing The Sales Process in a Startup

So, here is the crux of it.  You may be crazy busy with everything that is going on in your business, but without focusing on sales, you won’t have a sustainable way to keep the business going.  And while you’re being pulled between 1000 different directions, building momentum within your pipeline and sales team is going to take the most amount of energy at the start of your sales cycle.  Hustle and Grind is going to be needed to get over that hump and into sales flow.

CEO of Social Survey, Scott Harris, shares with us what it is like to manage the sales process in the startup phase of a business.

 

Social Survey Explained

#dayinthelife of Social Survey CEO, Scott Harris

Being the CEO of a fast growing start up in San Francisco is the type of busy, crazy, exciting, heart pounding hustle that every Entrepreneur dreams about, right?

That’s exactly the stage that Social Survey is at, and with 6500 users, they are hitting the right milestone. We convinced Social Survey CEO, Scott Harris, to take 10 minutes out of his busy day, to share with you what a #dayinthelife looks like for a CEO in this crucial phase of business.

Over the next few days, we are going to learn about what it is like to manage a Sales Team during this stage, what User Generated Content is, and how being a Connector is the biggest asset you hold.

First though, let’s learn more about what Social Survey does…

50,000 hours per night

50000 Hours Per Night…

Hi.  Emma Monro, CEO of Sales VA here.

I just realised after my sales call with a Real Estate brand, that we would be saving 50,000 hours per night in administration time for those sales people, and giving it back to them and their families.

Just a quick note to check in and say, that blows my mind!!!!

Did a video on it here after the call.

Have a productive day!!!

 

Steve Claydon

All in or Nothing

Growing up, Steve Claydon was an ‘All in or nothing guy.’  He had many a wacky business idea, he tried lots of things out, he failed a lot, but he also succeeded – and he followed the success to where he is today.  

But let’s start with that first wacky business idea.  It started in the playground.  His friend was selling some of his old toys for $1 each.  Steve came up with another strategy.  He bundled all of his old toys, and sold raffle tickets for $1 each.  He sold 24 tickets, and the winner got all of the toys!  Talk about a winning strategy!

That experience taught Steve that doing it differently can bring massively more successful results.  He has taken that experience to heart and applied it over and over again.  There is a big lesson there for all of us.

Steve Claydon

5 Year Old You

Tony Robbins talks about kids being the best negotiators on the planet.  They just don’t know how to take a no!  Think about it – kid is standing at the supermarket aisle, and they want a lolly.  They ask and ask and ask, in 50 different ways, till they end up with a lolly!  

When we were talking to Steve Claydon about what he talks to his clients about, he shared with us about his conversations around ‘Reverting back to the 5 year old you.’

You are awesome when you are 5.  You have copious amounts of energy.  You can eat whatever you want.  You bring playfulness to everything you do.  You have no filter.  And you work out a way to get what you really want.

Now, all those things are great.  But the absolute best thing about being a 5 year old is that you can BE whatever you want.  Which makes one think.  What was the turning point when our dreams got dulled?  What was the event, or sentence, or person, that made you dull down your dreams?

The question to ask from here is, “What would need to happen, for your current dream to become a reality?”  

Mel Ghadban with Sales VA

#dayinthelife: Financial Planning, Gratitude & X-Plan

The Financial Planning industry has come under heavy fire over the past few years.  It has gone through copious amounts of change, including a massive amount of regulation increases, compliance and auditing overhauls and a rebuilding of trust with the general population.  

Those who have not only survived, but have flourished during this period of uncertainty are those with integrity, drive and a phenomenal amount of personal skills.

Mel Ghadban is one of them.  In the Financial Planning Industry for 17 years, Mel has navigated all sorts of financial environments for his clients.

We met Mel 6 months ago when we were looking for Beta Sales VA clients for the Financial Planning Industry.  During this period we have learnt so much about the industry, it’s opportunities and challenges, that we asked to do a #dayinthelife with Mel, so that you could get your own insight as well.

Mel Ghadban, Financial Planner

Mel, what does your average day look like?

I always start the day with the gym and a coffee… but not at the same time!  I then prepare for the day ahead.  The more preparation that I can do for upcoming meetings, the better the outcome for both the client and I.  I will do a couple of face to face meetings, with numerous calls to clients, insurers and fund managers, in between.

 

If you could tweak anything in the industry, what would it be?

We need to move with technology, to create more efficiency, and to deliver better services to our clients.  Delivering advice via video over the internet, would be great for compliance, but we need to get our clients to trust it – and that is a big hurdle to overcome at the moment.

 

How do you deal with rejection?

People who aren’t in this industry are blown away when I say that I was only rejected by 1 client last year.  But what people don’t understand is that 1 client requires a 30 hour investment.  So I have a process where lots of questions are asked initially, along with a detailed needs analysis, which means that we don’t move past the first contact unless they are very committed.

 

Do you check in with social media during the day?

Not often, I only really have personal social media accounts.

 

When it comes to your clients, what has been the biggest difference in them and their focus, over the last 17 years?

It has always been difficult to get the husband and wife to meet at the same time, and the wife still buys emotionally, while the husband buys based on the $ investment – of course that’s a generalisation – but it’s quite a common outcome.

What’s changed is the amount of financial education brought to the table – it’s great to see that it is now pretty even between the husband and wife.

 

What do you love about what you do?

It sounds corny, but it’s true.  Helping my clients.  It’s a non-tangible investment which people only realise the benefit from when something bad happens.  Getting those phone calls during those tough times, assuring them that it is handled (because of something we put in place 2 years earlier), and hearing the relief in their voice.  THAT is what makes me love what I do.

 

What do you find challenging?

The administration and paperwork.  But I’ve now got 2 things in place which help with that.  The first is XPlan.  The second is Sales VA.

 

Dream House/Holiday/Car?

Ok.  So I’m really clear on each of these, and working hard towards them.

  1. A house in Morocco, with a basement full of cars, swimming pool and views of the ocean.
  2. A sports holiday.  The English Premier League, La Liga, NBA game, NFL game, then the Monaco F1.
  3. McLaren P1

 

Who is your favourite client and why?

Now, I can’t name names.  So I’ll just describe them.  They are a young couple from the country, who come to the city on a regular basis.  They visit, and check in, and revise and update with me just as often.  And they are SO grateful.  They really appreciate how much effort I go to, and the results that I get for them.  That’s a really nice feeling.

 

What has your favourite customer experience been?

I had the best customer service experience ever in 2015.  And it was all around 1 pair of shorts.  You see, I went in to buy said pair of shorts.  The lady introduced herself, and asked for my name.  She then used my name subtly throughout the entire shopping experience.  She asked fantastic questions around how I would use the shorts, how I wanted to care for them, how long I expected to wear them and about my all time favourite piece of clothing.  When I was trying them on, she automatically had alternatives ready once I had finished looking at them in the mirror.  It was such an easy experience and refreshing to have that level of attention in a retail environment.

As an added bonus, I bought 4 pairs of shorts AND the next time I went there, my name was remembered.

 

Who inspires you?

It’s no one famous!  It’s the people in countries who have electricity for 6 hours a day, have unreliable food sources, uncertainty around water quality – and yet they are happy.  They are happy that they have electricity for 6 hours.  They are happy to have 3 ingredients to turn into a meal for their family.  They are happy to to have running water, even if they have to boil it to drink.

When little nuisances come up in life that we could get ‘stressed’ over, I think about how grateful I am for the life I live and the opportunities that I do have.  And I get over those little nuisances pretty quickly.

 

How do you keep healthy on the road?

I keep it really simple.  Nuts in the car with plenty of water.

 

You use the XPlan CRM – what do you love about it?

I love the ease of producing a Statement of Advice.  The access to everything, along with the reporting.

 

What challenges you about it?

That actually comes back to you, Emma.  Sales VA is only just getting known in the Financial Planning industry.  I really believe that the more planners that use Sales VA, in conjunction with XPlan, are going to knock their customer service AND their compliance, out of the park.

You can connect with Mel Ghadban on LinkedIn here.

 

Rob Lowe of Evolve Digital

A Day In The Life of Rob Lowe – LinkedIn Expert – Not The Movie Star.

The first question Rob will ask you is this. How many leads did you generate for your business from LinkedIn in the past 7 days? If the answer to this question is “zero”​, or “not enough”​ then he says that you owe it to yourself and your business to reach out to Evolve Digital.

After spending a few hours with Rob, I tend to agree! I’ve never seen someone so excited, and so passionate about what they can do for their clients.

So what does a Day In The Life of a LinkedIn Marketing Strategist look like? We’ve got the breakdown here.

What’s the plan for the day?

I always start my morning off with a run with some friends. We start so early that we have time for a quick coffee. With such a jam packed day, this ritual is my anchor. It keeps me sane! Once I’m in the office, we have a quick debrief with the team, focus on the strategy for the day and share what big things are lined up.

Then my schedule gets hectic. Our team is active on our clients LinkedIn accounts every 2 hours, so between keeping an eye on that, and doing 6 client meetings a day – it can get crazy. I stay focused by staying passionate for the client in front of me, and excited about the opportunities of what we can do for them.

How do you deal with rejection?

I don’t get it a lot. We categorise our prospective clients into not ready, not yet, soon, and let’s do it. It is totally fine at whatever stage they are at. I don’t see that as a rejection. It’s certainly not a rejection of me as a person.

When needs align, business happens.

How do you use Social Media?

We focus all of our resources on LinkedIn. Yes, we do a little bit on all the platforms – but we see the biggest return from optimising and accelerating activity on LinkedIn. Most people haven’t even heard of optimising LinkedIn – it’s an industry secret that is so powerful, yet significantly undiscovered. The leads that come out of it are really strong, but often, the sales skills of a business will let them down. To add value we now find ourselves inadvertently training our clients to improve their sales skills. Strong leads + solid conversion mean that they can really measure their return on investment with us.

What do you love about what you do?

I love opening eyes up to the LinkedIn opportunity! The optimiser and accelerator plan really blows my mind. Can you tell I’m excited for my clients?

What do you find challenging?

Overcoming the lack of understanding of social media. I know that is my job, and it’s a massive generalisation – people are really starting from a base level when it comes to social media.

 


We also educate our clients on burn. If we are helping to generate really strong leads, they need be responded to within 2 hours. This is a really important time for the prospect and that must be respected.

2015-12-07 10.02.20

What do you dream of?

I dream of the elusive work/life balance. I am working on building an awesome team to take some of the time pressure off, while also delivering more superior service than I can do at the moment.  (See Rana Saini with Rob inset.)

I dream of moving to Bulimba (a beautiful suburb of Brisbane, Australia), cruising Antarctica, buying a white Q5 Audi and spending more time with my kids.

With such a busy life, how do you keep healthy?

Running daily and eating good food. I try to keep it all pretty simple. We have a healthy culture in the office – that helps to.

What is the ideal customer experience?

When the client ends up selling your own product back to you. That is the most exciting experience ever.

___

You can connect with Rob Lowe, of Evolve Digital here:  https://au.linkedin.com/in/trainerlinkedinbrisbane

Using Excel as your CRM

Using Excel As Your CRM

Millions of businesses around the world recognise the importance of keeping all of their contacts, and sales activities, in one place.  They don’t necessarily want all of the features of a cloud based CRM, but want to be able to do the following:

  • keep records of client details
  • keep records of client interactions
  • keep records of sales activity

Using Excel as your CRM covers those bases.

As a business that manages the CRM of thousands of clients, some of them using Excel, we have seen all manner of templates and formats!

One we love, and refer many clients to is available here.

It’s simple.  It’s free.  And it has some added features.

It is also a great one to use if you are migrating your data from one CRM to another.

If using a CRM is new to you, and you want to learn about managing your CRM, getting the most out of your CRM, then join us to discuss all things Customer Relationship Management at our upcoming webinar on YouTube here.