VIDEO TRANSCRIPT
[00:00:00] Hey Insiders, welcome to this week's edition of Digital Display Insider's bonus video. I'm really excited to be here with you. I will tell you up front, I am dealing with this crud that's going around. And my voice is a little different. I may cough a little bit here and there. But we're going to push through and get you some bonus content.

I wanted to dive in this week to what we talked about in the newsletter and that's your CRM and your sales process or your sales person. Now with the CRM the first thing that you really need to figure out even whether you're going to be an owner acting as a sales role or hiring someone, you need a CRM or a customer relationship management software that will help you manage the sales process.

If you're doing it yourself. You're going to be talking to dozens if not hundreds of different people and so you need a way to manage that and keep everything straight because trust me, you cannot remember it all and even [00:01:00] an Excel spreadsheet is going to be tough over time to keep it all straight and if you're going to hire someone, you for sure need a way to monitor what they're doing, keeping track of the different calls and the emails and All the different things.

And one of the things there's a couple that I recommend and these are all three that I've either used or at least done trials on them. Actually I think all three I've used different points of our business. So your lowest cost one, I would recommend pipeline deals. That's going to be your lowest cost option.

It's probably the easiest to set up and manage and actually use. So if you're a little bit technology challenged, I would not do the other two. I'm going to recommend pipeline deals is going to be the easiest for just getting up and going. But it's going to be a little more limiting than the others.

And if you're going to integrate it with other softwares, you're probably going to need a secondary source like Zapier to integrate that with other software platforms. The other two that we're currently, I'm using one right now. They're both very advanced softwares that do, they're [00:02:00] extremely robust and they do a ton of stuff.

They integrate with pretty much everything out there and those are Salesforce and HubSpot. The downside is they are pretty complicated to set up. You need to be very proficient with technology and computers and know exactly how you want everything to lay out. And just be able to navigate that process.

They are a little more complicated to use, but once you do learn how to use them man, there's just a lot you can do with them. And look at all three of them. Go through each of their different pros and cons. But, there's tons of them out there. Even if you don't choose one of these three, just find something that you can use.

That will help you through this process. Now, the bigger part of this is the actual sales process. And, just like all the other cornerstones, we could spend multiple days in a in person training going through each one of these. And so what I'm going to talk about here in just a couple of minutes, won't even touch the tip of the iceberg, but I at least want to you a direction to get started in.

And one of the biggest decisions you have to make early on [00:03:00] in this Are you going to do this sales role or are you going to hire it done? If you're going to do it yourself, just some things to keep in mind in the beginning you're going to have to spend from 20 to 40 hours a week just doing sales because you need to get that engine rolling.

This entire business depends on your sales pipeline, and your pipeline is an indicator of future business. And it's not a situation where you just, you buy your truck, you hang your shingle out, and all of a sudden people are calling you. It takes a significant amount of time to get the ball rolling, to get momentum, because again, most businesses aren't making their, Marketing decisions on a knee jerk reaction basis.

It's planned out sometimes months or quarters at a time. And so you have to allow time for, to get in their sales process, to get in their process and then allow that to cycle through. It's going to take you up to one, one to one and a half years to get in to some company's sales process because they plan out annually.

Others do quarterly, others do half a [00:04:00] year. Just keep that in mind. It's going to take significant time building that up, getting everything going. It's not just about making the sales calls. You have to set up the system. You have to learn how to sell unless you have a long career doing sales.

There's a lot to learn here, just in techniques and, tonality and how you speak to customers and, the words you choose, the expressions you use, like just, There's so much psychology and technique that go into being a good salesperson. And some people can get sales in spite of themselves, but with some good training, they can really take that to a whole nother level if they can become aware of what their downfalls are and improve on those.

And You need to just plan on investing in your own in yourself and training to Make yourself better if you're going to be doing that role if you do hire someone same thing You're going to have to invest in their development and that's it's not cheap So plan on making that financial investment and then working with them to hold them accountable to doing the sales the [00:05:00] training processes and Working with them through their training.

This is going to You Online courses that you can buy or there's a lot of live trainings out there that you can do. If you need recommendations on those, I can give you some of those. Um, on, I mentioned this a minute ago, with a new business, you're not coming into a system that's already going.

You're starting from scratch. And you have to do everything, building the system is equally as part is calling a customer to task for the business. Because if you only focus on calling new customers in the beginning. And never building out that system. You're going to very quickly learn that you're going to top out at your potential because you're only going to, you're only going to achieve the level of your systems.

And so if you have no system, you're always going to stay down here. If you can create the system as you sell, then you, your system will continue to allow for growth. And you can continue just growing and growing so you're not going to figure out the whole system immediately There [00:06:00] will be a lot of trial and error, but at least work on building out the system as you're Doing the sales process In addition to the actual Selling a part of selling is your marketing plan social media your website setting up a website that acts as a sales tool not just a pretty brochure that You Most websites are and here's a secret don't go to a graphics designer to have your website built because it will become just a brochure It'll be pretty it might sound good, but it's Graphics designers are not salespeople and at the end of the day a great sales website will outperform a pretty website all day long and so What I'm referring to is called a sales funnel an online sales funnel That's a whole different concept and framework from traditional WordPress websites.

And who you get to build your website is extremely important because it needs to be built as a sales tool to help you in your process. Versus just being that brochure. It also means [00:07:00] having a consistent messaging across your website, your social media and your sales process that you're doing. So it's just taking all that into account.

If you're looking for a place to start one of the, I'd say the person that's been the most influential for me in the last couple of years is Jeremy Minor from Seventh Level. He's got a ton of content on YouTube if you want to dip your toe in the water with him before you spend any money with him.

See how you like his stuff. I think I mentioned this on the last one, but his book The New Model of Sales. You can get this on Amazon. And his training course is going to be a deep dive into what's in this book. And highly recommend that. There's another one I'm working on that once I, if I can get some more information on him.

I'll put this into the group later on in a separate video, but I wanted to clear it before I recommend him. As far as the marketing piece of it, so your website, your social media, getting all that content, bar none the person that's had the most influence on me and my business in the millions of dollars.

Is Russell Brunson. [00:08:00] He's the founder and co founder of ClickFunnels software, but he has massive amounts of training out there. His first book that I'd recommend is Dot Com Secrets. That's the first of three books in a trilogy. And I can tell you that trilogy book series I came into his world when he was just introducing his second book in there in 2019.

My car shipping business was doing about 2 million a year in revenue. I thought we were pretty well topped out. And that was going to be as big as we would grow in the last five years since completely changing my online marketing world to his frameworks in the last five years, we've done 25 million dollars in sales and we just continue to grow More and more, we'll probably reach 50 million dollars in total within the next two to three years.

And that, that trilogy book, I think I mentioned this again last week, is far more valuable than almost any formal education out there. And you can get it for a couple hundred bucks. It should be a no brainer. Get Russell [00:09:00] Brunson's Dot Com Secrets. Start with that. I'll put the link down in the comments.

I hope that's helpful. There's just so much I could talk about. And I could Literally talked for hours on this, this is supposed to be just a short video So I hope these recommendations are helpful. If you have any questions, please put your comments down in this in the comment section your questions I'll get to those and answer those and I just want to thank you for being an insider and we will see you next week

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