| Happy Wednesday!
We’ve had some killer questions come in lately from clients and readers…
So today I’m sharing some of the best questions and our answers, to help you build your business.
Q: “Craig, we’re struggling with no-shows on sales calls... what should I do?”
Answer:
The first answer comes from Coach Ron Mourra who does double duty on my sales team too...
Step One: Twelve hours before Call an email reminder is sent where it asks them to confirm (this is automated via a set feature linking Zoom with Calendly)
Step Two: If they don’t confirm... then two hours before call I text:
“Looking forward to our call at 12 pm EST via zoom. Just confirming - Ron Mourra”
Step Three: One hour before Call I send this text
“Still on for today's call?”
Step Four: If the steps above are not successful I still call and leave a message if they don’t answer.
The secret, in my experience => Most people will answer their phone or reply to text.
And from resident sales machine, Rusty Osborne...
Ron is spot on.
I prefer to over-remind people than let them ghost us!
Also, there's the "ninja confirmation" message I send that goes like this...
"Hey Joe, looking forward to our call today at 2:30, did you get that email I sent you?"
or
"Did you see that video I sent you?"
or
"Is your business partner/spouse joining us on the call?"
or
“Do you need me to send the zoom link again?"
This way we're "assuming the sale" of the call, as well as having a secondary purpose behind the confirmation text, which they respond to at a higher rate than "please confirm."
It's not an obvious confirmation, so it's a sneaky ninja confirmation :)
Q: “What should I do when I go off track with my daily plan?”
Answer:
First, don’t dwell on the negatives.
Every situation is “Win or Learn” ... NOT ... “Win or Lose”
When you have a tough day, you must understand why and plan harder for tomorrow.
If it started bad because of distractions in magic time, then destroy the distractions so they don't get you tomorrow.
If it started bad because of mindset, then find a "mindset anchor" (bible verse, piece of music, etc.) that always sets you straight.
Bottom Line: If your current system is failing you, you need to build a better system.
Q: “Craig, I need better team members... but have no idea how to find ‘rockstars’. Help!”
Answer:
First of all...
Understand this...
No one hires A-Players 100% of the time...
Even McDonald’s makes mistakes (see 2019 firing of cringe-worthy CEO Steve Easterbrook).
Here’s the good news if you make a bad hire...
Bad hires today – when your business is small – lead to great hires tomorrow when bigger.
You didn't lose money on your bad hire... you just invested in a "real life hiring course" :)
Here’s what to do in the future with potential team members...
Give people short-term projects before you bring someone on full-time.
"Do this, [achieve X goal in Y time frame], to prove you can do what you say."
And if you’re dedicated to hiring A-Players...
Study this book from Rick Crossland
https://aplayeradvantage.com/the-a-player-book/
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I hope these answers help you continue building your perfect business and life.
Don’t forget, if you have specific questions about discipline, productivity, or business — send them in!
My team and I will collect and answer the ones we think will be most valuable for the greatest number of people.
Success Loves Speed,
Craig |
