In today’s Fast Track video, I want to share with you something I was reflecting on that happened just two years after I founded NGNG.
Most of you know that when you’re new in business, you’re always learning. You’re testing the waters and seeing what you like and what sticks – and oh boy was there a lot of learning in the first years of running NGNG Enterprises!
By about 2 years in, we had been attracting all sorts of different types of clientele. I was building websites for people that sold everything from solar electrical parts, to corporate rental housing, to authors and speakers, and everything in between.
I remember sitting on a sales call with a guy named Larry for an hour long sales conversation. It started like any other sales call, and because I don’t like for sales to be simply transactional, I spent the first five or seven minutes just building a meaningful connection. Then we got into what he does for a living and what he’s looking for in a website.
Right then I knew this was not a qualified buyer. I thought, “This really isn’t somebody that I can support in a big way,” but I wanted to help, so I remained open.
About 45 minutes into the conversation, Larry asked me the question that I always get next; ”So what’s it going to cost me?”
Now, this question always makes me uncomfortable because I never know how somebody is going to judge a number. When let Larry know the price he replied with, “Oh, I see. Well, I’m gonna need to think about it.”
I ended that call feeling incredibly frustrated. I just spent another hour, having a sales conversation saying the same thing I always say and it didn’t even work!
I put my head in my hands and thought, “There HAS to be a better way!!”
And that is when one of the smartest ideas I’ve had in company history came through…
In this week’s Fast Track video, I share…
- How to weed out unqualified buyers before getting them on a call (…while also making each person feel valued and appreciated no matter what happens next!)
- How NGNG went from a 25% sales conversion rate to 65% seemingly overnight
- The importance of having video on your website, and what it should include
Click the video above to watch this week’s Fast Track where I share the ONE decision that helped me cut my time/effort in half, but also grew our sales by 40%. And the idea I share is still working today, 13 years later. Woooot!
Additionally, I’d like to celebrate our client Tom Wheelwright who just made the Wall Street Journal bestseller list for his new book release on 7/12/22, Win Win Wealth Strategy.
What did you learn from today’s video above? And what changes are you going to make in your prospect experience so that you can have an easier time growing your sales as well? I’d love to spitball ideas with you, so please feel free to contact me through our Contact form and let me know!
Next week I’m going to share a video that’s full of drama. It has to do with a time 8 years in when NGNG Enterprises almost failed… and how I saved it at the last minute.
I cannot wait to share the next big story with you next week!
Until then… No Guts, No Glory!