Referrals, Reality Slaps, & Maintaining Standards

All right, guys, welcome to another episode of Coffee is for Closers. Me and James today. And today we're going to be talking about follow ups, referrals, the 1 percenters that make sales teams and salespeople successful. So if you want to be a more successful salesperson or you want to run a better sales team, make sure you listen all the way to the end because I'm sure we'll drop some. Some good ones.

No doubt at all. All right, guys, cue the intro.

If you listen to this podcast, you will make your first million within three years. I'm going to repeat that. Make a million dollars within three years of the first episode. You listen to. We don't want pikers. We're not here to save the manatees. We're here to make podcasts. You really want this, you listen and review.

Put that coffee down. All right, Jimmy Jam.

Cool, cool, cool. All right. The 1% is right. Where do we even start? First probably?

Yeah, yeah. Start at the beginning. It's always the best. Yeah, I think there's a. I was writing down today, I was like, well, you know, because even in Sales Sniper, like Sales Sniper was built on follow ups, referrals, self lead generation. But then we developed a whole bunch of self led generation tactics that we then had people come in and do separately. So then we kind of like, you know, I think as the company gets bigger, some of those things can start to dilute. I mean, so we're having a conversation last night with a client of ours and you know, I think that there was, you know, it was a good conversation, but it was about like how probably some of the 1 percenters have been sort of lost, I think, around the follow ups, the referrals. Now I had a chat with one of the sales guys that's been in there for a long time and they have tapped that cake pretty hard from the conversation that I had, but it doesn't mean that there weren't stones being left unturned. So although I was happy with it, I think there were like ascension model things that weren't done, referrals that probably weren't done as effectively as possible. All the people are being followed up with all the leads, but we're not like, you know, upselling, cross selling, understanding.

The full spider web. Right. And utilizing it to the advantage, which.

Is something that we can do better. Like, so it's always good to have a look at things and figure out like what you can do better, you know, so today put together like all these SOPs around, like tracking the activity and trying to like gamify the whole referral, follow up, upsell ascension type model process and. Yeah, sort of. So what I want to do is come on today and sort of chat about it because I think like, you know, the fastest way as a sales rep for you to make more money is for you to get referrals, is for you to have an effective follow up sequence. Like I don't care how much of a one cool killer you are, like you will make so much more money if you follow up effectively. It's just key. I mean when I was in accounts doing commission on sales repping, like at least a third of my income came from follow ups.

It's, I think like, because with that combined it's, it's probably our fault from the top of not recognizing those little one percenters well enough. Right.

You know what I mean? Like you grow quickly and you start to lose some of the smaller things or perceived as partnerships. Exactly. So like it's always good to kind of rehash that. And I brought it up with some of the senior managers today.

Yeah.

Like hey, we need to sort of focus on this and then we're going to put in that gamified system using like a point system where we can.

Yeah. One of the other things is like, it's funny, like there's a little bit of complacency with some of the sales guys because they develop so quickly to a level where that income is like what's an extra thousand bucks? You know, it's just we found that some of our best guys stopped doing follow ups and they made significantly less sales from follow ups because they were making so many sales already. And there's a good. A couple that we could name but won't. And there was just a level of complacency with that that we looked at and weren't happy because it doesn't really, I guess emulate the values in which we have. And I think like a massive part of leadership is, is us, you know, being that person going, you know what, like that, that's on us. We've allowed that to happen because maybe we didn't follow up with our staff enough to check. And that trickles down. And there's been a couple of things there where, you know, we haven't been happy with those like little, little minor things and have had some, some really good lessons in humility lately. So it's been quite good. Reality slap in the face where you.

Were the ones giving them introspective week.

Yeah, yeah, very Much.

I feel like. I feel like I've grown as a person over the last few years. Not because of any sort of serious adversity. Like, oh, man, I should probably look at that in a different way.

Yeah. Yeah, a hundred percent.

I think one of the traps of, like, success is, like, you start to think, and it's. I think it's hard not to creep in. And this might get a bit introspective for everybody, but I think it's good to, I don't know, chat about stuff is like, you want to be careful you don't put your motivations or your aspirations on some people. Like, and we had this because, you know, only learned, like, I've always thought that I could do big, huge, monstrous billionaire type things. Like, I've always thought that. Always, since I was a kid, I was like, I can be a billionaire. I can be the best in the world at X, Y and Z, whatever I do, but, like a true belief that I can do that. And I honestly thought everybody else felt the same way. I thought Everybody walked past $100 million house and said, I will buy that one day.

Yeah. And we've had this conversation many times where you're like, why don't they just do this? And I've had to pull you up and be like, matt, people don't think like that. People don't think the same way that we do. Because I used to never think that way until one day I decided to.

Yeah, I don't think that's a bad thing because I think if everyone did, it would be a problem. But I think for me, it was like, you know, and we were chatting with our mentor the other day, Big Barry, and he told us. He goes, you guys, ambition is like a great thing, but you need to rein it and monitor it to make sure it doesn't become too much or not too much or it doesn't. It doesn't become an issue. It doesn't spill over into ego.

Right.

Yeah. Which is a real thing that I really am hyper aware of.

I'm afraid of. Yeah.

Like, I don't want that to happen. And so, like, we've had chats with. With everyone. Like, the way that we need to communicate with our clients and our staff members, like, it needs to be very clear and like, you know, even with someone like a Marco who's, like, so driven, like, the guy's a Lamborghini engine. You know what I mean? Like, it's like just. He can just redline it and thrash it, but, you know, Lamborghinis want to go fast. Some people are just are Toyotas. And you like, Toyotas are very reliable, very good, you need to have them. But like a Lamborghini can't get angry at a Toyota because it doesn't want to go as fast as it.

Yeah. Just doesn't have the engine.

Yeah. And I wanted to be very clear, like, it's not a bad thing if you have different aspirations to us. Like, that's not a bad thing, it's just a thing. And I can't, as someone who wants to have a nine figure business or even a ten figure business, I can't. Like, if I then speak to people that want to have a seven figure business, like, my decision making process will be so different. And so if I try and put them into my way of thinking, like, I'm just going to frustrate myself and I'm going to frustrate them. Like, you know, there are plenty of business owners that we work for that could be twice as big. It could be. And sometimes they say they want to, but they don't want to. Sometimes they say they don't want to and they don't, which is fine. But like, you know, they're making a couple hundred grand a month take home and it's like, that's fantastic. It's a lot of money. Right. And so it's like, I can see why they're just like, no, chill, bro. Yeah, I get it. That's a lot of money. You just be taken home for not having to do a lot. Right. And they put the hard yards in and so it's like. But I can't then expect them to make decisions and invest in the way that I would because we have totally different goals. And I think only for the first time this week has that really become apparent to me.

Yeah, I've seen that like in your face. And the way that that's changed. Crazy. You know, there's the Farrah's to it sometimes there's also bosses and Bentleys. You know, it's interesting. So many different types of people. Right? You know what I'm talking about, if you're listening. So, yeah, it's funny. And like I feel like that frustration, it kind of like spilled over a little bit getting angry at people that didn't have that same level of action. And well, they have the, they speak as if they have that ambition but don't have the action to match. And that became very, very frustrating to us. There's a lot of frustrating things recently where as we grow with that level of success, we're getting large amounts of people, you know, stealing our stuff and selling it. We had a guy who had the nerve to sell one of our programs in our group and contact people, some of which was stuff it mind blowingly as stupid. And we've seen like a lot of that and, you know, people trying to piggyback and use our content. And we've been pretty savage in the past where we actually just like smoke people on it and be like, call them out when justified. And I feel like that's kind of trickled down to some of our stuff that you get on the defensive with us and probably don't do it in the most respectful way. And, you know, I had the same moment that you had with that client last night where, you know, I approved a post and roasted them on it. And because they were a competitor to us, using our group as a platform to try and lead, generate, I'm like, that is. That's just terrible business ethics. But they had no idea who we were, and I just assumed that they did. I roasted them and I spoke to them afterwards, and I was like, you.

Don'T know who I am?

Yeah, I was just. I apologize and I'll apologize now. So sorry. Sorry, Katie. I probably should have spoken to you before, before roasting you, you know, but that was a good lesson for me.

I think every now and then you have these, like, little do. Humility. I remember ages ago on Instagram, this guy said something to me and he'd actually done a typo. I'd done a typo. Right. And then he had, like, said. What I meant to say was a lull. I just. I don't know why. I was in a bad mood. I just. He was like, you had a typo? I was just saying this and I was like, oh, my God, I'm such a. Yeah. I said, I'm such a what? A defensive piece. And I said, send me your favorite charity. I'll donate 500 bucks to it. Yeah, it's funny, like, I was just like, why do. It doesn't happen a lot. But when it does, I think it's good to be checked. And like, when you. You know what I mean? It's good to have those fun.

I like it when people are happy to call you out. Well, I mean, in saying that, like, I didn't sleep the night I was up to like 2am Because I had so many ideas come through my head. I had to get them on paper. And it was right after the day that guy stole all of our stuff. And I made him apologize publicly and I kind of respect that. So all is forgiven on my end. But yeah, there's just some of those, like, I like it when someone's not afraid to call people out. Cause it's exactly what we would do. And how can you be upset about that so. Exactly, exactly.

Yeah. And everyone, everyone's a. Every now and then, as long as you go. Yeah, I was, yeah, my bad, let's change it. That actually flows into follow ups because I think. Yeah, because I got, I got a really good lesson a couple of years ago now when this guy had said, yes, I want to do the program. And I was like, sweet, how do you pay for it? He's like, well, my, like my head of the work, whatever has the card, the company card. He's at Bunnings getting a whole bunch of stuff for the, for the business. I'll be back with him at 7pm we'll give you a call and I'll throw the payment out then. And I was like, yeah, sweet. Tried a couple of ways around that because it can be a smokescreen, but sounded pretty genuine. So I was like, yes, sweet. Call them at 7. Didn't answer. 7:05, 7, 10, nothing. Send him a text. Like, hey bro, are we doing this? Anyway, like next morning he didn't get back to me. I sent him an email and it was like basically like this is disrespectful. Like sort of. It was well worded but it was just like I look back and I'm like, what was the aim of that email? Like what was the desired outcome there except for like an apology.

Killed a lead.

Yeah, like, like ridiculous, but so. And he was like, oh hey man. Like it's actually kind of a email to receive X, Y and Z had happened. It was like a personal emergency thing. And he's like, this just goes to show me that you're really not interested in me. You're interested in the sale. I was like, yeah, you change the.

Way you follow ups after that.

Yeah. Logic and reason at this. I won't know if I've been.

You say that so often it's lost all meaning to me.

So yeah, like it's just. I was like, yeah, that's completely fair. I apologize. That's kind of like I am fully sorry. Are you open to me having a quick call with you so I can like, literally, like I'm not going to try and say anything. I was like, I just want to apologize because you're totally right. And he Was like, no. I was like, okay. And then he went around me to straight to the business owner and signed up so I didn't get the commission.

I like that. That's so petty.

But that was a great lesson for me. And like my follow up changed dramatically after that because it's like, who cares?

Did it, I mean like follow up change or did your mindset change around the follow up?

Yeah, like how, like my mindset around it changed because I just sort of, I just, I changed to like, who cares? Like I'm going to do my follow ups but if the person's ghosting me, who cares? I just like, my assumption changed from like, I was like, oh, I assumed that guy was ghosting me, but he was actually just really busy with a personal matter. So I was like, man, I wonder how many people that have ghosted me are actually just busy because of a personal matter. But I just like a passive aggressive text to her.

It's funny like thinking about that. It's like as if you're that important that this guy cares enough to personally ghost you and avoid you. As if you're special and that guy's like that he's going to go out of his way to like, I don't want to speak to this guy.

Yeah. So from there I just started like my follow up became more consistent, more aggressive in the terms and not like the aggressiveness of what I said. Like, just like I was far more persistent and I started making way more sales from follow up. And then like I would leave conversation differently and like I would normalize. No show. Like, hey man, it's totally normal. Like, I understand you probably got super busy and forgot the appointment. Just want to make sure, like no stress, don't worry about it. Let me know when you're free for like two minutes and I can rebook you at a time that hopefully you can. It's more convenient for you because a lot of time like what happens is people get embarrassed that they no showed and they just don't want to talk to you because it's embarrassing.

Yeah.

You know, so it's. If we just normalize that, it's fine. You know what I mean?

I bet you like for the guys listening, if you actually think about this, if you've accidentally missed an appointment, how embarrassed you feel about that and you're like, oh, I'm such a bad person sometimes that is exactly what your prospect is feeling because they did not mean it at all.

Also think about this. Let's say you've had a sales Call or you write with somebody when they're following up with you, right? And you actually want to do it. But there's some things in. You see their phone number and you go, I actually want to have that chat, but I don't have time right now to have a 15 minute call. I will call that person back. Then what do you do? You forget, right? So you just forget. That's it. And then you're like, I need to call that guy back. And then he texts you. Then you might text him back. Then you forget. Like, it's just everyone's busy, man. Like I got two kids, you know, everyone busy. So it's like, I think if we just took a chill pill, Winston. But there's no point getting over excited about it and we can just all be much happier and more relaxed. Like, I got a message the other day on the Facebook group was like, how long do I fill up with someone? It's like, well, just keep following up with them. Listen, am I going to let someone book in 12 sales calls and have a no show? Like, no, I won't, but I'll just change the conversation to like, hey man, like, you're crazy busy, obviously. I obviously can't give up much more of my time. Is there a time where you will 100% be able to show up? Like, maybe it's 10pm because like, I can't give up more hours, you know what I mean? Like, I think we both know this is something that you're interested in doing, which is why you're rebooking. So like, what's the time here? Because if I just got caught, man, like, I can't give up more. I've already given you a 64 hours of my time. You know what I mean? Like, what's a, what's a good solution here so that I know if we rebook this that like, it's not going to be another wasted hour. Like have a genuine conversation and be like, Because I want, like, I'm happy to put the time aside for you, man. I just have to show up.

You know, it's, it's funny, right? Because we were meant to film this podcast two days ago and we were doing it on the back of a really big meeting that we had about a potential acquisition and now we come out of that column and just like, oh, give it 10 minutes. Like, I just need to take some notes. I've got a good idea. I want that on paper. And both of us went away to do something.

And then that was two days ago.

It was two days ago and we're like, huh? So it goes to show how easy is to forget things when something equals.

Time flies, especially the older you get. I actually watched a video on Veritasism, which is a great YouTube channel on why time goes faster the older you are. And it's the lack of novel experiences. So the more novel and experience, the more memories are created from it. And your brain perceives time not in how time, because time is like essentially man made, right. In terms of like hours and minutes and seconds, right? Yeah. But you perceive time in terms of how many memories are created during an event. Right. So like if you like, it's why like people in the military, the military, even though I was only in military for six years, it feels like a tremendous amount of time in my life because I had so many novel experiences. Same way as in high school feels like a long time. Whereas like, it's not like starting a business seems like a long time. So that's why kids like, you know what I mean, they perceive time differently. So it's the volume of, of memories that you create, not that like that's why if you think back about a holiday, while you're in the holiday, it seems like it went really quickly because you're enjoying yourself. And when you look back, it seems like the holiday went longer for what it was because you have so many memories associated with it. So I was like, really interesting. So it's like, like the older you get, the sort of like the faster time goes and it's just easier to have things fall through the cracks for a day, a week, a month, a year.

Why it feels so long when the prospects, like reading out those credit card digits, 4, 3, 1 2. It's like, man, it's like.

But for me, I've done four times. It's not another experience.

Yeah.

You know, it sounds like this, that's it, that sense to me.

Then you get one of those prospects that's kind of on the fence and they kind of want to pull out. So they read the numbers really, really fast for everyone too. But like you're so used to, you're like, got it. Thanks.

Success. I reckon I've been hung up in the middle of credit card 5,500 times.

Oh, it's crazy, right? But anyway, back to the 1 percenters and follow ups. Like we're going to talk about some of the things that we can actually do to improve that massively.

One thing that we're putting is we're going to put in like a Reward system, a point system for that. But I won't talk too much on it because it's an example. But I think just having the culture of the sales team, it needs to be a lot of it around follow ups and referrals and stuff like that because, like, it's a risk mitigation strategy against lead generation falling down. So, you know, if you want more information on the nitty gritty of how we do referrals and follow ups, go on to salesniper.net, go to the free resources tab. There is a self generation lead gen. There is a referral and follow up SOP because you are busy.

We'll put the link in the description.

We will. And I think some of the stuff we went over today was actually more useful.

Yeah, it was a good little side run, right?

Yeah, it was. I'm doing a long podcast today because I got heaps of shit to do. We just acquired a business just then. I'll let you know about it.

Oh, yeah, yeah, yeah. Cool. I assume we'll stop recording.

We can talk about that. Yeah. So if you guys have watched this all the way through to the end, make sure you, like, subscribe. Hit the notification bell. Make sure you comment down below if you like this kind of content. If you listen to this on one of the podcasting apps, make sure you subscribe. Share this to a friend if you found it helpful. If you want to find out more about what we do, you can go to SalesSniper.net or hit us up on the closing code Facebook group. Also our sister group, which is the Sales Revolution Facebook group. And you can hear me as well on this. On the Closers or Losers podcast with Jeremy Minor. If you haven't had enough rider fix rider in your life, Ride or die.

I guess you could say that you would be a writer.

My middle name is Richard. So there you go.

That's why you're. That makes sense.

Hey, we should have the Ride or Die crew. That'd be great.

That's okay.

I know, but were we just like.

Speaking about, like, ego and not having.

I got like 10 hard. I could definitely sell 10 T shirts. Marco, be the first to buy it. He's the biggest fanboy we got.

He'd buy all 10, though. Actually, no, he wouldn't wear them because they're not pure cotton made from Gucci.

No, I just put Balenciaga on the back and it'd be fine. Yeah, that's a good point. I'll tear a big hole in it and charge him 500 bucks. We love you, Marco. You just have stupid fashion. All right, guys, thanks very much, and we'll see you in the next one. Bye.

Bye.

Put that coffee down. Coffee's for closers only.