strategies to increase your sales

Hey guys, what's up? Matt here, this is a, this is Yash, one of our sales guys. Today I'm gonna be giving you a sneak peek into what it's like to be coached in sales. So we're gonna go through review some segments of Yash's cult. So if you want to hear that kind of stuff, make sure you stay all the way through to the end, like subscribe, hit notification bell, all that kind of good stuff. And we will see you after the intro. Okay? All right, let's do it.

Sweet.

So you're talking to the microphone.

Okay, so first question for you is, you know, I know we've been talking a lot about opportunity, creating opportunity, looking for the different avenues, right?

Yeah.

My question though for you is like from an organization standpoint, when you're doing note, when you're on like maybe two or three accounts, right, and you're going after no shows, no sales cancellations, reschedules, what is your way of organizing every single lead you have coming through the pipeline without the CRM? Like obviously you have, you know, close in different CRMs to give tasks and things of that nature. But how are you really organizing it to make sure you're making the most efficient use of your time?

Right. So, okay, so organization of pipeline. So the only way that I did it, I didn't really have a organizational structure for where the leads are coming from. I just had a pipeline for how far out from close I thought they were, right? So I just go like beyond 30 days, 30 days and less, 14 days, less seven days, less next three days, right. So and then from there I just have a list of everybody in that pipeline, regardless of where they're coming from, whether they're referrals, no sales, no shows, whatever. Right. That, and then from there I just try and work people down the pipeline. So if I've got, if I'm doing a session where I'm doing my follow ups and I'm doing like my pipeline management time, then what I would do is I would call all those people and I would start with like one session, I would start with closest and then work my way back at the other session. I would start furthest and work my way in. And then the goal is just to move people down. That's really all it is. So if you, if it's a bunch of steps, right, three days, seven days, 14 days, 30 days, 60 days, say, then I want to get a 60 to a 30, a 30 to a 14, a 14 to a seven, a seven to a three, a three to a close. Okay, that's it. So like, you know, because I'm always doing all the no shows because I have so much time, I used to have a lot of time booked out for follow up. So I'd probably have four or five hours a week booked out to do that. And then I just had the, the places that I would go to. So I had a list that I would call, which is a fairly cold list, but it was still a list that I would call. So it's like that was like my lowest priority. My highest priority was like people in the pipeline. Next priority was like going after all the no sales and no shows, right? Next priority would be like fresh leads that are coming in. So I always had the CRM open. If ever like a fresh lead magnet came in, I would call them.

Gotcha.

Like straight away, right? Cause it's like, well, that person's opted in for something. They seem pretty hot. Hey man, so you opted in for this. How can I help? Like, oh crap, I just did that go. Yeah, man, that's why I'm here. Like, we try to provide a good customer service. So I want to make sure you help out, start that conversation and book people in, you know what I mean? And then from there, like I had my time booked out for referrals, but the way that I did referrals is that I just had a 21 day check in booked in every time. So the moment I sold someone, I booked them into a 21 day check in. And then on that 21 day check in, I would ask for a referral.

And so that's one thing. Like why 21? Because for most of my calls, right, Like I try to, I preferably want to do it like right after the sales call. Just sometimes it's not the right point. After I've sold them, like, I just know I'm going to get the thing of, well, let me get the results first and then I'll hit you up with referrals, right?

Yeah, but that's not a bad thing to get. So if you ask for it straight away and get that, then you can book a 21 day check in. It's different for every program. So like if it's a fitness program, I might wait two weeks, right? Because they're going to get a result. If it's a, like a slower burn program, I might wait 45 days. Right? Like for something like a lightspeed, which you're the main sales guy on, it takes a while to get spun up. So like what you want to do is have a look at the delivery process and then figure out what an emotional high point would be. And then that's when you ask for a referral. So if you know that at day 45 they are presented their portal.

Yeah.

They've gone through it and the portals look fucking amazing.

Sure.

Then like that's a really good time for you to ask for a referral. If you know that like for example, on one of the accounts I was on tgc, they had a really great um, whenever right after the 90 day planning session, they were always super hyped. So I used to always find out when the 90 day planning session was and then I would do it then.

Okay.

You know what I mean? And then I would also do a big referral drive after the intensives. There's a quarterly intensive, right. So it's like they're always super pumped. So get the list of all the people that were there and then like call them on like day three and be like, hey, how'd you go? And they're intensive, hey, do you know anyone who can pay for the next one?

Gotcha.

Right. So like I'm just trying to figure out like when all the high points are and like if somebody posts in the group, hey, I just had this amazing result. Sweet. I'm on the phone.

Yeah.

Hey, you want to give me your referral? Right. Like I was just constantly asking for that stuff. That's why Marco makes so many sales. Marco asked for more referrals than any human being I've ever seen in my entire life. Like he asks everyone for referrals all the time. He'll ask, he'll ask like he asked triages for referrals. Like there's no reason why you can't after a triage when you book somebody, hey, do you know someone who might benefit from having the same chat?

Yeah.

And then go, sweet. And like listen, 10 might say no one says yes. If you do 20, 30 triages a week, that means you get three referrals a week.

Yeah.

You know, and that, that snowballs, you know.

So well, that helps for context because I think it's all about expectation for me, right. Looking at my pipeline, seeing what's realistic. And I think I'm going to stick to continue asking them right after because they've just made the sale, the commitment, they're kind of excited, kind of nervous.

Yeah.

But then also understanding because with the two offers, Lightspeed and the property one, right. It's going to take 90, 120 days before they're really Seeing the results before.

Yeah. Especially for the property one. Like the moment they get that house.

Exactly.

Referral.

Yeah.

You know what I mean? So like, I think like, it's just about like there's no. The thing is there's no like, strict answer. It's just like whenever there's going to be an emotional high point and you can manufacture that high point, you know, I mean, but like a lot of the times are sort of just like inherently built into whatever it is you're selling.

Sure, sure. 100%. Okay, that makes sense. Okay. And then so a few of the calls that I have today, I'm going to start off with one of them. So this was a guy, I got a deposit from him, right. He came into the call like, very. Just sporadic. Just like, ah, like shit's, you know, messed up. And I just wasn't able to get him under control. And he. It ended up in like a refund of a deposit. Like he's just like, dude, I can't. My ex, my kids and all that shit. And I just know, like, it was an objection, bottom line. But. But I think in that moment, I didn't know how to break it down with him, if that makes sense. Right?

Yeah. Cool. Just press play.

Yeah. Because his father was like, oh, yeah, we can't do this.

Just put it on 1.25 and then turn the volume up.

Okay.

Hey, what's happening, man?

Nothing much, bro. How about you?

Oh, man, just just scrambling, man. I don't have a bunch of time right now, man. It's just got a couple fires that I'm putting out for my day job.

How's your daughter feeling?

She's like. She's better, man. She had to go to an emergency urgent care and get some medication. She was coughing and every time she called, she would felt chest pains. Her mom was supposed to take her on Wednesday, didn't take her because her mom's just a piece of, to be honest, you know. So I ended up having to deal with all of that craziness, man. It was just a mess.

No, I hear you, man. It's good though.

Yeah, man, but I wanted to get with you, man, because I got a chance to just kind of think about everything growing. Yeah, I just don't have a capacity at this moment, man. I need to push this out to at least June 1st.

So when you say capacity, help me understand, you mean just time frame wise, is that it?

Yeah, time. Man, my day job is killing me right now. You know, when I sit back and think about it and I'm training my oldest to take over my company right now. Yeah. Or at least to run it so I can have freedom to do this. Yeah.

What does he do with some context.

Mindset coach. Right. But he runs like a business on the side. Like yeah, the worst. Yeah it's we need to keep a thing on the ad. No mindset.

No mindset coaches.

But he, so he runs his own business. Right. He's trying to give it to his son so that he has the time.

So what's his day job?

It's the business.

So his day job is his own business.

Yeah. Obviously it's not doing too well.

Okay and then what does he want to do?

He wants to become a mindset coach full time, speak around the world, inspire.

Okay so is this what's the business? He wants to have his son take.

Over his current business that he has that his.