MBA1013 Guest Teacher: Clay Clark – How to Increase Your Sales by 300% in 30 Days

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Hey oh. Welcome to the Hundred Dollar MBA show, empowering you and your business every single day with our daily 10 minute business lessons for the real world. I'm your host, your coach, your teacher Omar Zenholm. I'm also the co founder of the hundred dollar MBA, a complete business training and community online over at 100mba.net and today's lesson is a guest teacher lesson. Today we have Clay Clark and he'll be teaching you how to increase your sales by 300% in 30 days. He's going to share with you six insights that really move the needle when it comes to increasing your sales. Clay Clark is not only a bestselling author, but he was also the SBA Entrepreneur of the Year. He's one of America's leading business coaches and he's here today to coach you to better sales, increasing your sales. He's a great teacher with great experience and hey, who doesn't want more sales? Clay's got a lot to cover with you, so let's get into it. Let's get down to business. When it comes to sales, there's a lot of different things you could try to help you get more sales. But in today's lesson, our guest teacher, Clay Clark is gonna focus on six things that really move the needle, that really make a difference. The Insights that Clay will be sharing with you are the same insights he charges his highest paying clients for. So this is absolute gold. And if you want more from Clay, you should check out his AM radio show and podcast, the Thrive Time show. You can check that out@thrivetimeshow.com but without further ado, I want to pass on to Clay to give you these great insights to increase Your sales by 300% in 30 days. Take it away, Clay.

Well, hello. My name is Clay Clark. I am the former United States Small Business Administration Entrepreneur of the Year. I'm the father of five kids and I've built many multimillion dollar businesses throughout my career. And Omar, thanks for letting me be a guest on your show today. We're talking about six moves that everybody can use to increase your sales by 300% within 30 days. Six moves that you can use to increase your sales by 300% in just 30 days. And I guess the only clarifier, the only disclaimer would be if you're already selling something and you already have a team assembled, these moves are going to be magic. If you haven't sold anything before and you're trying to sell something, many of these moves can still work, but they'll work magic for an existing company with an existing sales team. And so now, without any further ado, let's move on. To move number one, you have to optimize your Google Trail and your overall online reputation. You have to have a very proactive approach to optimizing your Google Trail and your overall online reputation. What do I mean? Well, what I mean is when you type in your name or your company's name into Google, what comes up? So I'm gonna play this game with, with my name and let's play this game with your name and just, just see what happens. So whether people should do it or not, they typically will type in the name of your company and the word reviews, right? Or they'll type in your name in general. So let's just say that you have a company that sells. One of my clients sells purses online. Well, most people would type in the name of the company plus the word reviews, and that's what they're going to find. And their, their first impression of your business is based upon those reviews. So let's work with two brands real quick and you can see how this impacts decisions. All right, so Forbes magazine actually reports that 88%. Forbes magazine reports that 88% of consumers trust online reviews as much as personal recommendations. Think about that. That's powerful, which is outstanding considering that most online reviews are posted by total strangers. So one of the brands I work with, if you type in carpet cleaning quotes. Now, full disclosure, I've helped help this business franchise and I'm partners with, with the guy who started this company. It's called Oxy Fresh. But if you type in carpet cleaning quotes. Right, carpet cleaning quotes, after you get past all the ads, who comes up first? Uh, the company, Oxy Fresh comes up first. That's one of the brands we work with, and they have an outstanding and incredible. A total of 128,366 reviews as of the time of this recording. 128,366 reviews. Think about that for a second. I mean, would you trust the brand if you, if you Google search the company that had 128,000 reviews? Well, Google does, and that's why we're in large part top in Google. Uh, and that produces over 203,000 original visitors to the website every single month. Uh, another example is if you Google my name, Clay Clark, what comes up? Well, whatever comes up is what people call, or what I would call the Google Trail. This, this now replaces your resume. This is your online reputation. This is where the theory of online reputation management reaches reality. This is where th. This is where. This is the, the practical application of online reputation management. So when you Google search for your name, or in this case, my name, Clay Clark, what do you find? I find a Tulsa People article. I find a few of the businesses I own. The Thrivetime show. If I make your life epic. I found a Tulsa World article. I'm based in Tulsa, Oklahoma. But if I type in, let's say, Thrive Time show reviews, that's the workshops we do. You're gonna. Whether I want you to find the reviews or not, you're gonna find those reviews. So now let's make this apply to you. What are you doing? On a proactive basis to shape the narrative of your online reputation. And I would recommend that every listener just commits to doing this every single day. Ask one of your buyers to leave you an objective Google review. Every single day, ask your ideal and likely buyers to leave you an objective review. So if someone buys from you today, ask them to leave you an objective review today. And I'm telling you this, you've got to. You've got to want it. You've got to. You gotta. You gotta need it, you gotta ask for. You have to be passionate about it. Because most people in their spare time don't want to write Google reviews, but you need those Google reviews. So you've got to get one review on your Google listing per day. You've got to do it. And if you don't know how to make a Google map, we can show you how to do that. But I would just say this again, if you just go to business business.google.com you can register your Google map and it's pretty self explanatory, but you've got to be intentional about getting positive reviews. Alright? Another way you can do this is you can get video reviews from your ideal and likely buyers. From your actual buyers you can get a video review and then on YouTube you can optimize the title tag of that video so when people search for the name of your company and the word reviews, they'll run into a video review for you. The second move that you can use is you want to audit your brand and have a rude interview with yourself. A rude interview with myself? But I thought I'm supposed to have positive self talk. Well, you need to have positive self talk, yes, but you got to audit your brand and have a rude interview with yourself. One of my partners and friends, Michael Levine, is the former PR consultant of choice for Nike, Pizza Hut, Prince, Michael Jackson, Nancy Kerrigan, name dropper. A lot of big people, a lot of big deals. And this is what he says. He says if you give someone a present and you give it to them in a Tiffany box, it's likely that they'll believe the gift has a higher perceived value than if you gave it to them in no box or a box of less prestige. And that's not because the receiver of the gift is a fool, but instead because we live in a culture in which we gift wrap everything. Our politicians, our corporate heads, our movie and TV stars, and even our toilet paper. Public relations is like gift wrapping, my friend. Look at your website today and then compare it with your top three competitors and ask yourself whose website is better and make sure that you get your website improved. Make sure your branding improved so that you look world class. Elon Musk, who couldn't be here today. Elon Musk, the famed entrepreneur says that your brand brand is just perception. And sometimes your perception will be ahead, sometimes it'll be behind. But it's just a perception people have of you and your business. So make sure that your branding is top notch. Third, to increase your sales. The third move to increase your sales by 300% in 30 days. Install call recording. In your business, you absolutely need to record your calls. So many people push back on this concept. But the big companies, I'm talking about American Express, talking about Discover Card, I'm talking about big companies, record their calls for quality assurance. The company I recommend is Clarity voice dot com. I don't make a commission to recommend this to you, but that's the phone system we use at Oxy Fresh as well as Elephant in the Room, our men's grooming lounge, chain of men's. It's men's haircuts. But that is the phone system we use for a lot of our businesses. It's Clarity C L A R I T Y Voice. Use the system because when you record the calls, you will be amazed what you find. When you audit your call, you can only expect as an entrepreneur, what you inspect. You've just. You can only expect what you inspect. You know, Andy Grove, one of the founding members of intel and the former CEO of Intel, once said, only the paranoid survive. Only the paranoid survive. You've got to assume that the people on your team who are answering your phones and doing your sales calls are not implementing the systems. Maya Angelou, the best selling author, says nothing works unless you do. So assume your team is not following your systems. Right. Move number four, install video recording systems. In your business, same concept applies. You've got to record what's going on the audio and video to audit your team and to make sure they're doing what they're supposed to do. There's a camera system called Nest. Nest, Nest. You can buy that at major retailers everywhere. Nest, you can buy it at Lowe's, the hardware place, Lowe's Home Improvements. It's called Nest. You just want to have the video and the audio recordings to make sure your team is in fact following the systems. Because did you know that according to Gallup, only 32% of employees are engaged in their job? That means only 32% of your team's even trying. According to the U.S. chamber, 75% of employees steal. So you want to make sure that you're recording the audio and video. Move number five, audit your scripts and workflows based upon the call recordings and videos. If the systems aren't working, then we need to change them. You know Jack Welch, the, the famous CEO of GE who grew the company by 4,000%. He says, Face reality as it is, not as it was or as it was or as you wish it to be. So face reality as it is, not as it was or as you wish it to be. And the final move, move number six, to increase your sales by 300% in 30 days. Train your team until they can't get it wrong. Train your team until they can't get it wrong. Practice until they cannot make a mistake. Don't practice until perfect Practice until the team can absolutely not miss a conversion. That is how you increase your sales by 300 in 30 days.

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Great lesson by Clay. I love his teaching style and I do want to agree with him that if you have other players on your team, you have a team around you, it's easier to implement these things. It's a lot easier to scale these kind of practices or strategies. But it doesn't mean you can't use these strategies. If you don't have a big team, they'll still be effective. The one thing I want to add to this topic is that I found that sales is all about consistency. You have to have a consistent plan that you implement day in and day out, week in week out, month in month out. Sales is not something you do once in a while. It's something that you do all the time. Just think of a physical store, say for example, a clothing store. Sales are happening all the time, but we don't think of it as sales. We think of it as conversations. We're talking to the customers that walk into the door. Well, you need to do the same thing, especially if you're online more consistently. You got to reach out to your customers. You have to talk to them. You have to have these conversations, whether it's through email or through a video, through your sales page. You gotta replicate or approximate what you would normally do in a physical store. Because again, sales is what you gotta do consistently. So keep it consistent. Thanks again Clay Clark for that amazing lesson. If you want to learn more about Clay Clark as well as grab a special gift that he's passed on. Go to today's show notes and you can find that at 100mba.net mba1013 thank you so much for listening to the $100 MBA show while you're on your podcast app right now, hit the subscribe button. Why? Because when you hit subscribe, you're telling the app to automatically download the next episode so you don't miss it. You don't want to miss tomorrow's episode where we discuss Is a custom built website worth it? Is it worth actually spending the money and time in creating a custom website? But also, when you hit subscribe, you have access to all of our archived lessons. That's over a thousand lessons that you'll have access to. And you only can have access to them when you hit subscribe because that way you see all the episodes in the feed. So do that right now and thank me later. All right, before I go, I want to leave you with this Sales, or lack of sales, often the cause of a lot of stress in a new entrepreneur's journey. You need sales so you can stay alive and there's never going to be a silver bullet. One thing that you're going to do that's going to blow you up and going to make you a ton of money. The consistency that I mentioned. If you do something every day to help you get more sales by the end of the week, by the end of the month, by the end of the quarter, you're going to see differences. You're going to see an increase in sales, you're going to see your efforts pay off. But you have to make that consistent effort and include it in your daily routine. Put it on your to do list. All right, I'll see you in tomorrow's episode. Until then, take care.

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