BE GRATEFUL (FEATURING NATHAN BOURNE) | VLOG #22

First, what if our Instagram just goes and comments on everyone's phone emojis? Funny? Good morning guys, welcome to the vlog. Today, July 21st, it's Friday. Walking into the office, or actually we're walking to the office right now. Today, massive day of demos on the calendar. We probably have 5 or 6 demos on the calendar. We're gonna roll out some stuff. We got a call with Rajesh this morning so we can figure out priorities. We have like 5 different customers, by the way, that should close today. Today could be our biggest day ever. It's gonna be fucking huge. Last night was crazy. We got served with process papers. If you guys are new here, my name is Ryan Shank. This is our journey building our company from the ground up, no outside funding. We're going through Techstars in New York City. We do this every single day, 7 days a week. We're taking you on our journey. We want your feedback. We hope you guys are out there working hard, being pioneers, being Wagoneers. Welcome to the vlog.

Hi!

I'm just trying to beat them.

It's cute, they're trying.

Like every week Every week we like set like a big rock. Which is like you're supposed to like say, hey, this week we want a big rock, like a goal for the week. So ours was like we wanted to add $450 in new monthly recurring revenue. I mean, we hit $650, whatever. Our goal is to be, once we're done with the program in 3 months, to be at like $25K in MRR. They'll just build this list for me, and then what I'll do from here is I'll put this list into our CRM, and then what Nick does every day is he comes in, he has a list right here, and then he just fucking pounds it.

If you just Google it, it's a TED Talk with Simon Sinek.

People don't buy what you do, people buy why you do it. People don't buy what you do, they buy why you do it. This explains why every single person in this room is perfectly comfortable buying a computer from Apple. But we're also perfectly comfortable buying an MP3 player from Apple, or a phone from Apple, or a DVR from Apple.

And he lays out like exactly how you should pitch. It's just switching the order in which you pitch. It's not really changing anything. And like, I'm getting—

we're teaching— So like, what do you mean?

So like, dude, by the way, I got sued. Sued?

Sued. You go to jail for that. You go to jail for that. Damn, it feels good to be a gangster. Like, well, he was sued for fucking toll violations.

But it's really about the purpose of the company. So like, for example, when I look at your sponsored posts, your blogs, I'm hearing what you do. I'm even hearing a little bit like how you do it, right? So it's like, what is PhoneWagon? PhoneWagon is beautiful, simple software.

Yeah, yeah, feature. How is it done?

Oh, well, we do this and that. Yeah, but so why do you do it? So the why is you say it, but, but you got to make it the main event and you got to start with it. So from my point of view, the little that I do know about the company at this stage is that like time is money, right? So if I am a business owner and I don't know where my business is coming from, how the fuck am I gonna grow it? People are calling, but I don't know where they're calling from. So why is PhoneWagon important? PhoneWagon gives like family their time back together. Yeah. That's the why, you know what I mean? So you can go deeper like that and you start with that. You speak to that first, then it's a freaking landslide from there. It's still a numbers game obviously, right? But if he switches and he starts with the why, "Do you need PhoneLaggett?" and then he tells them what it is, it could be one sentence, it could be 3 words, it'll change his percentages. Good job, man.

You need to just post up.

Yeah, I got stuff in my flow work today.

Mike? Yeah, yeah, yeah.

Good to meet you. John, Shane, Mike, Nick. Nick, got it. And then Ryan Shank.

I met him when he was my age.

This dude?

Yeah, I met him. They used to have this like t-shirt company in Ocean City called Coloco. All right, so Going out here, gonna get some food. So we have, we had a 2 o'clock demo that didn't show, so that kind of sucked. We're actually gonna get them probably back on the phone. They said they were just out to lunch, which I don't know why they were out to lunch if we had a 2 o'clock demo on the calendar. So what I'm gonna do is, it's like 2:15 right now, gonna go grab some food and then gonna go back to the office, try to get them on the phone. Then I have a 4:15 meeting with someone that was an introduction from one of the mentor meetings from Techstars. And then Darko is coming up tomorrow to help out with a lot of the like database stuff and getting like A lot of the reporting up to speed, so that's gonna be dope. It's so nice outside. I can't even explain. It's what, it's like mid-July, New York City, United States of America. I mean, this is just freaking so nice and I'm just so appreciative to be in a country and to have opportunity and just being able to be out here and be healthy. This is awesome. Seriously, super grateful for everything, to be able to vlog. To be able to have the equipment to vlog, the time to vlog, the energy to vlog. I mean, this is like, I mean, just taking it all in. I hope you guys are out there, whatever you're doing, appreciative, grateful, just like living it up. Even the sun is so nice. We're gonna go back, have a call, and we'll see you guys inside. So I'm gonna time travel right now, ready? Watch this, do a cool little transition. 1, 2, 3. Alright guys. Back in the office. That was good. So now we're gonna hit the phone. I'm trying to cash the check like the boss, Rick Ross. Rick, look, I'm trying to get the intern to work, but he just laid down. His name's Nick. He's sitting on the couch. Oh wait, he's laying. I'm trying to get the sales because the bills need to be paying.

How you doing, Mike?

Thought of something funny. Thought of something funny. Are we ready? Alright, two things. First, what if our Instagram just goes and comments on everyone's phone emojis? Funny. And then the other thing is What if they started an online campaign where we like call people phonies?

What's your daily takeaway today?

Sales, sales, sales.

If you had to take something away from the day, what would it be?

Fuck health insurance, for one. Daily takeaway today: ABT, always be testing. What we found out today is that our— so we had this one script, right, the sales script. It was working. We were getting like 1 to 2 demos set per day. And then what we've done recently is change the script up. We're changing changing like our introduction into, you know, how we're cold calling and how we're getting to the decision makers. And one, we're able to get through the gatekeepers now. This came from like John, and then John rolled it out with Nick. And they're one, they're getting through, they're getting the conversations happening, and now they're even able to set a lot more demos because what they're doing is they're really like getting someone to just commit to a time on the calendar. We're going to see how it holds. I don't know if the demo show rate is going to get— is going to drop and be super, super low. But the point is like you should always be testing the script. One of the things that we found is like we can get demos to show up, we can get demos to agree to a time slot, and we can get them to show up. And then now what we're doing is like, alright, how do we increase that rate? Because you always want to like increase different parts of your funnel. So we want, you know, we've proved that we can set the demos and now we're like, alright, how do we like set even more demos so that our output per rep, per person is gonna be even greater, which will effectively reduce our cost per sale. And that's what we want to do so that we don't have to have as many humans doing it. So A/B testing, always be testing. That's what you guys should take away. It's Friday, so we'll see you guys tomorrow cuz it's every day.