Same Side Selling Podcast

If you've ever been on the receiving end of a typical follow-up sales call, you know how ineffective they are, but is your sales team guilty of making these types of calls? Whether they are or not, there is a much more effective way to follow up.

On this solo show, I will be talking about the importance of using valuable content as part of your follow-up system, why smart companies are now combining their marketing and sales departments, and how you can do the same.

This is an information-packed episode of Grow My Revenue, get ready to take some notes and start implementing today!

Listen to this episode and discover:

• What are the two worst ways most people follow up?

• Why you don't create content for the sole purpose of marketing.

• What steps are included in the most effective sales process?

• Why it's critical to be candid on your web site.

• Should you create a sense of urgency in your follow-ups?

• And so much more…

Episode Overview

Recently I attended Content Marketing World 2016, where I presented a workshop with Marcus Sheridan. I learned a ton about the importance of content, and was inspired to share what I learned with you on this episode.

Here is how I recommend following up with a potential client: first, understand the idea of content marketing. Content marketing isn't a license to create content for the purpose of marketing, it means your content should be answering the critical and often controversial questions your clients are asking.

Don't be afraid to put this type of content on your web site and to share it with your audience, and potential clients, even if it seems controversial. On my web site, I have a page that describes who my work is not for, who my services would not suit, and I also have my pricing listed.

A lot of people would not list who they won't work with nor would they put their pricing on their web sites. They are afraid doing so will scare off new customers. Here's the truth: if they can't pay your prices and don't fit your criteria, you don't want to work with them!

It's also a good idea to list the problems you solve. These are the areas that your potential customers will want to know about, these are the questions they will be asking themselves during the selection process.

So if you address their concerns through your content, they'll start to see you as a solutions provider who has what they need. You can provide this content as articles, podcasts, videos, etc.

The way you will know what concerns your potential customers have is by connecting your marketing and sales teams. Rather than keeping them separate in their own silos, have these two groups work hand in hand. Have a marketing person (at least one, preferably more) at every sales meeting. And have people from marketing participate in clients' discussions.

Doing so will help everyone identify key issues, engage in spirited discussions about what is needed. When the two groups are doing that, then the sales staff can share what big questions are coming up from potential clients, and give marketing the answers.

At that point, the marketing team can start creating content based on those questions and answers. Next the sales side of the company is telling the marketing side what they need, and marketing is creating content for them. That is when the magic happens, because your organization is now talking to your potential customers about what they need, not what you do.

During today's episode of Grow My Revenue, I also share how to properly follow up using content you've created for your clients, and what your potential customers' sales process is really like and how you can fit into it. Listen in for all of that and more on today's Grow My Revenue.

If you've ever been on the receiving end of a typical follow-up sales call, you know how ineffective they are, but is your sales team guilty of making these types of calls? Whether they are or not, there is a much more effective way to follow up.

On this solo show, I will be talking about the importance of using valuable content as part of your follow-up system, why smart companies are now combining their marketing and sales departments, and how you can do the same.

This is an information-packed episode of Grow My Revenue, get ready to take some notes and start implementing today!

Listen to this episode and discover:

• What are the two worst ways most people follow up?

• Why you don't create content for the sole purpose of marketing.

• What steps are included in the most effective sales process?

• Why it's critical to be candid on your web site.

• Should you create a sense of urgency in your follow-ups?

• And so much more…

Episode Overview

Recently I attended Content Marketing World 2016, where I presented a workshop with Marcus Sheridan. I learned a ton about the importance of content, and was inspired to share what I learned with you on this episode.

Here is how I recommend following up with a potential client: first, understand the idea of content marketing. Content marketing isn't a license to create content for the purpose of marketing, it means your content should be answering the critical and often controversial questions your clients are asking.

Don't be afraid to put this type of content on your web site and to share it with your audience, and potential clients, even if it seems controversial. On my web site, I have a page that describes who my work is not for, who my services would not suit, and I also have my pricing listed.

A lot of people would not list who they won't work with nor would they put their pricing on their web sites. They are afraid doing so will scare off new customers. Here's the truth: if they can't pay your prices and don't fit your criteria, you don't want to work with them!

It's also a good idea to list the problems you solve. These are the areas that your potential customers will want to know about, these are the questions they will be asking themselves during the selection process.

So if you address their concerns through your content, they'll start to see you as a solutions provider who has what they need. You can provide this content as articles, podcasts, videos, etc.

The way you will know what concerns your potential customers have is by connecting your marketing and sales teams. Rather than keeping them separate in their own silos, have these two groups work hand in hand. Have a marketing person (at least one, preferably more) at every sales meeting. And have people from marketing participate in clients' discussions.

Doing so will help everyone identify key issues, engage in spirited discussions about what is needed. When the two groups are doing that, then the sales staff can share what big questions are coming up from potential clients, and give marketing the answers.

At that point, the marketing team can start creating content based on those questions and answers. Next the sales side of the company is telling the marketing side what they need, and marketing is creating content for them. That is when the magic happens, because your organization is now talking to your potential customers about what they need, not what you do.

During today's episode of Grow My Revenue, I also share how to properly follow up using content you've created for your clients, and what your potential customers' sales process is really like and how you can fit into it. Listen in for all of that and more on today's Grow My Revenue.

Have you ever wondered how Starbucks created and sustained their culture throughout their skyrocketing growth? Our guest for today's show is the man who knows, Mr. Howard Behar. Howard is the former President of both Starbucks North America and Starbucks International. He was at the helm when they went from 28 stores to 15,000!

On today's show, Howard share lessons he has learned about why culture matters in every organization, what employees really care about and want to see from their leaders, and much more! This is an absolutely riveting conversation about the necessity of a healthy company culture.

Listen to this episode and discover:

· What is a company's culture reflective of?

· Why you must be intentional about the culture you create and live by.

· Why it's all P2P, and what that means.

· What doesn't work in terms of an employee reward structure?

· What happens when an organization says one thing, and does another.

· And so much more!

Episode Overview

All companies and organizations today know culture is important. But if everyone knows this is true, why isn't every work environment thriving? Clearly, mistakes and misconceptions are still out there about what it takes to not only have a culture, but implement and sustain it.

When I asked Howard what some of those mistakes and misconceptions are, he said one of the most common is companies hiring a consultant to "give" the company a culture.

Consultants are there to help along the journey but they can't give culture. Culture exists in every organization, whether or not it is defined. Culture is living within every company, it just may be unintentional.

The other misconception he touches on is the culture of conflict. This happens when a company says one thing, and does another. They say they uphold certain values and principles, but the behavior of the organization's leaders say they do not. If the leadership doesn't live the principles of the organization, neither does the rest of the organization.

The opposite is obviously true as well: when the leadership lives up to its promises, so does everyone else. Leadership sets the standard for the rest of the team.

This also applies to the rewards and compensation structures of any company. Howard shares the green apron book from Starbucks as a rewards example. It is a book that outlines the values and how those values come to life within the company.

Based on that book, little cards were created and distributed to everyone. The cards had all of the values from the green apron book and they had blank lines on which a person could write something specific.

People were encouraged to catch their fellow employees doing something that exemplified the values on those cards, to write a note on the blank lines about the person's actions and then give that card to the person as a token of appreciation.

These cards were given out to anyone by anyone within the company, as long as it was for a specific reason. Those reasons could be anything from treating a customer like a friend to giving back to the community they work in to helping a struggling co-worker on a project.

Howard says people would receive these cards and put them up around their offices and cubicles. You'd often see 10-15 cards spread out around the person's work space, and it was a reminder of the good things people were doing and the good that Starbucks represented in the employees' lives and the customers' lives.

On this episode, Howard shares another personal story about building a team from scratch and how he knew the right person for the right role. He also gives one piece of advice for fostering a positive culture in your organization. You'll hear that and more on today's Grow My Revenue!

Have you ever wondered how Starbucks created and sustained their culture throughout their skyrocketing growth? Our guest for today's show is the man who knows, Mr. Howard Behar. Howard is the former President of both Starbucks North America and Starbucks International. He was at the helm when they went from 28 stores to 15,000!

On today's show, Howard share lessons he has learned about why culture matters in every organization, what employees really care about and want to see from their leaders, and much more! This is an absolutely riveting conversation about the necessity of a healthy company culture.

Listen to this episode and discover:

· What is a company's culture reflective of?

· Why you must be intentional about the culture you create and live by.

· Why it's all P2P, and what that means.

· What doesn't work in terms of an employee reward structure?

· What happens when an organization says one thing, and does another.

· And so much more!

Episode Overview

All companies and organizations today know culture is important. But if everyone knows this is true, why isn't every work environment thriving? Clearly, mistakes and misconceptions are still out there about what it takes to not only have a culture, but implement and sustain it.

When I asked Howard what some of those mistakes and misconceptions are, he said one of the most common is companies hiring a consultant to "give" the company a culture.

Consultants are there to help along the journey but they can't give culture. Culture exists in every organization, whether or not it is defined. Culture is living within every company, it just may be unintentional.

The other misconception he touches on is the culture of conflict. This happens when a company says one thing, and does another. They say they uphold certain values and principles, but the behavior of the organization's leaders say they do not. If the leadership doesn't live the principles of the organization, neither does the rest of the organization.

The opposite is obviously true as well: when the leadership lives up to its promises, so does everyone else. Leadership sets the standard for the rest of the team.

This also applies to the rewards and compensation structures of any company. Howard shares the green apron book from Starbucks as a rewards example. It is a book that outlines the values and how those values come to life within the company.

Based on that book, little cards were created and distributed to everyone. The cards had all of the values from the green apron book and they had blank lines on which a person could write something specific.

People were encouraged to catch their fellow employees doing something that exemplified the values on those cards, to write a note on the blank lines about the person's actions and then give that card to the person as a token of appreciation.

These cards were given out to anyone by anyone within the company, as long as it was for a specific reason. Those reasons could be anything from treating a customer like a friend to giving back to the community they work in to helping a struggling co-worker on a project.

Howard says people would receive these cards and put them up around their offices and cubicles. You'd often see 10-15 cards spread out around the person's work space, and it was a reminder of the good things people were doing and the good that Starbucks represented in the employees' lives and the customers' lives.

On this episode, Howard shares another personal story about building a team from scratch and how he knew the right person for the right role. He also gives one piece of advice for fostering a positive culture in your organization. You'll hear that and more on today's Grow My Revenue!

You've been told the majority of communication is non-verbal and to read someone's body language for the full picture. But have you ever tried to read someone's physicality, only to get it terribly wrong? Our guest for today's show will explain why, and how to make sure that doesn't happen again.

Joining us is world-renowned body language expert, Mark Bowden. Mark is the founder of TRUTHPLANE®, where he and his team work with CEOs, politicians and other notable leaders. He's also written three books on body language, and was voted the #1 expert in the world on that topic!

Today he'll share some of the major misconceptions about body language, as well as how to establish trust and how not to. This is another episode you'll learn a ton from so tune in and get ready!

Listen to this episode and discover:

· Why sales scripts don't work.

· The importance of staying curious and why it wins trust.

· Why our brain isn't a knowledge system, and instead, what it is.

· What part of the body is the "truth plane"?

· How to look at a broader context than just someone's body language.

· And so much more!

Episode Overview

As one of the leading body language experts to ever grace his field, Mark Bowden has experienced a lot of misconceptions about the subject when working with his clients and speaking to the public.

The biggest one he sees is people trying to read others' body language based on the books, videos and other data out there. He says you have a 50/50 shot at interpreting their body communication correctly, at best.

Take, for example, someone standing with their arms crossed. Most advice you read would tell you this means the person is unapproachable, cut off and uncomfortable. But it truly can vary depending on the situation, so examine the context.

Mark says crossed arms could mean anything from the person is cold to they are tired, but trying to stay engaged in the conversation. Arms crossed can mean engagement under pressure of any other variety as well. You have to examine the context as well as the role you are playing with that context. Get curious, ask questions and look at other cues.

We also dissect the topic of trust and how body language plays a role in whether or not your prospect (or anyone else) trusts you. As you know, without trust sales aren't made. And without credibility, trust doesn't happen. To be credible with someone, Mark explains, means they trust you and believe what you tell them.

Your prospects know you are credible based on your body language. Our reptilian brain, the part responsible for our survival, sizes up others almost immediately upon sight. It's about the space the other person takes up, how they speak, and the behavior before words are even spoken.

A relevant example of this is the topic of disarming, something discussed often on this show. You and your sales team want to mimic the behaviors of someone buying - NOT someone selling. Your prospects will copy that behavior. But, if you act like a seller they will be turned off and try to push away.

The physical example of this is what you do with your hands. If you raise them at your chest or above, and become animated, you'll come across as a pushy sales person. Your prospect will most likely be turned off.

But if you lower your hand to your belly, and start using open palm gestures, you will come across as calm, assertive, credible and the leader in charge. Your prospects will look to you for your counsel, they will want to follow you and your suggestions. You can build on this by becoming curious, ask the question of whether this will work for them or not. They will ask the same questions.

That's just a sampling of the insightful wisdom Mark brings to this episode of Grow My Revenue. Tune in to hear all of that and more - including the most surprising thing he's discovered about prime ministers, Fortune 500 CEOs and the other experts he works with!

You've been told the majority of communication is non-verbal and to read someone's body language for the full picture. But have you ever tried to read someone's physicality, only to get it terribly wrong? Our guest for today's show will explain why, and how to make sure that doesn't happen again.

Joining us is world-renowned body language expert, Mark Bowden. Mark is the founder of TRUTHPLANE®, where he and his team work with CEOs, politicians and other notable leaders. He's also written three books on body language, and was voted the #1 expert in the world on that topic!

Today he'll share some of the major misconceptions about body language, as well as how to establish trust and how not to. This is another episode you'll learn a ton from so tune in and get ready!

Listen to this episode and discover:

· Why sales scripts don't work.

· The importance of staying curious and why it wins trust.

· Why our brain isn't a knowledge system, and instead, what it is.

· What part of the body is the "truth plane"?

· How to look at a broader context than just someone's body language.

· And so much more!

Episode Overview

As one of the leading body language experts to ever grace his field, Mark Bowden has experienced a lot of misconceptions about the subject when working with his clients and speaking to the public.

The biggest one he sees is people trying to read others' body language based on the books, videos and other data out there. He says you have a 50/50 shot at interpreting their body communication correctly, at best.

Take, for example, someone standing with their arms crossed. Most advice you read would tell you this means the person is unapproachable, cut off and uncomfortable. But it truly can vary depending on the situation, so examine the context.

Mark says crossed arms could mean anything from the person is cold to they are tired, but trying to stay engaged in the conversation. Arms crossed can mean engagement under pressure of any other variety as well. You have to examine the context as well as the role you are playing with that context. Get curious, ask questions and look at other cues.

We also dissect the topic of trust and how body language plays a role in whether or not your prospect (or anyone else) trusts you. As you know, without trust sales aren't made. And without credibility, trust doesn't happen. To be credible with someone, Mark explains, means they trust you and believe what you tell them.

Your prospects know you are credible based on your body language. Our reptilian brain, the part responsible for our survival, sizes up others almost immediately upon sight. It's about the space the other person takes up, how they speak, and the behavior before words are even spoken.

A relevant example of this is the topic of disarming, something discussed often on this show. You and your sales team want to mimic the behaviors of someone buying - NOT someone selling. Your prospects will copy that behavior. But, if you act like a seller they will be turned off and try to push away.

The physical example of this is what you do with your hands. If you raise them at your chest or above, and become animated, you'll come across as a pushy sales person. Your prospect will most likely be turned off.

But if you lower your hand to your belly, and start using open palm gestures, you will come across as calm, assertive, credible and the leader in charge. Your prospects will look to you for your counsel, they will want to follow you and your suggestions. You can build on this by becoming curious, ask the question of whether this will work for them or not. They will ask the same questions.

That's just a sampling of the insightful wisdom Mark brings to this episode of Grow My Revenue. Tune in to hear all of that and more - including the most surprising thing he's discovered about prime ministers, Fortune 500 CEOs and the other experts he works with!

If you use a CRM to measure your sales team's performance, you may be missing out on the whole picture. To know if you are getting an accurate view of what's working and what's not working for your sales reps, you should be looking at certain key performance indicators (KPIs).

On today's show, Eric Esfahanian of Gryphon Networks joins us to talk about those KPIs, why CRMs are often the bane of sales departments and the biggest mistakes most sales managers overlook regarding sales performance. Because sales are so critical to the success of your business this is a can't-miss episode!

Listen to this episode and discover:

· When a CRM works and when it doesn't.

· What should all managers be measuring from?

· Why it all comes down to qualifying leads.

· What is your most important job as the head of sales?

· Why the #1 thing Eric teaches his reps is not closing.

· And so much more!

Episode Overview

When I asked Eric what are the biggest hurdles he sees sales managers and executives struggle with regarding sales, he had a simple answer. He sees too many organizations focusing too heavily on volume.

They spend too much time looking at the number of calls made and/or appointments held, versus what is actually happening during those calls and meetings. He believes there is much more opportunity when you look at other lesser known performance indicators. When you look at these they will tell you how effective a rep is.

He recommends measuring other KPIs like how frequently does the rep reach out to the prospect? How long are their conversations or how short are they? By focusing on the conversational aspect of the communication you can get a clearer picture of what is working and what is not.

This is where CRMs can actually hurt a business. Unless you make sure the metrics the CRM is recording are very comprehensive, you shouldn't be basing decisions off of it. Reps are inputting information by hand, and being optimistic in many cases. Then managers are rolling that optimistic information forward, and some companies are basing budgets off of those projections. And they are doing so without looking into how valid and accurate the information in the CRM actually is!

Instead, Eric suggests sales people should not be writing up reports. They don't want to be data clerks, they want to be making sales! So your CRM should be able to capture the phone calls they are making without the rep having to do it.

The CRM should be automatically gathering data like how many calls are being made, how many conversations are had and what happens in those conversations. With that information you can coach the reps how to handle objections, how to deal with customers, etc. You can identify what to improve in their performance, and what to showcase that is going well.

A good CRM will also help you track patterns to gather quantitative data, this is how you find out what the most successful reps are doing and you can see what is working. For instance, you may find your best reps make 10-20 calls between 4pm and 6pm, 5 days a week. Now you know you should schedule all your reps to be making calls at that time every night.

Also on this episode, Eric explains why recruiting, hiring and training are critical areas to getting the best out of your sales staff. We wrap up today's episode with an example of how to create peer to peer relationships between your sales reps and your prospects, and how doing so creates win-win solutions for everyone. Listen in for all of that and more on this insightful edition of of Grow My Revenue.

Webinar Date/Time: October 12 at 1pm Eastern US

Please visit www.IanAltman.com/podcast/eric-esfahanian for more information on this Webinar, including how to register.

If you use a CRM to measure your sales team's performance, you may be missing out on the whole picture. To know if you are getting an accurate view of what's working and what's not working for your sales reps, you should be looking at certain key performance indicators (KPIs).

On today's show, Eric Esfahanian of Gryphon Networks joins us to talk about those KPIs, why CRMs are often the bane of sales departments and the biggest mistakes most sales managers overlook regarding sales performance. Because sales are so critical to the success of your business this is a can't-miss episode!

Listen to this episode and discover:

· When a CRM works and when it doesn't.

· What should all managers be measuring from?

· Why it all comes down to qualifying leads.

· What is your most important job as the head of sales?

· Why the #1 thing Eric teaches his reps is not closing.

· And so much more!

Episode Overview

When I asked Eric what are the biggest hurdles he sees sales managers and executives struggle with regarding sales, he had a simple answer. He sees too many organizations focusing too heavily on volume.

They spend too much time looking at the number of calls made and/or appointments held, versus what is actually happening during those calls and meetings. He believes there is much more opportunity when you look at other lesser known performance indicators. When you look at these they will tell you how effective a rep is.

He recommends measuring other KPIs like how frequently does the rep reach out to the prospect? How long are their conversations or how short are they? By focusing on the conversational aspect of the communication you can get a clearer picture of what is working and what is not.

This is where CRMs can actually hurt a business. Unless you make sure the metrics the CRM is recording are very comprehensive, you shouldn't be basing decisions off of it. Reps are inputting information by hand, and being optimistic in many cases. Then managers are rolling that optimistic information forward, and some companies are basing budgets off of those projections. And they are doing so without looking into how valid and accurate the information in the CRM actually is!

Instead, Eric suggests sales people should not be writing up reports. They don't want to be data clerks, they want to be making sales! So your CRM should be able to capture the phone calls they are making without the rep having to do it.

The CRM should be automatically gathering data like how many calls are being made, how many conversations are had and what happens in those conversations. With that information you can coach the reps how to handle objections, how to deal with customers, etc. You can identify what to improve in their performance, and what to showcase that is going well.

A good CRM will also help you track patterns to gather quantitative data, this is how you find out what the most successful reps are doing and you can see what is working. For instance, you may find your best reps make 10-20 calls between 4pm and 6pm, 5 days a week. Now you know you should schedule all your reps to be making calls at that time every night.

Also on this episode, Eric explains why recruiting, hiring and training are critical areas to getting the best out of your sales staff. We wrap up today's episode with an example of how to create peer to peer relationships between your sales reps and your prospects, and how doing so creates win-win solutions for everyone. Listen in for all of that and more on this insightful edition of of Grow My Revenue.

Webinar Date/Time: October 12 at 1pm Eastern US

Please visit www.IanAltman.com/podcast/eric-esfahanian for more information on this Webinar, including how to register.

Have you ever been talking to a potential client only for them to say they don't have any problems you can solve? On today's special solo show, I'll be sharing a specific example of how one listener can address this in his business. You'll hear how to apply it to your industry as well.

Also on this episode of Grow My Revenue, I'll guide you through the conversation steps you can take to talk with a potential client who has an existing vendor. I'll explain what to say to open the conversation, let their guard down and tell you just how well that existing partnership is going. This is a show you don't want to miss so sit back and tune in to today's Grow My Revenue.

Listen to this episode and discover:

• How to talk to a potential client, even if they think they have no need for your services.

• What are the symptoms that your product or service treats?

• How to effectively discuss their current provider with a potential client.

• Why you should have good third-party stories to share.

• And so much more…

Episode Overview

Recently I received an email from a listener in New York. He said he's in the photo booth business and his issue is his clients say they don't have a problem he can address. They don't have a photo booth problem, so how can he talk to them? And he's absolutely right: his client don't have a photo booth problem, no on has a photo booth problem.

Instead he should be looking for what are the symptoms that his photo booth treats? You should look for what symptoms your product or service treats as well.

For this particular business, his clients want to have a great event but they also want people to remember the experience. They want those memories to go beyond just what they ate, or drank, or danced to, etc. Without the listener's photo booth, there's no way for them to remember the experience. The photo booth gives them a lasting impression they can hold on to.

To go a step further there are additional symptoms the photo booth treats. Some of the symptoms are it appeals to all ages from young to old, it is a good and wholesome experience that everyone can participate in. It creates memories that can be shared for weeks, months and years ahead.

Whether or not you're in the photo booth industry, this same strategy applies to you. The key to communicating your business starts with thinking about symptoms you solve, rather than just what you offer as product or service.

On this show, I dive into what a conversation with a potential client looks like when they have a vendor. It begins by disarming them and engaging them with a conversation about their current relationship, and doing so in a non-threatening way.

From there, you steer them towards what is working in that partnership before asking what one or two things they would change if they could. I explain how to find out if the things they want to change are big issues, and what to do if they are and what to do if they are not. Each of these steps are critical to finding out what opportunity exists (if any).

During today's episode of Grow My Revenue, I examine why effective selling is about getting to the truth of the matter as quickly as possible and how to make your potential client more receptive to talking with you about their problems. Listen in for all of that and more!

Have you ever been talking to a potential client only for them to say they don't have any problems you can solve? On today's special solo show, I'll be sharing a specific example of how one listener can address this in his business. You'll hear how to apply it to your industry as well.

Also on this episode of Grow My Revenue, I'll guide you through the conversation steps you can take to talk with a potential client who has an existing vendor. I'll explain what to say to open the conversation, let their guard down and tell you just how well that existing partnership is going. This is a show you don't want to miss so sit back and tune in to today's Grow My Revenue.

Listen to this episode and discover:

• How to talk to a potential client, even if they think they have no need for your services.

• What are the symptoms that your product or service treats?

• How to effectively discuss their current provider with a potential client.

• Why you should have good third-party stories to share.

• And so much more…

Episode Overview

Recently I received an email from a listener in New York. He said he's in the photo booth business and his issue is his clients say they don't have a problem he can address. They don't have a photo booth problem, so how can he talk to them? And he's absolutely right: his client don't have a photo booth problem, no on has a photo booth problem.

Instead he should be looking for what are the symptoms that his photo booth treats? You should look for what symptoms your product or service treats as well.

For this particular business, his clients want to have a great event but they also want people to remember the experience. They want those memories to go beyond just what they ate, or drank, or danced to, etc. Without the listener's photo booth, there's no way for them to remember the experience. The photo booth gives them a lasting impression they can hold on to.

To go a step further there are additional symptoms the photo booth treats. Some of the symptoms are it appeals to all ages from young to old, it is a good and wholesome experience that everyone can participate in. It creates memories that can be shared for weeks, months and years ahead.

Whether or not you're in the photo booth industry, this same strategy applies to you. The key to communicating your business starts with thinking about symptoms you solve, rather than just what you offer as product or service.

On this show, I dive into what a conversation with a potential client looks like when they have a vendor. It begins by disarming them and engaging them with a conversation about their current relationship, and doing so in a non-threatening way.

From there, you steer them towards what is working in that partnership before asking what one or two things they would change if they could. I explain how to find out if the things they want to change are big issues, and what to do if they are and what to do if they are not. Each of these steps are critical to finding out what opportunity exists (if any).

During today's episode of Grow My Revenue, I examine why effective selling is about getting to the truth of the matter as quickly as possible and how to make your potential client more receptive to talking with you about their problems. Listen in for all of that and more!