The Pierce Marrs Show

“Shark Tank Fan Podcast: Season Five, Episode Four“ Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Four. Lori Grenier and Damon John are back with Kevin, Mark and Robert where they review  “Sunday Night Slow Jams”, “Hamboards”, “Scan” , “Screenmend” and an update on “Mission Belt Company”. Tune in Friday’s […] The post “Shark Tank Fan Podcast: Season Five, Episode Four” appeared first on Sales Coach Pierce Marrs.

If you are in sales, have your own business or were wondering if anyone can create an income in this economy, please read the following.

It started as a referral. I needed someone to do some work in my yard. Jason came highly recommended. I called him and left a voice message.

Many times when I contact a business, this is where it ends. I never hear back from them. However, in a few hours, I received a return call from Jason. We set up a time for him to come and survey my yard.

He showed up early for the appointment. We walked the yard and he was easy to talk to. He listened intently to our requests and made notes. He asked questions and made great suggestions.

He named his price and his lead-time to come and do the work. We booked him immediately and asked what other services his company provided.

When we heard his story, I had to share it with you.

Jason chose to leave a large lawn care company after they converted to a company store and the rules changed. After taking some time off to vacation and see family, he began contemplating how he could support his family of five. He knew the lawn care business and enjoyed it.

He bought an aerator on Craig’s list for a bargain and with no customers he started his new venture. He sat down to write out a plan of action, crunch the numbers and set a lofty goal of one thousand customers for the aerating and seeding season. He put an ad on Craig’s list and set up a Facebook fan page.

He acquired his first customer around August 1st and I met him sixty days later.

With referrals from those first few customers and with an attitude to always over deliver on his promises, Jason had grown his customer base from zero to five hundred customers.

In the month of September, after he paid all of his help and expenses, he kept a five-figure income to support his family. And he is only half way to his goal of one thousand customers.

Jason did a lot of things right. Here is a summary.

• He called me back and showed up early for the appointment.
• He under promised and over delivered.
• His quality work and fair price is being rewarded with glowing testimonies and referrals.
• He knows how to sell. He listened, asked questions and made excellent suggestions to prove his expertise.
• He had excellent manners.
• The most important thing he did for his business was set a goal that he felt at the time was unattainable.
• He did what he said he would do when he said he would do it.

Jason is only half way to his goal of one thousand customers. I believe he will make it. Do you?

Have a great week!

Pierce

P.S. To contact Jason for work in the Nashville, TN area, go to his Facebook Fan Page by clicking here.

Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Two. Lori Grenier and Barbara Corcoran are back with Kevin, Mark and Robert where they review  “Fairytale Wishes”, “Freeloader”, “Kookn’ Kap” , “Rapid Ramen” and an update on “Echo Valley Meats”. Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

Click here to subscribe to the podcast in iTunes.

Also, CLICK HERE to Like Us on Facebook.

Millionaire Real Estate investor and resident Shark on the hit TV show Shark Tank, Barbara Corcoran, advised an entrepreneur that the only feedback you can trust is sales.

In her presentation, the business owner mentioned that everyone that saw her product loved the idea but after four years in business, her sales were dismal. Like it or not, sales are the number one indicator of success.

This is a difficult reality for some business owners but it is the truth. Especially for those hopeful entrepreneurs that tell me they want to be in business but don’t want to be in sales!

Business without sales is a hobby.

Sales are the lifeblood of a business. Your business will not survive or thrive without a sales process and a concerted effort to have paying customers.

I recall numerous conversations with a sales manager who understood this philosophy. This is a typical conversation:

Me: I just left my sales call.

Sales Manager: How did it go?

Me: It went great!

Sales Manager: Did you get the order?

Me: No.

Sales Manager: Then it was not a great sales call.

We understand that in a relationship sales process, the prospect may have multiple touches with you before they trust you enough to open their wallet. Regardless, in order to succeed in sales and have a successful business you have to intentionally ask for the business.

I call this gaining commitment. It is also called closing the sale. This also assumes you have qualified the prospect and shown them a viable solution.

For some people asking for the business can be the most difficult part of the process. If this is you, ask yourself, “do I believe in my product and can I meet or exceed the expectations of my customers?” If the answer is yes, then you deserve to get paid.

I bet you pay for stuff all the time and feel satisfied that you received the value you expected. You were being sold and you didn’t mind. Your customers will feel the same way about you. Go ask for the business!

In closing, if the word selling trips you up, instead of a Sales Process, maybe you should have your own Serving Process.

Have a great week!

Pierce

“Shark Tank Fan Podcast: Season Five, Episode Three“ Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Two. Lori Grenier and Barbara Corcoran are back with Kevin, Mark and Robert where they review  “Fairytale Wishes”, “Freeloader”, “Kookn’ Kap” , “Rapid Ramen” and an update on “Echo Valley Meats”. Tune in Friday’s […] The post “Shark Tank Fan Podcast; Season Five Episode Three appeared first on Sales Coach Pierce Marrs.

Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Two. Lori Grenier and Damon John are back with Kevin, Mark and Robert where they review  “Mango, Mango, Mango Preserves”, “Breathometer”, “Man Medals” , “Kane and Couture” and an update on “Simple Sugars”. Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

Click here to subscribe to the podcast in iTunes.

Also, CLICK HERE to Like Us on Facebook.

“Shark Tank Fan Podcast: Season Five, Episode Two“ Pierce Marrs and Steve Hayes are back to for the Season Five, Episode Two. Lori Grenier and Damon John are back with Kevin, Mark and Robert where they review  “Mango, Mango, Mango Preserves”, “Breathometer”, “Man Medals” , “Kane and Couture” and an update on “Simple Sugars”. Tune […] The post “Shark Tank Fan Podcast: Season Five Episode Two” appeared first on Sales Coach Pierce Marrs.

Pierce Marrs and Steve Hayes are back to for the Season Five Premier. Lori Grenier AND Barbara Corcoran are back with Kevin, Mark and Robert where they review  “Postcard on the Run”, “Lynnae’s Gourmet Pickles”, “Rolodoc”, “Sweet Ballz” and an update on “Wicked Good Cupcakes”. Tune in Friday’s at 9:00 PM Eastern/8:00 PM Central at The Shark Tank’s new time on ABC.

Click here to subscribe to the podcast in iTunes.

Also, CLICK HERE to Like Us on Facebook.

“Shark Tank Fan Podcast: Season Five, Episode One“ Pierce Marrs and Steve Hayes are back to for the Season Five Premier. Lori Grenier AND Barbara Corcoran are back with Kevin, Mark and Robert where they review  “Postcard on the Run”, “Lynnae’s Gourmet Pickles”, “Rolodoc”, “Sweet Ballz” and an update on “Wicked Good Cupcakes”. Tune in […] The post “Shark Tank Fan Podcast; Season Five Premier, Episode One appeared first on Sales Coach Pierce Marrs.

I received a fat envelope from St Jude Children Research Hospital this weekend. It is one of several I have received this year after we chose to financially support their efforts. Each one we receive includes free gifts such as a notepad or personalized address labels.

These gifts are included with their request for support because St Jude understands the Law of Reciprocity.

Please understand that I trust St Jude and I am not offended by their actions or feel I am being manipulated. They understand that they dramatically increase the chance of raising money if they act out in kindness first.

Reciprocity is responding to one positive action with another positive action.

“One of the most potent of the weapons of influence around us is the rule for reciprocation. The rule says that we should try to repay, in kind, what another person has provided us.” ~ Robert B. Cialdini, Author of Influence; The Psychology of Persuasion

How does this principle apply to you and your success? Instead of worrying so much about what you need, focus on how you can add value to your customer.

I had the opportunity to hear Michael Hyatt, author and former CEO of Thomas Nelson Publishing, speak at Dan Miller’s September Innov48 event. He referred to the 20:1 rule from his best selling book Platform; Get Noticed in a Noisy World.
“It represents a ratio. It means that you have to make twenty relational deposits for every marketing withdrawal. If you want to build a social media platform – one where people listen to you – you must be a giver, not a taker.” ~ Michael Hyatt

2 Corinthians 9:6 – Remember this: Whoever sows sparingly will also reap sparingly, and whoever sows generously will also reap generously.

Have you ever felt the slightest amount of guilt when you take those free samples at Sam’s and Costco and then walk away without buying? Just saying.

Have a great week!

Pierce