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Today’s Newsletter:

There is only 1 thing that matters in sales and if you do it successfully you will most likely be an incredible sales person.

That one thing? Helping. KEEP READING, it goes deeper.

Helping is made up of a thousand smaller efforts and items, and if you spend your time with prospects and at networking events and on social media helping others, people will be drawn to you.

How can you help those around you each and every day, on sales calls or in less formal settings?

In order to help someone, you need to understand what they’re needs are. The only way to do that is to ask great questions.

Every sales activity you take should be fueled by helping others and asking them how you can help them. The best sales people in the world spend the most time possible learning about others and looking for ways/areas to help them.

When you’re mindset is geared around “helping” those around you, you will be focused on them, not you. You’ll become a networker, a problem solver, a person who knows people to introduce to you, etc.

There is a very important item to keep in mind while you’re helping someone, and it is this: You will not see immediate return.

You have to decide if it is worth it to not see the immediate return. I call this “sales compound interest”.

When you focus on helping, even if you don’t win the initial sale, you have built trust that in some way will bring return.

Finally, the most important ingredient to helping is being genuine. You can’t fake being helpful, people see right through it. You have to desire to help those you connect with.

So if you aren’t naturally a helpful person, or if you don’t naturally seek to help others, spend time reading or researching the best ways to be helpful and best questions to ask someone to be able to help them.

Becoming helpful is one of the best time investments you can make, and it will bring return each time, even if that return is self-appreciation. We need as much of that as we can get!

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**Important** Remember that these are not hard rules to follow. Always do your diligence in following up, just focus your attention on the highest probability opportunities and do not get caught up focusing in areas that feel unlikely to close

1.  Sign 1: They don’t return your first follow up

   1. If you’ve had an awesome first call, make sure you take time to reflect on the true nature of their engagement. Having software to help with sentiment can be great (highlighted below), and a recording could help too. This will be helpful for when they ghost you right off the bat and do not respond to your very next communication.

      1. Tips to keep this from happening: Send a follow up email immediately after the call, and make sure you first outreach is the following day via phone

      2. If those are unsuccessful, do not count this one as a warm part of your pipeline

2. Sign 2: You are introduced to a new primary point of contact

   1. The sales process is a very delicate dance, and even the smallest variables can take a hot opportunity to an ice-cold one. I’ve been in scenarios where a new POC didn’t affect a deal closing, and ones where new POCs wouldn’t even acknowledge me. So my advice is take this change as the worst possible scenario and move it back to the earliest stage of your sales cycle

      1. Tips for when this happens: Make sure your first few correspondences include the point of contact you were working with before. Also make sure you get on a zoom/phone call with them as soon as humanly possible

      2. If those are unsuccessful, reach out to your previous POC to ask the best way to stay in the race. Then go hunt new opps.

3. Sign 3: This sounds obvious, but when they say “We’re going in a different direction” or they fully ghost you

   1. I know what you’re going to say next… “Well this one time a sales rep I know did this great big thing that turned a ‘no’ into a ‘yes’…” That sales rep is great at their job! My guess is that is 1 out of 1,000 times that it has actually worked, and they probably kept doing the right stuff on other accounts while they were working on flipping the ‘no’ to a ‘yes’. You should always put in the effort and work to try and get a ‘no’ to a ‘yes’ but you should also have the right perspective and not put too much emphasis on this becoming a yes. They usually don’t.

      1. Tips when this happens: Send emails and call, but remove it from your pipeline. Try to connect with the individuals in a more personal way in the event they return interested later

      2. As always, don’t waste hours trying to re-catch the lost fish. Go find new ones to bring in, Killer!

• Read.ai

  This tool has a ton of horsepower, and was used by a prospect that I recently spoke to. I received an email after the call that had a tremendous amount of information about our call that I found insightful and helpful in establishing clear next steps. I see it being a great tool for sales people and plan to use it moving forward, as the initial account I made was free.

  • Features: Video recording, transcription, sentiment analysis, recommendations on follow ups, talk-time breakdowns per attendee

• Zoom “summary”

  Alright, yes I am going to be that guy, but when I found Zoom’s summary feature, it was a game changer. I like to keep physical notes for each sales call I take, however often times get them jumbled up among the other papers on my desk. This AI tool has saved my bacon more than a few times.

  

• Here is a great article about this tool that is free to use within the Zoom platform: https://news.zoom.us/zoom-iq-meeting-summary-chat-compose-free-trial/

  • Features: Right now I’m only using it for the summary feature in my meetings, however there are a list of additional features worth considering in the platform:

    

I got free golf balls in the mail this week.

4 free golf balls came from Golf Galaxy, and they were premium tour golf balls.

As someone who loves to golf despite my obvious lack of skill this was exciting for me. Especially since I knew I was going to be writing an Atomic Offer today…

In actuality, this was exciting because I’ve never purchased these specific golf balls, and wouldn’t mind trying them out. Buying and losing golf balls are not exactly a rare occurrence for the average golfer, and this stands out to me as an atomic offer.

The majority of golfers, when they get started, aren’t going to purchase 12 golf balls for 50$ because they’re going to lose them quite quickly… unless they know what it feels like to hit a premium golf ball. That’s one way to change their perspective on it.

And by Golf Galaxy and TaylorMade sending me 4 free golf balls they may have taken a step or two closer to me making a larger purchase of their TP5 golf balls next time I’m looking to restock.

What level of “free” can you give away to your potentially interested audience? Focus on who you know 100% needs your product and service, and give them something they can’t / don’t want to say no to.

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Go get it started! If you’re looking to start a business and need help, or are looking to increase sales velocity, please reach out to [email protected].

Here are our recommended steps to getting started:

1. Get your website up - this is a digital home for your business

2. Know where and how you’re going to sell - whether you sell services or watermelons, know how you’re going to get customers

3. Get your LLC setup - this can be done quite easily, Youtube can point you in the right direction, and so can we

4. Get your first client - reach out to friends and family and get your product moving

5. Market your hot-buns off - free giveaways, paid ads, social media, email marketing, etc. Just get out there and get the eyeballs you need

6. Watch the fire grow!!!!!!!!!!!

Thank you for being a part of our community. We are passionate about helping sales people, business owners, and others start fires of growth and entrepreneurship. If you found this email helpful, please forward it to someone.

-The FireStarters