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Today’s Newsletter:

I believe the best feeling in sales isn’t when you close the deal. It’s when you smell blood in the water.

I was talking with someone I respect a few weeks back and they mentioned that the best sales person they’d worked with at their old company was a sweet lady, and mother of 2 young kids.

This person asked her what her favorite part of sales was. Now being a mother of 2 young kids requires the utmost patience and gentleness and I know that because I’ve watched my wife raise our young children by doing so. Children can be delicate, and they need the grace and tenderness of a mother’s love.

This woman’s response to her favorite part about sales? “Smelling blood in the water:”

As a sales person, I felt seen.

This is a skill that the best sales people hone. This is your radar, your Spider-sense, the Bat-signal in the sky. This is when things get exciting, and when a sales person knows there is an opportunity for closing a deal.

When you smell blood in the water, you understand a few things:

1. This person has pain I can solve

2. I know how to solve it

3. As we talk through everything they’re going to look to me as the expert in solving it

As a sales person, finding yourself in that position means the hunt is on. You’re the shark and the prey is close enough you can taste it.

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I understand this comes across aggressive, however that is what you need to be as a sales person. You need to know when it’s time to hunt and know when it is time to be helpful, and know when it is time to swim awa….. walk away.

As you continue to communicate and grow in sales, make sure you seek to understand the individual you’re speaking to and working with. When they show you they’re ready to listen because they trust you, yes the hunt is on and that is the blood in the water. Being helpful to solve their problems is crucial here.

That is the final piece of advice around the fire today. Do not go into a frenzy trying to close a deal and forget to be helpful. But it is okay to get excited when you know you can help someone and begin building a partnership.

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Prospecting is crucial, making sure you do the right thing at the right time is just as important. Here are 3 things NOT to do when prospecting

1. The wrong timing - not too early or too late

   1. Just a few weeks ago I cold called someone at 7:30 am, not realizing it was that time for them. Needless to say they were not interested in speaking to me, and asked to be taken off my list after opening 3 of my emails. Bad move.

      1. I recommend calling between 8:30 am and 9:30 am, or later in the afternoon (3:00 - 5:00 PM) to maximize engagement. You may also want to switch up messaging at those times as people could engage differently

2. The wrong person - not too broad

   1. Building the right audience is crucial. Make sure you are targeting people who have legitimate buying potential is key so you need to first Identify who those individuals are, then prospect to them. Targeting the wrong pool of individuals will waste your time, money, energy, etc.

      1. Use a tool like Apollo.io to build a list of qualified prospects from your identified target audience, and start reaching out to them at the appropriate time. Offer them a true solution to a problem they have

3. The wrong focus - work on what works

   1. Figuring out the most appropriate place to spend your time and effort can be crucial, and focusing on the wrong thing too much can pull a sales person from making real progress. Focus on the channels you’re seeing success in and give the majority of your time to that channel

      1. It can take time to zero in on exactly what will drive leads and sales for your business, so focusing on areas when you see success in those areas will be crucial to your sustained effort. If you’re a great networker, network! If you’re great at generating leads online, go for it! Just work where you’re getting more traction. 

• Hyper Sales Growth

  This is one of my all-time favorite reads. Jack Daly is an awesome sales coach and leader and has helped multiple business reach incredible levels of revenue. He brings energy and narrated the audiobook himself. Highly recommend to sales leaders and salespeople alike for a fun, and energetic read/listen.

• Think and Grow Rich

  Napoleon Hill’s all-time classic Think and Grow Rich has inspired generations of sales and business people to challenge the status quo and look at their life and focuses different. This book’s superpower is challenging you at your potential, and this updated version has additional content in it for further development and consideration.

Season plays a huge roll in golf. Typically between the months of November and April I spend less than 10 hours on the golf course.

Between the months of April and October, I spend somewhere around 5-10 hours per week playing, practicing, watching, and thinking about golf.

So what if a golf course thought differently about the golf season?

What if a golf course started a “polar league”? Golf-cart heaters? Discounted pricing? Buy 2 get 2 free?

What could a seasonal business do to create demand and excitement in it’s down season to increase revenue when it’s competitors are dormant?

If you’re a seasonal businesses, think through what may get someone to engage with your business in the offseason, even if it’s more of an event-based engagement.

Keep them thinking about you year-round and they won’t forget you when it’s time to knock the rust off the clubs come spring time.

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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