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is it anywhere on East Eastern University a good process or anything because I've tried a couple different ways um but I'm trying to find are we just with this new company that I'm at it's not like concise where everything is yep do you have any suggestions yeah and first thing don't blame your company okay it's not their job to make you successful and I know you're not doing that but this is a big mistake that a lot of people make okay is they're like oh hey look we've got a big executive for marketing on this call right now I'm not going to say who it is but that person I feel for them because they often get blamed for somebody not hitting their numbers it's not marketing's fault you didn't hit your numbers marketing's job is to support you it's your job to do the stuff that you need to do and everybody's got to manage their own process now that being said can you Peggy can you give me a specific example when you say process what do you mean by that like walk me through that because I I think I have an idea in my mind but I want to make sure that what I'm thinking of and what you're thinking of is the same thing I think it's more prospecting versus like in the middle of the sale I could get that yeah but it's more like okay you call a person you leave a message you follow up with maybe you know in three days or seven days like is there anything you know email you know the co it's more the prospecting yeah okay so course wise in eastern university.com you're gonna find that in your Precision prospecting okay also in your follow-up but let me just talk you through a little bit of this because in eastern university.com there's not a specific you must do this because I'm just going to tell you right now Peggy as long as you follow a process and you stick to it the glaring things that you need to change will then become rapidly evident and you then it's just little micro adjustments to your process but let me kick you off with something to start fair enough yeah don't call them back after three days okay none of us should be calling anybody back after three days in prospecting and that's a huge mistake that the lazy P I'm not calling you lazy but this is what the lazy people do how many emails have you gotten that says bumping this up to the top and it's something they sent you three days ago which you didn't open because the title of it sucked it was like how to save 50 on your blah blah blah blah instead of maybe the title should be Matt Easton 720-660-3202 mobile oh how is it that simple yeah if you put your name in your mobile number as the title of an email somebody's going to open it up because you're not insulting them and you're not trying to sell them or trying to sell them and insulting them at the same time okay do we think our emails titles are unique and yet we don't realize 4 000 other emails all say the same thing you're going to save money you're making this mistake avoid this disaster it's crap right just start a personal relationship with somebody but in terms of following up with them what I would like you to do is go and make one of those little half three ring binders so it's not the total big three ring binder it's the half size one you just turn the paper sideways cut it in half and I want you to create a flip chart and in that flip chart or your little voicemail messages that you're going to make they're going to sound like this hey Peggy it's Matt Easton founder Eastern University you and I are connected on LinkedIn I've got an idea I'd love to get your opinion on could you give me a call my Mobile 720-660-3202 okay and that's one of your voicemails okay maybe um somebody has received pricing but you need to schedule a official demo with them whatever it is you should have a voicemail around that hey Peggy Matt Easton founder Eastern University appreciate the call we had last week sent you over that pricing on Wednesday calling to see if it makes sense to schedule that Zoom meeting with your on-site team I'm on my mobile 720-660-3202 how can I say this right now without a sheet in front of me with perfect Cadence because I don't when I'm leaving voicemails I'm looking at Sheets create one there's a reason why NFL quarterbacks have a wristband okay they get paid 19 to 30 million dollars it's not that they're not doing their homework it's that that they need to have the security of that wristband right x-ray foxtrot zebra white Scat Pack nine I know that the ball is going to number 14 first 17 30 if not I'm either going to hand it to the running back or I'm going to throw it out of bounds you guys have to have the play that you're running in front of you it's going to free you up to where you're not saying things like um uh uh those are all bad things so I would leave a voicemail once and then honestly Peggy look at your pipeline of prospective people I wouldn't call those people back for a month ideally I would like it and I see everybody's this is why I don't have something set in eastern university.com everybody's situation is different ideally you should only be making prospecting calls to somebody four times a year but wait he just said at the beginning of the session people are lazy and they don't need to be lazy making a call to somebody only four times a year isn't that lazy no it's not because what I'm not doing is only calling 30 people I'm calling 2300 different people so look at the amount of people that you can call the amount of offices that you can call the amount of businesses in your territory whatever your situation is and then start to look at that number as a whole and go okay if I was to make 50 prospecting phone that's a good number by the way you don't have to start with that number you should be able to get to 50. in pretty rapid succession I when I first started mapping my Journeys out 20 years ago I was like I'm going to make 10 prospecting calls a day I realized that was pathetically easy okay 20 is also pathetically easy it's not worth doing 10 or 20 prospecting calls because as soon as you get a rhythm going you're going to be done with it make it hard for yourself like if you go to the gym you don't just do one bicep curl I'm out right well there we go I'm done right do like at least 30 40 maybe 50 calls a day now start to map out okay well how many potential people could I call well I don't know well maybe I should spend a day take a time out spend a day finding these people go talk to there's people on this phone call that are in charge of marketing those are great people to be your friends hey do we have any lists if you want if I wanted to find people where would I go marketing people get paid a lot of money to be able to help you with problems like this that's very different than whining and crying and saying marketing needs to get me more leads if you go to marketing and say Hey I want to generate more leads for myself what are some of your ideas I guarantee you they'll have ideas hey are you a member of the trade Association by the way we did our trade show we did three years ago I still have all the people that came by our booth you want it yeah yeah I want it figure out how to get those lists right and make those calls and then try and have so many people that you can potentially call that you're only calling them once a month or even better once every three months okay then like the next thing in your gate should be did they call me back right do we have a connection Bill did I send them over a link so they can take a look when they get some time then maybe I'm going to call them back seven days after I sent that link and I'm going to send them pricing or I'm going to send them an invitation to do a 10 minute Zoom call where we can review what they're doing right now whatever it is and the reason why there's not a set process in there's everybody's sale is a little bit different but the formula is the same you're going to say something to get their attention once you have their attention you're not going to try and sell them you're going to deliver an Insight once you deliver that Insight okay and they're like wow that was kind of helpful you're not going to try and sell them you're going to ask questions to learn learn about their business those questions are going to focus on one of two things either a problem that they need to solve that they care about or an outcome that they need to achieve that they care about key word in both of those being that they care about it how do you know they cared about it they told you man you know what we really want to fix this on our receivables when you say you really want to fix it just out of curiosity why is that they've gotten worse when you say gotten worse can you give me a specific example yeah our payment velocity went from 31 days to 42 days 42 days right what's that costing the office now you're having a conversation now you're monetizing things okay then you're able to say you know because of the fact that you said payment velocity has gone from 31 days to 42 days that you're handling this in-house right now that you're really concerned that Barbara might quit or go someplace else or retire that's coming up in the next couple years I'd like to recommend that we look at taking those receivables and handling them over here on our side of the house does it make sense for me to send you over a quote to do that uh no I got it I'm confused though right because you had said that this is costing the office eleven thousand dollars a month yeah 11 000 it's just it's just not a priority for us right now understood what's a good Next Step I don't know makes sense what's a good next step for me I just don't know hey no problem I get it the 11 000 is not enough movement in the needle to to want to change I just want to make sure I'm clear here this is very simple change and something that we can do pretty rapidly for you how about we do this I will be here when you want to recapture that 11. or if the problem gets worse fair enough yeah yeah that works for me okay that's how you become a top level sales person notice what I did I spent all my time in the front end and then when that person's like and by the way sometimes eleven thousand dollars a month isn't enough to move the needle with somebody that's okay I'm what I'm not going to do is go report that to my boss in my qbr in my weekly sales call saying oh that deal is going to come in I'd rather know hey it's not enough to move it for them right now I let them know we'll be here when it either becomes enough or the problem gets worse I'm going to circle back with them in six months which sounds like this hey Peggy Matt Easton with Easton Payment Solutions not sure if you remember me but I remember you we had talked about six months ago regarding the 11 000 calling to see if it makes sense for us to recapture that money for you I'm on my mobile 720-660-3202 all of this stuff will plug in together but you gotta let's take some time and go okay what are the steps in my process I'm happy to work with you guys on those steps we can always do it private or whatever you need but it's it's not that hard you just got to sit down and figure this stuff out and it's a little bit of the little bit of time that you invest in figuring this out and the confidence that you get now all of a sudden the beautiful thing is not only will deals close a lot more but when you have that confidence most of the work that you're doing right now is for naught you're following up with people that aren't going to buy you're following up with people that are going to buy and your constant barrage of every two days is just lowering your credibility we've got to have a process we've got to trust the process and ideally you guys need to have a sheet every day and no matter what happens you close a deal or you don't you're doing the same things every day is that helpful at all Peggy hopefully it is absolutely yeah and I do have a shape that you did for the gold yep that I do every morning and then I do have like my intro for leaving the first voicemail I haven't cheat in front of my like it's taped on my computer yes it's just easy because you don't have to think about it yeah and if you found somebody and it's right there you don't have to think about what you're gonna say yes and if you ever think that's unprofessional go watch a football game they all got wristbands okay they have stuff we don't have they have speakers in their helmets right those speakers in their helmets are to tell them hey reminder reminder okay don't get too aggressive with this play if it doesn't work throw the ball out of bounds we're going to get them on the next one this is why this just drives me nuts of like we all make fun of the jocks in college we're like they didn't go to school we all went to the classes they were just on the football team they graduate in football yet they know better than business Executives how to stay unemotional how to trust the process how to run the play because for their entire Sports career they had coaches that were saying things like here's your first option your second option and your third option and if those don't work I want you to remain calm okay we're gonna punt Dee's gonna get the ball back okay when we get the ball back we'll give you some different plays we're going to follow the script we're going to follow the process we we don't do that in sales you know what we do in sales we get really excited about three Deals two of them don't come in to which makes us really depressed and then we just show up to work with no plan I'll just check on Peggy might send a few emails then I'm going to call some people back sales reps managers business owners entrepreneurs what I'm about to tell you oh this is gonna hurt but trust me it will be well worth it I want you to think back to that excitement you had when you first got started maybe it was your first day you thought about all of the lives that you were going to change with your amazing product your business your service your Solutions and hey let's be honest here you were going to make a lot of money in the process of helping people helping businesses change their lives but it didn't work out exactly that way did it if you're anything like me if you're anything like most people in sales you found it was just a little bit more difficult to close those deals than you thought or maybe you're struggling right now now I warned you this is the part that's going to hurt but in order for this to work you and I need to be honest with each other I want you to think about all the reasons that you're not hitting your targets all the reasons you're not making the sales that you had anticipated making is it the economy your competition your territory your pricing maybe it's your manager your product your service Your solution here's the part that's going to hurt there's a 94 chance it is none of those and it's time you face reality the reason why you have to work so hard just to close a single deal has nothing to do with the economy nothing to do with your competition your territory your manager your product your price your service the reason why it's so hard for you is you simply have haven't learned a better sales process but wait you've had sales training from your company yeah I did too you've read some sales books I read just about every single one of them or maybe you're saying to yourself well I was always born a salesperson nobody is born knowing how to sell more than they're born knowing how to speak Cantonese or fly an F-22 fighter jet and by the way the right sales process is a lot easier to learn than a language or flying an airplane but you still have to learn it my name is Matt Easton I'm the founder of Eastern University and if you'll let me coach you I can show you how to sell more than you've ever imagined without being pushy without being manipulative without following some super complex system where you're spend more time trying to figure out what stage your deal is in than actually closing deals if you will let me coach you you will never ever ever find yourself blaming the economy your products your price your manager your territory your competition again because you're going to be in total control of the sales process and the outcomes I've devoted my life to unlocking the perfect sales process and I want to coach you the same way I've helped thousands of other people in the exact same position that you are right now sell a reported 3.47 billion yeah that's billion with a B over the last 12 months I've been where you're at right now I know how to help you I can show you in just a matter of minutes what will take you years of trial and error to learn on your own now if you've made it this far but you're saying to yourself it can't be that simple just trying a new sales process alone will not get me to where I want to go I know exactly what you're feeling I said those exact same things and I was wrong having the right sales process changed absolutely everything for me so I want you to do me and yourself this favor and spend just a minute or two over at eastonuniversity.com checking out what we've built now if you spend a couple minutes and you decide that our coaching can't help you it can't help you change everything about your career everything about your life no harm no foul you can continue to do things the way you're doing them right now but just imagine what if you head over to easternuniversity.com right now and it connects with you what if it is that simple suddenly everything starts to make sense and everything changes for you your career your income your goals your company you start heading in the direction you always thought you could isn't it worth taking a couple minutes and seeing if that might be the case Eastern University is more than a platform it's more than live coaching with me it's your future and you and your future are worth it thank you so much for watching I'm glad you and I have met each other and I look forward to seeing you over at easternuniversity.com right now