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welcome back to we still haven't named it but it's sales and marketing claim nicely but as we said we're gonna work on a bit better but welcome facing how are you wearing all things met but I think you asked me a question last week and it was what the most important thing was to me and I'm going to ask you the same question what do you think are the most important most important thing for your clients in terms of thinking about thousand I yeah okay great question so look what I start with is I always ask customers how they take somebody from not knowing you to buying from you what's the sales process and most of the time the answer is I'll well we have a meeting and the coffee and a think about it and we have a few more meetings and there's some things that happen along the way and then you know I send them a proposal and you know hope for the best and then it's there so the challenge there is it's made up every time and because they have described their process described their business as being able to do everything for everybody in much similar very similar to your conversation last week Tracy is that you were saying well you can't do everything for everybody you have to be able to be relatively narrow actually I was reminds me of a client of mine who had a business lots of programmers overseas really doing quite well but every single time they engaged with a customer was an ad hoc or a bespoke solution what we did is we narrowed him down to the three particular areas we then put we call them buckets and those three areas then have a sales process attached to it and what's happened is he's been able to sell more earn more money and have more free time simply because he's got super clear on what he does and for who and what process they sit into so my first tip this week would be map out your sales process and gather together your team instead all right what would be the ultimate and best processor take somebody from who don't know who you are all the way through to here's my money you said that because part of our process is to ask our clients or possibilities our clients at that stage what their sales process is and we map it out we draw it up and our interest is in knowing if the first thing is taking a web enquiry and the last stage is signing a contract what are the individual steps and what's the drop-off at each of those steps because the drop-off is where the marketing needs to be beefed up because that's where you're not convincing them so this is a beautiful synergy because you need your clients need to understand the sales process forth from sales perspective they absolutely need to understand the sales process from the marketing perspective perfect this is why we're in in unison there Tracy is simply because we often will there's a lot of overlap in between good sales and marketing where's sales we'll just you know pick up the phone and do our bunch of cold calls marketing is doing probably a bunch of brand positioning which brands important but it needs to support the and talk to the right target market so this is why we're in inline and this is why our customers get the results that they do far as I'm concerned there's actually no point in doing any sort of marketing unless you're trying to get a set up otherwise close up shop the owner sitting is promoting a brand forget it it's not good at all what you actually want to do is do the sort of marketing what's going to get sales exactly well I think I'm not on that bombshell will leave it for this week hopefully that's been of help so the big tip is the first the first one was target know you're gonna talk to the second one is process how what process are you gonna go through and if you map that out what you will find if your look at your last three or four sales that you've actually done and you actually start marking those meetings down those emails down those telephone calls down there'll be a whole bunch of fat in that process that's completely unrequired you can narrow that down and get on board clients faster and foot more money and until next week I'll talk to you next week thanks very much Tracy bye for now