Steps involved in selling process for Life Sciences

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person selling is essentially direct person-to-person communication between sellers and potential customers with the aim of persuading them to purchase price you would have noticed that some companies do use sales people to build these relationships and engage future customers to determine their needs and attain a sales order that may not otherwise have been placed today we will be exploring what the personal selling process looks like with our guest who has a considerable amount of experience in the field here is what i know about him uh guest is passionate about attending experts into authorities he is known as the expert strategist he's the co-founder of gtx is a forbes and huffington post contributor tedx speaker host of the podcast explode your expert business and the author of a few life-changing books every year he usually speaks in front of more than 5000 business leaders and has shared the stage with the likes of les brown trent shelton and many more he has also organized over 170 events simone vincenzi welcome to the podcast thank you very much vinay i'm excited to be here today likewise a pleasure to have you some money we'll talk about personal selling in a bit and i understand from what from what we were talking about previously that you helped create predictable business by turning experts into authorities but i'm a bit curious as to what you would say your personal area strength is conversion conversion anything conversion related is my absolute strength and as well pr media so these are the two things that i'm the strongest at i'm obsessed with looking at ways in which a product or service or a funnel can convert more whether it's by adding automation or whether it's adding personal touch i'm a fan of the hybrid ways of doing business and on the pr media side i absolutely love not only for myself but also for my clients getting people on tv radio major magazines or newspaper i actually just did an interview a tv interview an hour a couple of hours ago before coming on this show so it's a part of the game that i really love and in that area of strength what would you say is something that businesses don't know but should that's a very good point so a round conversion i will say that it takes a very few people convert immediately and i think that a lot of people what they do when they build their pipelines they look at deals to be closed sometimes within like one month or two months well actually for a new lead it might take six to twelve months for the deals to be closed and that messes up their entire pipeline and and forecast that's on the era conversion and on the air of pr and media that is not as difficult as people make it because people think that you know if i reaching out to a journalist or to a tv presenter they is too big for them it's too difficult or there are too many barriers or they think who am i to be on a tv channel or a tv station but actually they they are people they are people and they're looking for stories so they need you as much as you need them and we'll dive into that perhaps in a bit but perhaps a good point of orientation would be i guess to ask you what what you believe is personal selling or how would you define it i would find personal selling is like a in a way where you uh build a relationship a personal relationship with a prospect that's so if you say the word personal selling that's what it what it comes to me because at the end of the day selling is all about relationship whether you develop that relationship with automated tools or with a an in-person relationship then it's still building trust and building relationship that's what that word means to me so in an age where i guess the number of different options when it comes to sales specifically everything from teller sales onwards how do you see personal selling fitting into that entire mix well it's a part of the process i think everything is a touch point right you mentioned for example there is a telesales there is social media there is email newsletters there is expose there are a lot of ways in which you can sell a product or service and i don't uh say that to one is better than the other i say that every single sales strategy has a place within a particular sales model so for example some people might go to an expo and expect to get clients straight away where actually the expo is part of the awareness part of the sales strategy and not the conversion part or whether like the personal call on a personal like in the front face-to-face relationship then this might be part of the closing but not at the starting point because it's too soon so think that every element has a purpose if the touch points are studied so if i could put this in another way it's about maximizing the touch points deepen the relationship absolutely prospects absolutely another question comes to mind which is given given that you've been doing this for a while should we really be looking at prospecting with a with a short time frame as opposed to something like five years well it depends on the business it really depends on the business because i'll give an example with gtx we have three companies and also we have a small portfolio of companies that we have invested in now every sales cycle is very different so if i'm i'm working with a small business owner personally and turning experts into authorities so for me the conversion cycle actually can be quite fast because i'm always talking to the decision maker all the time yeah i don't need to go through layers of decision makers they like me sometimes they see me within half an hour i made a sale first time we meet each other then in another company that we have which is a recruitment agency and we also have a sales training for recruitment agency a sales cycle can be six to nine months to fully like from this first touch point to onboarding the clients and that's because the industry and the kind of companies that we work with by nature if you approach them cold it requires that natural sales cycle of course sometimes it happens that there is a recommendation that shortens the process but if we are approaching them so i think that depending on the industry that you're in and the company that you're on then you determine how long your sales cycle should be would it be fair to say that the sales cycles really shouldn't be determined based on numbers at least from what you were saying but rather based on i guess how far you take the relationship i think it actually is both because it depends also on the you know to close a bigger deal so the bigger the number the longer could the time could be the time that you that you take but it's not the only factor because we've closed the six-figure deals in some times a month in 30 days where it took for a ten thousand dollar two thousand pound deal it might have took it taken like nine months right so um it depends very much on the industry how easy is to build the relationship with that person yeah and and also you're looking at the perfect fit for your product and services and their needs when they have the budget when they have that opening i for example i'm talking to one a really large an important company in the uk for some training training their staff in personal branding in public speaking and and so on and it came actually the conversation it looks like it's speeding up quite a bit because of the time so if normally i would maybe take nine months to get in that company because we had the conversation the first touch point at the right time then and now within a couple of months you know if it goes ahead then we might be able to close the deal yeah so there are so many different factors for but would you say that there are any particular disadvantages to the process of personal selling there are be aware of yeah apart from say time for example yeah i mean on the processor if you only rely for example on the pros or personal selling then you mention already time is very time intensive is less scalable unless you have a large sales team uh or you hire more salespeople and on the other side someone that doesn't know you is very unlikely to jump on a call with you so if you are away or a meeting right so if you're waiting that to only that point now you're playing a really much higher number game where you're contacting you know a hundred or two like maybe every 300 people that you contact you get three four meetings while if you then use other strategy and then personal selling as a part of the process then it means that you can only have those meetings and at the right time within the sales process in this case can be the conversion or the indoctrination part but not to the front end because that's where a lot of people or companies fall short where the first touch point becomes a personal meeting or a personal conversation and if i don't know you then i might listen to you but i buy from you most of the times yep so building trust is certainly a key part of that process i would also say that on the other side the advantage of personal selling is that it's usually done face to face would that be correct absolutely usually it's done face to face or i mean screen to screen as we as we are and therefore the chance to address questions and and i guess react more to a person's reactions given what you're saying would that be correct exactly exactly and when you are when you are in front of that person you can you you you're able to ask questions and to have an interaction while when you are for example setting up some automated sequences or when you are doing some marketing material or you have a presentation then it's something that you might not be able to do and that's why as a part of the process when you are in front of that person then you can really understand what's important for them what parts of your offer are important for them what parts are not one of my favorite question that is very difficult to ask in a not in person sales situation is what could i do for you to make you say yes straight away this is like i love that question because they tell me say okay if i can do it and i can know i can do it i'll say yes and then deal is done most of the time if or if they say something that i'm not willing to commit to or i can provide then i will say no i can't do that but i could do this instead and so that type of conversation only happened in a personal selling situation yeah i'm curious i don't know if you've been in a situation where you've had someone who's known to lead salespeople on for a bit without really committing to a deal in in a personal selling situation how do you counter such uh folk i give them a deadline right i always give them a deadline when we are so if i see that they are dragging so there are different situations sometimes they're dragging the deal because of legitimate reasons and maybe there is a meeting that they need to have within the company that didn't happen and it's not even their fault and you can smell if they are just like buying time because they don't want to make a decision or because they are like still browsing around and they want to keep you on hold or if it's literally they are really interested and something came in the way so that's the first thing i want to identify but if for example if someone i see that they don't make a decision or they stop responding they avoid answering when it's time to make the final call and so on then i will send them an email and say okay you know the deal that i offer you now is off the table or i give them 24 hours to see if you don't get back to me is off the table and then i wish you the best if you want to come back please come back because i i believe in energies i don't know if you do but i believe in energy and there was an interesting concept that as a salesperson when you're closing the deal you're holding energetically that space for the deal to be closed right and there are just as many open loops that you can have before your energy spreads too thin and so it's important to have to open a loop and close it whether it's a yes or no at least you know where to stand so then you know where to focus then your energy to for the outcome that you want so when i heard that concept it's a bit woo but i believe i believe it's true i believe it's true it resonates okay certainly what would be your overall approach to sorry would be your overall approach to personal selling could you walk us through the strategy and and how uh you you decide the deadlines and how you should structure the overall process yeah absolutely and what i'm going to show you is like different touch points that lead to that personal selling situation to the personal selling moment and i know that there are some people that might listen on the show but make sure you watch the video because i'm screen sharing literally a funnel map like a sales funnel map that i have and so i'm just going to first before breaking down into the specific i'm just giving the overview first so then you can understand the overview it starts in particular in the corporate world in the b2b space from linkedin and what we want to create is that an industry report that can interest them then where we want to lead them is either a call to see those people that are already immediately interested in taking a step or action or then the next step is a for those people that are not ready to take to an immediate interest to get them to invite them to either a webinar or a master class whether it's internal to their company or for example external i'm going to give you some examples later which then will lead to then having to then booking a call after the master class so then the sales process can happen now i'll i'll also break down the different points if you're going from the very beginning because and the reason why the industry report and the call and the master class and the other call they are in this sequence so an industry report i love it in particular because it really positions you not only as an expert in your field or in your expertise but as an expert in your industry and anyone who is positioned as an industry expert like someone who is on top and have a bird's eye view on the industry is automatically considered more valuable than someone that has a specific skill or a specific knowledge so that's why the industry report as a position in the level is crucial and then else is more likely to be downloaded is more likely to be used is more likely to be downloaded because it sounds less salesy when you download an industry report you don't have in your mind this person wants to sell me something most of the time what in your mind you have oh i got useful data i got useful information about my industry which i'm working in and therefore i need to know more about it and so there is a great level of authority and relationship which is built now if i'm going back to the screen share the next phase is then immediately to follow up or invite people on a phone call or invite a prospect on a phone call and that's about timing because there are for example some people that will download that industry report and there's a very small minority by the way but they will already immediately are ready to buy or they're immediately ready to have that conversation because they have they have the pain the pain is right now they need to find a solution they have a short time frame to find that solution so if i don't invite them immediately to have a meeting i already miss that part that small part which is ready to buy now and then for the majority which they will not be ready to buy immediately that's where the master class comes into place and a master class or a webinar is great because it not only showcases your expertise in your field it can get you to expand on the industry rapport that you have created but also now it starts positioning parts of the sales conversation because when you are when you're selling what you're doing the the real sale happens when there is a sharing of beliefs now if i want to sell you something i need you to believe what i believe otherwise you're never going to buy from me and even when you are doing a sales conversation in person you spend a lot of time most salespeople do and spend a lot of time you know talking about why their service is different why their methodology of work is different why their product is different and so on but your master class already taps into that your webinar already taps into that yeah because it's designed in a way that is giving information is useful it's not too pitchy but it gets people to believe what you believe to think what you think so then when then the next step is to invite them on a sales call then when that happens you don't need is more a conversation how can we make this happen let's talk numbers let's talk the the product or the offer not talk all why is it different why you why not someone else what would you do for me that other people can do now because you have already answered that in your master classes but does it make sense yeah yeah absolutely it's interesting that you start off with an industry report now for sorry for most people that can seem like a ton of work in order to find a niche that is valuable to people yet related potentially i'm assuming to the product or service that you're selling how would you approach putting something like that together it is work it is a lot of work absolutely if it was easy everyone would do it right now there are there are different ways actually there is the lazy way which is i don't know if it's laser some people call it the smart way as well which is completely outsourced you can have someone on fiverr or upwork that knows a particular industry and what they do is to create industry reports or white papers for industries that all they do so they know what they're looking for now i wouldn't recommend to outsource the entire process because you can outsource part of it but i wouldn't recommend to outsource the ideology part because really your industry report needs to link in some way to the product or service that you're offering at the end sure and so the danger in outsourcing completely like the finding of information and so on and the creation without any direction then there is a risk that actually the industry report is is useful for the user for the for the for the person who reads it but doesn't bring you any business because it is your then your offer doesn't become your the logical next step for them yeah uh and that's why but that's how you can you can save time by by outsourcing a big part of it certainly so assuming you you for say a small maybe medium-sized business but got some interactions it's got a small set of customers how would you create a report that is based on information that is statistically relevant or do you just survey a few people and put it together no it needs to be statistically relevant like any time you do an industry report you know people can people will appreciate the work and thoughtfulness that you put behind it there are some industry reports that i have for example that we have created that our clients they are keeping it like for the years to come like they are referring back to it but it it took maybe like a month or a month and a half just to create it okay because my there's a couple of questions that come up to come and come up in my mind yeah one how do you ensure that you have enough reach to be able to get those responses that's one because you may not know all those cut all those potential customers personally and and get them to actually fill in a survey or or something that nature and the the other question is how do we ensure that the questions are not just related to the product or service that we're selling but also going to elicit useful information for the industry at large this is a very good point i mean the one of the best ways to do it if you have the funds is to hire an external agency like you have data collection agencies that that's what they do you find you ask them for any type of data and they have it and so that's already if you want to pay for them it will save you and you don't have the reach then it will save you the time of creating it another way in which you have done it is to create industry reports that are based on like surveying other people that are working in that industry so not necessarily surveying the clients like sometimes can be surveying the clients sometimes can be other people that other businesses that operates in the industry when we are looking at what works what does it what didn't work during the year in fact a lot of like a great time perfect time great time to do an industry report is at the beginning of the year because you can do the people are looking you know they are in the mood of looking back and looking forward so great industry report is like what worked in 2020 what's gonna work in 2021 or what people what's the behavior if you know and there are a lot of you can find also a lot of data on google and there are a lot of publication that will publish their research for free and that seems how you interpret the data that's also why they will they hire you as an expert because you are able to take a piece of information make up your mind and find a better solution and so that's that's how we have done it in our companies and now we are doing we'll be advising our clients to do as well certainly and in terms of structuring the questions or the survey to ensure that it does not just answer your personal needs for your own business but provides relevant information how would you go about structuring that well i so when i create industry report this particular industry report i don't even think about my own needs or my own business needs right i'm already immediately thinking about who is going to consume this industry report so who are the companies because i want to create an industry report that is relevant for the potential client that i'm going to pitch so i want to under create something which is actually more relevant for them than for me so what they want to know most of the time as i mentioned is you know what where some of the marketing strategies that were working what were some of the sales strategies that were working in in in that business what other companies are doing in that same area that is working what other companies are doing in the same area that is not working what are some of the influencers or people that are more relevant to follow or blogs to follow or publications to follow in that particular niche or industry so these are all things that can be part of that then we are going on the consumer point of view where we can interview people on their buying behaviors and or if you don't interview them you can gather data from people on their buying behaviors what trends are happening from the consumer point of view how are they more likely to buy where are they more likely to buy and so we have the industry report now gives the two the two realities what their competitors or other industry leaders are doing in that field and what's the buying behavior or cycle or behavior of not just buying behavior but also search behavior of the the potential client did i answer your question yeah absolutely brilliant i was just going to ask though would you see value in having a a survey design expert i think that's what they called help you craft the survey or is it something that you could do within the business without such an ex without that it would if you have no clue it definitely helps if you have no clue because there are some people that then you know if they've not never done this process before you don't know what you don't know yeah and any time either invest any time you create something like this either invest your own time to research look at what other industry reports are putting in so you can get inspiration or if you are totally stuck or you have more budget there are two different ways like if you want to maybe you don't want to do it yourself you have the budget hire someone else that can do it for you that can understand creating service they can understand also the industry where you're working in because every industry will have different questions depending on how something is relevant to a particular behavior or use and so on so it depends like if you are bootstrapping and you don't have the budget spend the time look at other but if you have the budget then it's always worth investing in someone that knows what they're doing it saves you a lot of time yeah i can see you're essentially with this industry report you're essentially prospecting for potential clients uh in the industry and doing enough research to be able to start approaching them because that's kind of baked into this whole process would that be correct okay exactly because the first part of the outreach as i mentioned before starts from linkedin and so when you're approaching someone called from linkedin you know saying hey i have this product this is what we do do you want to book a meeting right you already know how it goes or hey we have created an industry report on on your industry and i thought you might be you might find it really useful would you like a copy what's more appealing now yeah okay would you create or reach out on linkedin to ask what sort of information they might be interested in is that an option as well that's definitely an option that's a very good idea and that's definitely an option because so it also depends on the relationship that you have because now people are getting more and more time poor so before in the corporate world you could have more traction by asking questions as a way in now we found that the effectiveness of this strategy is working less and less you you need to contact more people for the purge to find a person to have the time to give it but there is another way which works even really well and whichever which you approached which is running a podcast and having a podcast yeah like for you are the podcasting world so you're familiar with that but we now know our companies which is a sales trainer for recruitment agencies we have the millennial recruiter podcast because we target specifically millennials in the recruitment industry and what we are doing we are basically interviewing on the podcast some of our potential clients or ideal clients so we will go to you know learning and development managers of companies or ceos of kind of recruitment agencies or you know hr directors of recruitment agencies and our first ask is hey would love to hear your views on this would you like to come on the show certainly and we use the show as well as a part of the research and there is a great guy called nathan latka if i remember well it does are you familiar with it i'm i've listened to some of his episodes yes all right i've been on the show on his show a couple of times and i think he's genius because he built is all entire like industry reports and information that gives to investors for sas companies buys podcasts so his podcast is his research so it creates content builds reputation builds visibility gets the answers to questions that's a better leverage activity certainly uh and a brilliant strategy certainly one that we advocate as well so you've got the industry report you're asking people to opt in to receive it and then inviting them onto a a master class or webinar of sorts where you can talk about your solution to some of the issues that you've identified in the industry report and at the end of that invite them to a one-on-one sales call or a discovery call so to speak but i got the process yeah exactly the reason there is one part of the process that immediately after so if you're going in they come from linkedin they get the industry report then at that point of the industry report there will be immediately the option to book a call and we follow them up with a call as well or with a message on linkedin just to check in that they've watched it if it's like or that they've read it to check in what they what their thoughts are because at the end of the day your industry report if it's not red red then it does do nothing and the majority of people what they do they download something and then they save it and do nothing because then they forget about it so it's my responsibility to make sure that that person reads it because then otherwise this strategy doesn't work and therefore that's where the another linkedin message comes into place or phone call comes into place and as well there is a an email there is like a short like a newsletter and that we created it then links back to the industry report that we have created so then it breaks down different points of the industry report in the newsletter to get people to go back over and over again and so that also the industry report creates already the content of the email sequences which then invites people either to a webinar or a master class that we can do privately so it can be for their own personal education they can do outside business hours or we can also we we have done with a few companies we said hey we have this industry report would you like us to do a master class on this for your team and we will do it for free and so then they will get their teams together and or sometimes like two three people sometimes there are 40 people and then at that point then we deliver information there is a q a so they can test as well how well we know our stuff to then lead again to an application call or like a in this case like a follow-up to arrange a meeting with them to see if they want now to get more out of it and and one one really interesting piece actually on the master class part is that we will put a price point attached to it always so even if we go in and we deliver it for free we will generally have a choices of three master classes they can choose from so we'll say we have these three master class they choose they they all cost five hundred dollars each for us to deliver it uh to your team or for you for some members of your team to come on the master class but you can pick one for free right so now there is a an added value it opens up as well a conversation for maybe like for them buying also the other master classes if they want to which actually happened and then build even the relationship even further because for sometimes maybe like the consulting work and the offer that you're making is too high for what they're willing to pay and so having like a master class that they can pay and they already know the price point they already know which is what it is it saves a lot of time during the sales process so that's like a little tweak that made a huge impact making a huge difference and quite a valuable tip i would imagine because you're in the sense of vetting people through the entire process as well and and handling objections as you as you come across them which which i'm assuming would really come to the full on that discovery call that you have at the end of the webinar is that correct exactly exactly because then at the end of the webinar or the master class we then reach out to book an appointment to discuss at that point we discuss business because if someone went through the industry report they had the time to get there and their team on this master class they are they're keen certainly just with positioning the the webinar the master class are you making the promise of a particular outcome at the end of the webinar or masterclass is that correct yeah absolutely in every in every single part of the process there is a promise of an outcome otherwise there will be no reason for that person to join to join the call i mean their time is too precious correct and therefore we will always like about a specific outcome like for example we were we did a series of master classes on training millennials in the recruitment space one master class was that they could choose was which was one of the most popular on creating induction plans for when the new recruiters would join the team yeah and because that's some one of the things that we do like when we go into a company we take care of the entire induction plan of a new salesperson in the recruitment team either to get them up to speed and support their existing learning and development department or to add the learning and development because maybe the company doesn't have one and the sales people just join in like this and and so the outcome in that case was you will understand the stages of an effective onboarding process of your team and then then the next question for the consultation would be so would you like to do it on your own or would you like us to do it with you or for you and that's where the master class automatically links to the product or service that we are selling okay just a question on that would it make sense uh because people are coming in having read the industry report into the master class for to achieve a definite objective would it therefore make sense to have them book in for a call prior to the actual webinar or masterclass as a precondition to watching the webinar masterclass because that way it's already booked in and there is the ability to follow up assuming that they attend of course the the webinar that will be i agree with you that will be ideal sometimes it's not possible or practical right and therefore this type of conversation can be can be can happen just by email and an exchange of email which happens but we always try our best to get someone on a call to decide which master classes they want to they want to do so then it gives us an understanding of who they are their business and definitely deepens the relationship rather than an email exchange sometimes we dealt with some companies that ended up buying them in the future as well but they said oh we like we like that particular master class and this is the time arranged and that's it and that does happen so assuming you've had that call at the end of the webinar where to from there do you pretty much sign them up straight away or is there more to the process it depends on what's their process of buying at this point because i want to close the deal as soon as possible so that's that's my aim not not to make it longer than it should be but normally there will be a meeting to discuss the proposal that we're working with if we don't know already their needs that particular meeting is designed to like find the specs of the work understanding their needs and then we come back we create a proposal and come back for another meeting that's for example that's what happens most of the time where the first meeting is a more like an understanding we we both have the willingness to work with each other and now there is the conversation is much more open the cards are on the table so we can create a good proposal other times for example if we are for selling other master classes or something that is not as bespoke as a consulting approach but maybe is a series of live training that we do with their teams and we already have our prices our brochures we already have everything then the deal can be closed there and then on the first meeting right because we we can say okay if this is what you want you want training not consulting here our training packages which ones do you want and then sometimes they will if you're talking with a decision maker they can say yes let's go ahead or they demi the person might have to go back to the decision maker and then arrange another meeting with will with all of us so then we can we can then work together exactly excellent so there's a degree of follow-up before you actually sign the s off on the actual deal itself is there anything else that we need to be aware of in implementing this personal selling strategy that we haven't quite covered this yet it's important is important to as much as you have these like emails that are going out uh personal touches is always what closes sales in particular if you're talking about a larger like a big volume sale yeah and i always recommend like old school like i'm a millennial but i've been i'm old school in the in my sales approach to really understand the person understand what's important for them and build that relationship where it just goes beyond the the contract but for example i have i closed the deal i think last year and we literally ended up just having a deal because i took them to a really nice italian restaurant i'm italian they love italy and i said oh you know what forget everything i know you like i got this place why don't we just go out and have a good a good night out we barely took business there we talked about the holidays that we had in italy they the the the travels that they did and it was just a great time we literally didn't talk at all about business yeah and then follow up the next day hey we had a great time shall we meet and talk business now and that the deal was was done there at the dinner that's where the real deal was done uh and i've certainly had those experiences as well i'm curious could you walk us through an example either one that you've experienced yourself or perhaps one of your clients of what this entire process to look like uh yeah absolutely so we i let's look at one of our businesses the the recruitment training we have on like on the first step on when we're going on linkedin we are actually finding people to get so the work that we do is sales training for recruitment agencies in particular for millennials so we find on linkedin hr directors or hr managers these are the people that generally they have the budget for the development of the staff and we ask them to be interviewed in our podcast so in this case we had an extra step for many people it's not practical having a podcast or they like doing that so that's why i haven't included it but that's what gets us to have the information and then we will put in the industry report okay then at that point we will also send if we already have that industry report we'll also send them so there is an industry report on how millennials respond in the workplace and in particular how millennial sales people work and that's the industry report that we have so then at that point we have when because we have them already on the show we can talk about the report like when we are on the show and mentioning dropping in the interview most of the time either is them saying hey can i have the report or they could or they or we asked them hey would you like a copy of the report or we just send them as a thank you for being on the show here's a copy of the report then at that point we measure who then actually opts in to get it so which data we collect and then we follow up in this case with a phone call and that triggers as well the opt-in that triggers the download where we have the the report the industry report broken down in different emails that then refer back to the industry report itself that's where then we reach out again back on linkedin and we look at the people that or and by email as well for the people that have we know that they have opened the report and we invite them on and we approach them and say hey we have these three different trainings that we have one was the like how how to create your learning and development plan or your onboarding process for your new hires that was one and then we had the other two say hey we charge 500 pounds charging pounds but put 500 for it but we are doing at the moment an offer where you can pick one for free and we are doing this because we want to build a relationship with you and see if there is going to be potential of working together so we are upfront from the first email like you can get this but this is an effort to build relationships not because we want to do free work and we love doing that and then at that point we follow up to make sure that they're registered on the master class either by linkedin or by phone and they choose it you will have a number of people that will never get back some people they say yes and then they don't register some people that then they register and then when we deliver the master class in this case on how to build your own boarding process then we have we invite them either to book a call straight away you know if the decision you're making is on the call you can have a calendar system to book it in but i found that even if the calendar system is in pace the majority of people still book the call when we're doing the follow up not in the moment of where the link is shared but we have it there are some people that do saves us some work saves us some back and forth and then at that point the call will be confirmed so we meet them and we discuss either the opportunities as a mention of consulting or for them to buy the remaining master classes and then we see if there is any work that needs to be done excellent but but a great overview and i think it'll be incredibly valuable to listeners as well is there anything else that uh you feel we should cover in terms of personal sense personal selling that we haven't covered already if we're going back to basics be a good human being [Music] i think we can you know people can get to caught up often in tactics strategies and they are important don't get me wrong i'm a strategist so yeah i make my living off this yeah the strategy is crucial but being a good human being caring about people building a relationship and understanding that in front of you there is not a wallet but is another human being with their worries their fears their aspirations their dreams like you have been able to be empathetic and create that connection will will be more powerful than any other strategy because that's the foundation so yes get on the strategy but your human skills is what that is going to win the game at the end and uh simone this has been great but if you were listening to this episode of the podcast what would you be your top takeaway ah if i would listen to this podcast episode um the last thing i said be a good human being i think it can never be reinforced enough in the world we live in the second thing is the the multiple touch point approach to pre-qualify and build the relationship in a scalable way so then you have a more productive meetings with companies and then the third thing is uh the the industry report approach that leads to the master class that leads to the call so that the three core step of the process that i want to reinforce so many g text.org dot uk that you have in the corner of behind you is the website is there anywhere else that people could head to in order to find out more or to connect with you yeah best way is the website as you mentioned gtx dot org dot uk so it's gtex dot org dot uk but if you like podcasts as well i mean you're listening to this or watching so you probably like podcast too we have a podcast which is called the explode your expert business show and then we interview a great guest on how to build a business as a coach speaker trainer in the expert industry so if that's your realm and that's where you work if you're a consultant as well and you want to understand more different strategies about building your and scaling your business then that's that's the show to listen to so explode your expert bs show excellent thanks so much simone ah thank you renee it's been an absolute pleasure to be with you today likewise