Key Topics Discussed:
- The Sales Pitch (6:00)
- What numbers we should be looking at? (14:41)
- Set the Expectations, and Deal with it (19:57)
- The Big Piece – How to make sure we’re getting enough conversations (25:33)
- Strategy recommendation (Organic Strategy) (30:27)
- My secret to hiring (36:25)
Learn more about the content discussed in this episode:
Join our Facebook Group for exclusive content and resources, discuss episodes, and network with your colleagues.
Direct feed (copy and paste) if you can’t find our podcast in your player of choice:
00:00:37 Gary Ruplinger
All right, Todd. Welcome to the show. Thanks for coming out today.
00:00:41 Todd Schuchart
Yeah, I appreciate it. Glad to be here.
00:00:43 Gary Ruplinger
Yeah, I am excited. I am excited for this for this topic, so I guess for our listeners at home who are not familiar with what? What is your background is and what you do? Can you kind of fill everybody in a little bit about a little bit about Todd?
00:00:58 Todd Schuchart
Yeah, well 10,000-foot view, so I’ve been in the digital space since late 2006 prior to that, I’ve always built or rebuilt sales organizations. The majority of my career I actually got into digital quite an accident. I was, my current boss at a place I was working at came to me and said listen doesn’t look good. You might want to start looking for a job. I thought that was really nice of him considering I had a very young family and needed to feed them. So, I did what everybody did I hit the job boards and read somewhere that there’s a certain type of ad you’re not supposed to respond to, right? They’re just they’re scams or whatever it might be. And I happened to come across one of those ads and flew by it in about four or five job post readings. Later, I was like, you know, what? I bet that something really cool and I went back, and I applied, and I ended up getting the job working on the interactive team for HG TV, which for those that don’t know, is a big television network here in the states.
00:02:02 Todd Schuchart
So that was awesome. My job. I worked on the Entrepreneur Fund I was to monetize vapor so anytime that there was a concept business that we wanted to do, my job was to go out directly to like American Express and Coca Cola. And those types of companies and see what kind of conversations or audiences we needed to build so that we could monetize the product. It was fun, um, and then 2008 hit the bottom fell out and they stuck me on the Blitz team and my job was to go around the country. They flew me around the country, and I was a closer and it was the sexiest damn sales job you could ever think of. I showed up on Monday. I ran 35 sales calls. 50 sales calls. By Friday, I’d close anywhere between 100 to $250,000 in new contract business and I’d fly home with a ton of money in my pocket. And really Great War stories I. I slowly from that position started to build out the first new business digital acquisition channel for major media, traditionally print newspaper. I did $10,000,000 my first year. We maintain the business and did 10, eight, the second year that turned into other opportunities which were always on the digital kind of revenue side of the fence. Always had the little the little devil on my one year telling me it was time to go out of my own. So, 2011–ish I jumped. Um, started with doing agency typical stuff, right? AdWords and building websites and slowly realized that I hated building websites and all that kind of fun stuff. An went into really hardcore SEO. Actually, got really good at it. Fell in love with it.
00:03:46 Todd Schuchart
I was anti paid forever in two years ago. Step back into the paid space because I got sick and tired of being the poor starving SCO artist, and since then, I’ve been back in the money, which is great. The real money, you know. So that that’s kind of my background. It’s always been sales first. And my just found stumbled into this passion for digital in in like anybody that finds something that just really get some. I just ate it and breathed it and it was all I did and here we are all these years later building up to being able to have the qualities and a resume to speak to you.
00:04:33 Gary Ruplinger
Well, that is that is awesome. I can empathize with your SCO story. I in the mid 2000s that was that was my I guess thing I thought. I mean SCO guy. Yeah, this paid stuff is for amateurs. And no, no yeah, I know the starving SCO guy thing.
00:04:51 Todd Schuchart
Yeah, it’s interesting, isn’t it? No, no listen, I can do it. Yeah, we’ve heard it already kid. Oh great. Here we go.
00:04:57 Gary Ruplinger
Cool yeah. Well, thanks so much again for coming on I am. Excited for the for the call, I think we’re talking about how to how to pitch people properly so that you can actually get good closing rates. ’cause I would say that’s probably for a lot of businesses if they got in front of enough people. Just getting that closing right up there can make world of difference.
00:05:24 Todd Schuchart
Oh yeah, I mean it’s that’s the difference between a starving SCO artist an A. Fat and happy paid ads. Guy, right, it’s everything. I mean, we already know we love what we do. We might as well get paid to do it.
00:05:39 Gary Ruplinger
Right on so, where, where? Where should we start? Where if I’m if I’m trying to put together a pitch and say, alright, I have I kind of have an offer. I know what we could do. Where do I start with actually crafting this pitch so that it’s compelling?
00:05:56 Todd Schuchart
Yeah, so great question. I think to answer that you first need to understand what the mission of a sales presentation is. Right, I think that so many times we get loss that the sales pitch is to close the deal and that’s the ultimate goal, right? But really, a sales pitch is a bridge between an itch is pain in a company’s pain-relieving solution. And if you can marry a customer’s issues are pain and give them a relief for that, not only will you close the deals, but the sales pitch will also allow you to position the expectation on the front end so that when you get to actually fulfilling or delivering that pain relieving solution, you can manage the churn because you’ve set proper expectations on the front end of the sales talk or the beginning of the relationship, right? Um, that’s really the big piece, so it’s it looks like this if you’re going to make this a math equation, it’s the pitch equals niche pain. Plus, the NYCs pain reliever or the solution.
Plus, setting the proper expectations through your sales presentation, which will give you the ability to manage your client churn rates and in turn position you to actually be able to scale your entire business. So, in my opinion, the sales presentation outside of having a good deliverable like you have to actually be able to do what you’re selling, right, so if you can’t do SCO stop selling it, do us all a favor. But if you can actually deliver the product, the sales presentation is the foundation to the rest of the relationship that you’re going to have with that client. So, if you’re on the back end of sale and you’re losing clients at faster than you can replace them and it’s not a product issue, it’s an expectation problem. Which can all be managed, reverse engineered or optimized as we like to say in our space all the way back to the beginning of that that relationship, which is the sales presentation and reverse engineer further back into your ads or you’re messaging that gets them interested enough to speak with you to begin with, right? So, the power that sits inside of that sales presentation is really the positioning to put your organization on the path to scale.
00:08:23 Todd Schuchart
So, you had asked about, how do you? How do you start to create that? And I think that’s really a fundamental question. Uh, you know when you’re when you are creating your sales pitch, you need to be ready to pitch and to optimize and pitch and optimize into pitch and to optimize. And it’s wash, rinse and repeat. And that happens, probably for I would say, prepare yourself to pitch that thing at least 100 times. Before you can feel that you are at the level of what we call in my group Stella, right so Stella got her groove back. You got to hit that level of Stella and until you’re there it really does take 100 pitches. I don’t care if you’re seasoned. I’ve closed more digital business than I can remember, and I can still tell you. It takes me 100 pitches to really get just flowing get my style of going right to get into the groove that you need to know and own and understand to make this thing really work.
00:09:20 Todd Schuchart
But on the front end we can stack the chips in our favor, and we do that through some research. So whatever niche it is that you’re going to be servicing, there’s some really great things that you can do. The first would be. Dive into the niche. You may understand it at a surface level or a very well-educated outsider’s perspective, but unless you’re diving into the questions and the challenges that these people face every day, you don’t understand it enough to be able to speak the language to deliver the solution. That’s really going to make them feel like you are the Advil right, to relieve whatever headache they’ve got going on. So, I look at Facebook groups industry specific. I like LinkedIn groups industry specific. I’m a big fan of forums. I like Quora depending on the niche that could be hit or miss at times, but usually there’s some. There’s a nugget or two in there. Trade Association websites are an absolute goldmine. Um, the things that they write about in the trade Association groups are amazing. If you look at any of their events that they have coming up and the people that are going to be speaking, what are the topics that they’re speaking about? ’cause you don’t go to a trade show and not deliver some sort of hard-hitting speech or Ted talk. That’s going to help resolve a major issue in the industry.
00:10:47 Todd Schuchart
Frequently asked questions on trade websites or other websites. I like to read bad reviews. Bad reviews are the best because a bad review means you’ve got somebody that’s really piss off right and what is that that’s pain during pain? They’re telling everybody how painful this can be, so you have these really great opportunities to do that. What you need to do as this is happening as this process is starting to evolve is you need to start taking note of the things you’re hearing over and over again. Right, and you can pretty much categorize almost all the same complaints in every niche down to probably a handful of real things, right? So, you get a spreadsheet, you pull it out, you put in the things you’re finding, and you really become a master of this. And then you just reverse engineer that. So, look, we’ve got three major things here that are actual pain for these folks, right? So now what I’m going to do is I’m going to go back and I’m going to look at the solution that I have. And how does that back itself into resolving the pain. From there I build out my presentation. Now presentations as a standalone are a pretty vague statement and I think people can get very lost in these giant sales decks that are all about me and all about numbers that nobody cares about. I don’t care if there’s a billion searches for one search term.
00:12:10 Todd Schuchart
In all of the world, especially if I’m a regional company and only care about the southeast. What’s the southeast? If you’re going to do, numbers are going to put things like that in there. Make them specific to the person you’re speaking to, so the numbers matter and they don’t tune out my sales presentations. I don’t do any of that. I don’t put numbers in. I don’t do any of it. What I only thing I do is I craft the entire conversation around the solutions delivery to healing the pain. That’s it, I might stuff in if I have them. A couple of testimonials or little case study like things if I have them. You don’t need them. I do this through strategy though, so I’m not showing them any Facebook ads. I actually very rarely ever talk about the platform in which the solution comes from. I’m normally just talking about the end result. You need appointments, I can get you there. Here’s how we do that. Look at how we layout the buyer’s journey to get them to you so when they’re there, they’re ready and that’s exciting, right? People see this path that the journey that they take and they’re like, wow, this is strategy and for the first time ever I understand it and I love this sales guy. This is my guy and then you know you start to bring them through the story from there and then you deliver your value. Listen, here’s what the program entails. These are the things you get campaign optimization, ad, creative, multi-platform, whatever it is you know. We talk a lot about multiple platforms. All coming together into this pathing scenario where people can start to see themselves utilizing Google and Facebook and Tik T.O.K and email and text messaging and all those pieces together in harmony to all come to one spot and then boom, the strategy blows up and they don’t care about the platform anymore so I can do whatever I need to make the result happen.
So that answer your question.
00:14:11 Gary Ruplinger
It does, that’s a. That’s a great start, so alright, so if I’ve I figured out what the pain is, yeah, and I can tie my solution to it. I know one thing you kind of mentioned earlier is we were looking to make sure we pitched this 100 times, so we get we get our Stella on, yeah? What number should I be looking at in order to know is it? Does it? Is it working?
00:14:41 Todd Schuchart
Yeah, yeah, so there’s two spots you need to look at numbers. The problem is that’s not the problem. The challenge is one of the numbers you need to look at over the next 60 days. So, here’s how we do this. We look at the front end first. Offer closing rate. So, you should see a Rep should be able to fall on 20 to 3020% of the deals all day long. A really bad Rep should fall on 10. Your good Rep should be at 30, so anywhere between 10 and 30%, ideally 20 means that I’ve got my front end dialed in really good. So, if my bad Rep can do 20%. That means my good Rep could potentially do a lot more than 30, right? So, I look at that front end number first. Once my sales presentation can yield a 20 to 30% close rate, I know I’ve got my messaging dialed, then I’m hitting. I’m hitting it right? I’ve got all the plucking all the sympathy cords and were rubbing the shoulders where the knots are and the pain starting to go away and they’re seeing the light of day and it’s really. Awesome. And then the second thing we have to look at is we’ve got to look at the back end over the 30-to-60-day time period to see or 90 days to see what our churn rate is.
00:15:58 Todd Schuchart
So, churn is incredibly important, right? And churna for anybody that doesn’t know, it’s the amount of people that leave. Quickly, so within the first month or within the first 90 days they stop being your client. If your churn numbers, industry standards are really about 20% is an acceptable churn number, so you should expect at 10 deals 22 of them to churn out, and those are going to be for all kinds of reasons. It can be that you know they just didn’t have the money to begin with, they couldn’t actually close business like they said they could. They don’t like you. There’s nothing we can do about that or they’re just what they can be at times completely stupid and not making good rational decisions or shortsighted can’t do anything about that 20%. Everything over that 20%, though, is typically manageable.
00:16:46 Todd Schuchart
So, I look to see if I’m hovering at 80% churn and I’ve got a 20 to 30% close rate. I’m dialed in. So, if my churn numbers are higher, if I’m churning more than 20%, I know that on the front end of my sales talk I’m missing something. So, the easiest way to figure that out the fastest way to figure that out is to do exit interviews with your clients that are churning out and when people are upset at you, they have no problems telling you the truth, especially if you put that against somebody who says, oh no, yeah, definitely call me. In three weeks. I’ll be ready. They’re telling you, know, they’re just afraid to do it. But man, once you make somebody mad, they will let it rip, and there’s a lot of value in that, right? Because we can take that back to the front-end sales talk and go, oh. This is the piece here where they’re missing what I’m saying, or this is the piece where I need more clarity, or I better change this because what I did is, I positioned myself to fail six weeks from now. You can’t replace. Anything really that that churning quickly? There you know the bottom of the bucket doesn’t have a whole. There’s not a whole, there just isn’t one. So, it’s just, uh, you know? I mean, you’re just really dropping things into a tube. There’s no catching it, so that’s the those are. The two big pieces I look for. I look for the close rate as my first indicator that I’m doing well. I don’t want false hope.
00:18:08 Todd Schuchart
So, I won’t scale yet. I will manage that back-end piece for a month or three depending on what my cycle looks like or when I think I’m getting good traction. And then once that’s dialed in now it’s really simple, right? It’s how many appointments do I need on a monthly basis to get to the number that I’m looking for? And how many sales? How many calls can a salesperson handle on a daily basis in order to meet that volume? And then you can determine. OK, great my ad spends or whatever it is going to be this much to yield these many appointments. I better ramp up ’cause I’m missing 3 salespeople to make that happen. And now what you’re doing is you’re taking a very strategic approach to scaling and growing your agency, and it’s really that it’s that simple. It’s not more confusing. It’s not more involved or in depth than that. It’s really. Setting and managing your expectations all the way from the beginning. Your conversation through to deliverability.
00:19:10 Gary Ruplinger
I think that that’s really interesting to kind of hear. You talk about using the presentation in the pitch to properly set those expectations, ’cause I think you get, especially in the world of sales. There’s this thought process of over, you know we’re going to promise them whatever they want just to close the sale and get it done and move on. And I worked in the car seat, car sales business and like it’s all the time you see that just tell him, just tell him it’s fine. Tell him it’s fine, you know shake go, shake their hand and you know tell him congratulations even though you’re not even halfway to what they ask for, just to assume that you are ready to go and they just get him. Get him sold.
00:19:50 Todd Schuchart
So great statement, and here’s what I found in this that you’ll find this true. I challenge anybody to test it. You have to draw your line in the sand, and you have to defend your line. So, if the answer is no, and you’re afraid to tell them now because you’re afraid you’re not going to get the deal, so you tell them yes. You just moved your line in the sand. Your expectations are off, and they will churn out and they will tell everybody that you suck. Right, so customers want to know what the deal is. If the deal is no, you tell them no, and you know what they do. They go OK. And if it doesn’t work for them, they don’t work with you. And that’s really OK too, because you don’t need the bad. We don’t need bad business; we need good business. The only way to do that is to really be able to set the expectation and stand behind it with pride. And knowing that in the beginning, that’s going to feel like it’s costing you deals, and it isn’t. Remember, it’s 100 pitches before we get our Stella. And in order to get into that groove, you gotta hit that hundred 100 mark everything from zero to 100.
00:21:09 Todd Schuchart
Doesn’t matter if you close a deal in there, fantastic. If you don’t, no harm, no foul, you’re optimizing your processes. This is the investment you’re making in your business to get it to a point where you can put it to a position of scaling, right? So, you always have to defend and just be brutally honest. Do you like that? No, I don’t. No is it? Can I do this? No, can’t do it. That’s not how the program works now. I do have customizable solutions and we can talk about those, but that’s a completely different thing, and probably a lot more money than what we’re discussing today. So, you have this opportunity still take that business if you’re willing to. But you gotta remember if you’re going to scale, you have to have some consistency in your solution. So, I can’t do a custom solution for everybody because I can’t scale at that point it becomes too much to manage.
00:21:59 Gary Ruplinger
I’ve just I can hear you like I wish I was talking to you may be like three years ago when this version of my agency got started ’cause I know I made those same mistakes of I want to help everybody. Oh yeah, I could Oh no you don’t want to pay upfront no that’s fine, that’s fine yeah so just things yes like that was like. Go away just kick rocks. I’m done with you. I don’t. I don’t need that but yeah you feel you feel desperate you feel like you need to say yes to people. Who will? Are going to be terrible to work with, but yeah, you feel like you need to take it because you have got it in your head that well, if I don’t take this, I don’t know where my next deal is coming from.
00:22:43 Todd Schuchart
Right, yeah, I put myself in a position of this. Isn’t the deal for me. My next one is the next deal. So, if you have enough volume of appointments coming through the door. Saying listen if you’ve got one sale call a week. First of all, 100 of those that’s going to take you what two years to get through 100 hundred pitches so there is a volume of appointments that you need to be getting as well to make all of this make sense. And we can talk about that in a minute, but that is, the biggest piece is just standing your ground and you know I love when people say man, but I lost so much money in the market. Well, did you sell? No, we haven’t lost anything. It’s still sitting there. Well, I didn’t get that. You know, I lost that deal? Or was it? Your deal already? Wasn’t a current customer? No, we didn’t lose anything. There’s no deal there, right? Sales is a numbers game. The only thing that we can control in selling other than our messaging is the activity that leads to deals. So, I can’t force you to be ready to write me a check today, right? I’m not actually, that’s not really my job. I’m a Hunter. My job is to find people that are ready for me today. So, the hardest part of selling is getting the people who need what you do.
00:24:00 Todd Schuchart
To know that you’re the person that they need. To do it with and that comes from numbers, right? That’s a volume play. You have to be pitching. You’ve got to be pitching five or six times every single day. Well Monday through Friday, right? We have some fun, but you’ve gotta always be doing that in the in the numbers. The pure volume. Takes care of the neediness. You don’t see a millionaire begging for pocket change on the corner. ’cause he doesn’t need it. Right, he’s not going to take your scraps ’cause he doesn’t need the scraps. He’s got enough volume behind him to not have to do that same kind of concept. If you put enough activity behind your sales efforts at some point something’s going to fall into favor for you.
00:24:46 Todd Schuchart
The only thing that optimizing your sales pitch is going to do is going to turn more of those opportunities into clients for you. But you can negate everything I’ve said and just do pure volume and you’ll end up with deals. Just because of the sheer volume of it, at some point somebody somewhere is going to like you enough to see. Right?
00:25:08 Gary Ruplinger
Feel sorry for you or something.
00:25:10 Todd Schuchart
Something you know somebody will throw you a $20 I’m bout one of those guys gets a $20 bill every once in a while, right? So, it’s like every once in a while, it rains properly above us.
00:25:20 Gary Ruplinger
Well, very cool, so I guess if that’s all-in place then how do we fill the? How do we fill that front end piece to make sure we’re getting enough front or enough conversations?
00:25:33 Todd Schuchart
Yeah, so there’s. There’re a few ways to do it, right? We’ve got we’ve got cold outreach. We’ve got paid ad placements. We’ve got traditional old school cold calling we’ve got. Well, that’s about it. You either pay for it. You pay for it or you pay for it. 11 the other or the other. It’s really about so for me what we do is I’ve got. I’ve got a pretty small team. I’ve only got 2 sales guys we run, they run about 100 sales calls apiece a month, 150 maybe. And it’s a combination of two things. It’s a combination of Paid ads and cold outreach strategies, and then really just managing, so we try to get each guy to pitch at least five times a week or five times a day. And we’re. We’re pretty consistent with that, so they yield somewhere between 20 and an on a bad month. We will see 20 on a good month. We’re closer to the mid 30s as far as onboarding new clients. So, think about that for a second. You know if every client’s worth even $500 a month to a reoccurring revenue. That’s crazy money, right?
00:26:47 Todd Schuchart
I mean was it 5 grands for every 10? So, if you’re doing 30, you’re talking about $15,000, reoccurring it doesn’t take long for that to turn into $150,000 a month and reoccurring revenue. Now those numbers are greater as your product or solution gets better, or you get more. Kinda. Stella behind you and you have more confidence. You can start asking for bigger numbers. Those numbers change and snowball quickly. So, I think that the faster you can get now you gotta remember 2 is even when your pitch is dialed in. And your churn numbers are good, and you hire A new sales Rep. You need to budget 100 appointments for the 100 pitches for that sales Rep to really get to their mark to get to their own level of Stella. Or sometimes we call it butter smooth like butter. So, you’ve got. You’ve got our sales Rep that comes in if you book them 100 appointments for the month. Saint won’t show on a good month, right? That’ll probably your cost average of no shows, so you’ve got 70 appointments, which really means you’re like a month and a week before you can get to somebody to 100 calls. If you’re making them cold, call on top of everything else that you want them to do for you. Those numbers are going to be substantially lower. You know a good cold caller making 50 to 90 calls a day. You might see one or two, maybe 3 good conversations come out of that volume. Depending on contact rate and all the things that fall into those metrics.
00:28:18 Todd Schuchart
So, let’s say three, you might have one that will take a pitch. So, let’s say that’s five a week. That’s 10s, twenty a month. 30% will churn out and won’t show to the appointment, so you’re now down to 14. So, 14 pitches in a month or 14 into 100 is almost 10 months’ worth of work before you get somebody through their first 100 sales calls, and you’re expecting numbers from these sales reps in 3060 days? 45 days. We’re going to cut him. We’re not going to keep. I’m not gonna keep burning money, right? This guy’s a loser. He can’t close whatever. It’s not the sales guy’s fault. We haven’t positioned them to be successful, right? And we haven’t done that because we don’t have enough appointment volume coming through. So as the story starts to evolve right, we start with the sales pitch in the conversation and slowly it starts to see where the sales pitch is now affects churn or can positively affect churn and can position you to scale your agency. But on the same side or the other side of the coin is if you’re not putting enough volume behind the sales pitch, the pitch alone won’t stand on its own. Right, if that was the case, I wouldn’t be talking to you. I’d be on my gold yacht right now, eating gold Nuggets ’cause it would just. I mean on the pitch is strong, but as a standalone it doesn’t do it. So, you have to. If you’re gonna hire salespeople. You have to be willing to stand behind them and be able to scale them to take the appointment load so they can put the damn presentation to work. That’s the big piece.
00:29:44 Gary Ruplinger
So that’s awesome. Do you happen to have any recommendations? And I know I talked to a lot of people who are probably in similar situations where you know they are the owner. They talk to all the people; they take the calls and they’re not ready or they don’t have the back-end scale to have a salesperson. Doing that, but maybe they want to take 15 or 20 and that’s really all their schedule really is going to allow them to do. Is there? Is there a kind of a solution there where I mean they probably? I mean I know most owners that I talked to are going to close at the higher end or even higher than a typical presentation simply because, they are the owner. It’s their process.
00:30:26 Todd Schuchart
00:30:28 Todd Schuchart
So, I’ve got a program that I put out. I’ve actually used for organic peace. It’s a cold outreach strategy utilizing email, but it’s not like anything anybody seen. We actually are very low volume. We only send out on a busy week. I sent out 150 emails per Rep, so we see right now we’re averaging about a 50 just under 54% open rate for that program and we’re yielding between 5:00 and 8:00. Consistently 5 to 8 sales call a week coming off of that. That’s my favorite strategy. Obviously, it’s two reasons I am the owner, so I did I did create that strategy, but I also use it and it works incredibly well. I’m very much in love with it, so years ago. Um, I took so the kind of the process to get here is years ago I looked at my sales team that I was forcing to do traditional classic pre-Internet sales activities door not cold call and fighting this a massive amount of resistance because everybody hates to do that stuff and I thought jeeze you know there’s got to be a way to automate this like truly. Automate this and start to take the stress of activity off of the Rep and really make them do what we love and that’s just sell. So, I started doing the master. I said I’m going to Master cold outreach. That was my that was my thing a couple years back and that’s what I did I set out to do it and I did everything I did everything you could, every guru and his grandmother was pitching online did it all. Had a little bit of success actually was would open my email in the morning with one eye closed because I was afraid of the threatening messages, I was gonna get. ’cause you know they’re going to be there and that just start your day off wrong, right? Nobody likes to be told they’re a loser to F off or to die or whatever it is that you know we say to each other when we don’t want to read spam.
00:32:21 Todd Schuchart
So, I started this approach. I don’t know. Maybe six months ago and have been using it ever since. Did a beta launch on the programmed about, um, two months ago and just put it up to go out to the street so it’s a, it’s the best outreach strategy.com how’s that? For a very pointed name I like that for a lot of reasons. One is it’s very affordable, so you do use some third-party software as they total up to be just under $300 a month. So, it’s very affordable and in affective. The thing I’ll tell you about that program, though, is that it does take about four to six weeks to start getting appointments, but once they start, they consistently stay there. And it does require you to spend about 30 minutes a day doing some work inside of the process, but it’s incredibly effective, and if your budget is tight, it’s a really great way to have very personal conversations very quickly.
00:33:21 Todd Schuchart
Now we use that all the time, but that is organic, an as organic is organic, can be finicky, right? I mean, it can really depend on moods and all kinds of things, and whatever else is going on. So, I say 5 to 8 a big swing a week. We also run paid campaigns and that is how we bridge the gap right? So, I’ll get 8 calls a week from my cold outreach pieces. I need to be able to close a gap of about four 3032 appointments and I do that through paid. Um? But there’s so many ways to do it, and if you’re a solo guy, this this the best outreach strategy is probably one of the easiest ways to do this. It’s very effective. It’s nice too, because when people aren’t interested, they thank me for emailing them. When is the last time and everybody does not just one guy everybody? Thanks Todd thanks so much but I’m not ready right now or Oh my God I meant to get back to you. You did cool so you know it’s that type of thing it you still end up feeling like a professional in in that you’re more of value and you’re not bottom feeding or crawling out of the gutter to try and sneak attack him for a deal, right?
00:34:40 Gary Ruplinger
Now that’s awesome. I know, I know. In my conversations with people, that’s usually their biggest resistance to any type of cold messaging on any platform is, I don’t. I don’t want to get sworn at. I don’t want to get, you know, essentially virtual. Basically, things virtually thrown at me, right? You know, I don’t. I don’t want to feel like I’m begging for deals, so. You know that whole? How do we? How do you position that so that you know people say hey thanks, I appreciate you reaching out and it feels professional and still lets you kind of keep your self-esteem intact really?
00:35:15 Todd Schuchart
And that’s a big piece, right? Because we want to listen. Most of us left the corporate environment because we didn’t like how it made us feel. Right, you get your teeth kicked in by a job that doesn’t appreciate you. You don’t like that. So, we, we kind of plow our own path and we’re going to do our own thing and part of that is not positioning ourselves to still feel like crap because of what we’re doing. So, I think it’s a big piece that plays into it. It is affective, but it still is a feel. Good piece when it’s done and you’re not upsetting people. Which is the other part that you know we don’t have those intentions, right? I don’t think anybody wakes up and goes man. I wonder how many people I can upset today. If that is your goal, then you know good for you. You’re probably good at it, but for the most of us, that’s not what we’re looking to do, so it’s kind of nice to have something that that plays to that as well, that’s awesome. Well, this is this has been great. I think we’re starting to run out of time here. Is there anything that I should have asked you that I haven’t asked yet? So, I’m gonna leave you with no I’m gonna leave you with this little nugget only take a second hiring so you know everybody’s a closer today.
00:36:23 Todd Schuchart
Yeah, OK, the deal is then the way that we do this, and this is my this is my secret sauce to hiring sales reps that can perform is I’ve got a scaled down version of my presentation. I put it behind a locked page on my website and if you want to work for me, I give you the login you have to study that presentation. It is. Maybe takes 2 1/2 minutes to go through it and then you’re going to role play that with me for your interview. And if you nail it, you’re hired, and if you don’t see under the conversation. So, the beauty to that is, you start to see who’s actually serious about wanting to work with you. I love when I do that an A guy gets on and you could tell it’s the first time, he’s ever seen the slide. You’re like? OK, this isn’t nerves. This is neglect. You’re not my guy, or you’re not my girl. And then when you do get the ones on there that that you know you can just tell they’ve been through it; they know what’s coming next. They may not be butter, right? They’re not smooth yet. But they know what’s coming. That’s how you know you’ve got somebody that that’s worth putting into your organization, and it really does weed out the riff raff and the guys that think they’re going to make this; Quick hit because they watched. Dan Lok video on YouTube, right? Oh boy, yeah see it seem those.
00:37:46 Todd Schuchart
Well, I would love to take that guy on a one month to sales contest and just see who could call close more cold deals.
00:37:55 Gary Ruplinger
Where you heard it here first had throwing down the gauntlet for Dan Lock.
00:37:59 Todd Schuchart
Let’s go lock.
00:38:02 Gary Ruplinger
I love it. Well, that’s awesome, alright, so anybody’s interested in getting more info from you. You said the sales best, the best sales outreach.
00:38:12 Todd Schuchart
Doctor the best outreachstrategy.com
00:38:15 Gary Ruplinger
The bestoutreachstrategy.com we will put that in the show notes.
00:38:19 Todd Schuchart
And you can find me on Facebook too. And you know, ask.
00:38:23 Gary Ruplinger
Yeah awesome, so stock stocked out on Facebook. Check out his. His outreach strategy will put the link in the show notes. Todd thanks so much for coming out today. I really appreciate it.
00:38:34 Todd Schuchart
Thanks for having me. This was really cool. I really appreciate it was fun and if anybody does have questions, reach out ’cause I don’t.
00:38:41 Todd Schuchart
I don’t know where I confuse, or I don’t so.
00:38:43 Gary Ruplinger
That’s awesome, I think will definitely get you on the show again in the future. I feel like we probably could have talked for another hour or two. Yeah, down on some of this stuff so.
00:38:51 Todd Schuchart
It goes fast when you talk for a living, I guess.
00:38:55 Todd Schuchart
Thanks brother appreciate you.
00:38:56 Gary Ruplinger
Thanks, so much Todd. Take care you too.