March 5, 2023
#53 Insights from a Business Development and Sales Expert: An Interview with Joe Rockey
In this episode, we sit down with Joe Rockey, a keynote speaker and expert in business development and sales, to discuss his insights on what it takes to be a successful business owner. We cover a range of topics, including why new entrepreneurs should not only focus on their products, but also on sales and marketing, the first steps to take after coming up with a product idea, and what to prioritize when planning to scale a business. We also delve into the patterns that indicate a business's success and what it takes to be a successful business owner.
Find more about Joe here:
https://elitebusinessconversations.com/
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Hello and welcome to a new
episode of the CTO show with
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Muhammad.
My name is Muhammad, I shared
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daily insights about the latest
news and Trends in technology
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while exploring their
problem-solving abilities.
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I also talked about startups and
entrepreneurs behind their
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Innovative products and services
today.
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In this episode, I'm very glad
to be with Joe Rocky who's
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joining me from the United
States from Philadelphia and
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just how we'll leave it to Joe
to introduce himself.
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What he does.
And then I will start, you know,
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the show properly.
Yeah, so thank you for having me
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out.
First off, I with Elite business
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conversations.com.
It's one of my newest business
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ventures that I have.
What we do is we give obviously
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keynote, addresses, to all types
of barriers, to rates of areas,
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primarily for sales, Victory
conferences, and making yourself
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a better workflow environment.
Ultimately, our business does
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business coaching Consulting to
help businesses overcome that,
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Hurdles where they have
plateaued or stalled at a place
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it at one and typically those
areas come to be that the
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business is no longer.
Giving the owner what they want,
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whether that be the goal of
having more time the goal of
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having more sales or the goal of
Pershing, a Personal Agenda or
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issue, we help businesses
achieve all of those ends and to
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make the how that the owner and
management staff once it on
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before that in another lifetime,
I've created 15 different
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entities including two
different.
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Casts and a lot of other stuff.
So the industry list I've been
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on is massive and long.
But nonetheless, the not to give
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you a 20 minute introduction
wakes the whole show here dive
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into the the importance of sales
and startups.
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You know that that's that's key
and yeah, that's absolutely key.
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That's fantastic.
Joe like actually this is
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exactly my first question to
you.
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Now, we are seeing this little
bit kind of a hype, We're Young
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or Pretty much, they want to be
solopreneurs, right?
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And they want to start by
themselves.
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They have the technical know-how
but they say hold on one second
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like, oh, hold on, I need to do
say inside, I need to do
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marketing.
So here, I think well, you know,
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having the knows about sales
come into the picture, right?
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Yeah.
Yeah.
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So let's start with the
fundamental fact.
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The bakery that lasts the
longest is not the one with the
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best bread.
It's one of the sells the most
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bread, that's a fact.
Out of life.
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So for so so many people who are
Solo entrepreneurs, which I was
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one of you still am I guess that
only one of you.
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The issue that most people have,
is they focus primarily upon
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their product.
What am I good at?
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What's gonna be amazing?
What makes you stand out all?
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That's important.
You certainly need it.
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I'm not discounting it.
That is only a third of the
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sales Journey.
It's the final third.
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The first third is what's
commonly known as marketing.
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People need to know who you are
and have a desire to come check
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you out.
Number two, when they are with
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you, you have to have the
ability to transfer a
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conversation into exchange of
resources for most people that's
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give me money.
I give you something back and
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the third side is that product
is ultimately awesome and
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delivers on what you said it was
going to deliver.
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So we're most solo entrepreneurs
come into play.
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If they have the product, it's
awesome.
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It does all of this cool stuff
that no one else can do it.
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Because I thought of it is
better period And discussion.
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I got you guys on that guy.
So that being said though,
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that's a really good way to burn
yourself out.
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Really get upset at yourself
that the business doesn't work
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because no one's buying it.
And a simple fact of the sales
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world is rejection is common and
if you make your business and
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your baby fully around the
product and you don't invest
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your time and energy and
learning how to do the first two
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components.
You will really, really hinder
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yourself in terms of your
emotional happiness.
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As people are essentially not
buying your product and
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eventually that becomes an
internal form of rejection,
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which probably isn't a rejection
on the product itself.
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It's rejection on your sales
process, which is what you need
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most of all to succeed.
So talking about process here
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like for someone who's just
starting as I said like when
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they can start to to get this
information.
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Like okay I have this good idea.
I have this good product.
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I know that it's solve a
fundamental problem probably for
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a large set of people.
So where do you think they can
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start?
What is the number one thing
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that they have to look in before
you know, going in front of the
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customer?
So first, you need to figure out
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how to get customers find you,
right?
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So, what I would recommend is
for whatever space, your product
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is in is search held similar
products are being purchased and
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discovered.
So say you're selling something
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as simple as rock salt too.
D ice, the roads, for all of our
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Northern countries out there.
And you have, you've called this
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new formula chemically, it's
gonna be better for the road
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better.
The environment all this great
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stuff and it also works at lower
temperature.
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So it's the best of the best in
terms of deicing.
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Well, how do and clients end up
getting that?
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How are those purchases?
How those companies even
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discovered?
That's really your starting
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point.
Where do I get?
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How do I get discovered?
That one of the funnel people
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me.
I know who I am.
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How can that be done?
Are people searching on Google
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or they going through trade
platforms.
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If so, what are the trade
platforms?
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You can see you know that
because you have to be able to
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be found and then you finally
get the client in front of you.
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You need to know essentially
what is the competition I'm
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fighting with in terms of
pricing.
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So what I recommend to everyone
in this tends to be natural or
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people who are creating their
own entrepreneurs as a from the
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product standpoint.
Is make the best product period,
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he is especially early on when
your developmental side.
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You're not going to be able to
win a quantity battle.
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You'll be able to win a quality
battle.
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So have the highest quality
thing you possibly can and it
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really helps you in the middle
phase of the sales process, you
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walk into someone, you have the
best quality product, as long as
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it's reasonably priced
correctly, you don't need to be
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good at sales.
You know, you can still The
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highest price but the quality is
so far all the roof.
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You don't need to have this.
I know how to relate to you.
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I know how to draw the emotions
of you.
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I know how to turn this dry
chemical into it emotion.
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I need to have this.
You don't need to have those
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skills yet.
You have.
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I have the best thing in the
world.
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I don't really know how to
describe it but it's here and
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it's awesome and you need it.
A three-year-old can make that
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sale.
Like that's that's for those
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people who don't know how to
sell make your product.
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Quality.
The greatest thing on the planet
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and then we'll teach you how to
make it better.
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So that not only are you selling
it at the highest price in your
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industry, you then, eventually
start moving the most of it.
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So that's, that's how I would
teach someone who's in a very
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raw starting point.
Never done sales with more.
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Don't worry your bread and
butter make an awesome product
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and make it the absolute best of
the best.
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That's, that's very informative.
Now, here is the other thing.
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So, Starting, you know,
something is one area, and then
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scaling, this is another one.
So how do you think, you know
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they could do some kind of
prioritization for scaling the
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business?
What comes number one, what
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should be number 2?
What should be number three from
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from your experience?
What sales will be number one
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because we don't have sales you
can't you can't hire more people
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at the end of the day.
Most people don't like that
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answer because Normally, as I
was going through the three
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funnels of sales, people need to
find you.
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You need to exchange resources
and product.
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Those are the only real things
that make you Revenue.
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The every other part of your
business is a drain on Revenue
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without creating more.
So that becomes an accounting,
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World blank, overhead, expenses,
sunk cost.
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So while computer systems are
great, if they're not used to
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create and find more Revenue,
find more customers, they're
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just a Expects, if you have a
security guard who's in your
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building and he's not helping
you get more sales.
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He's just an expense again.
I'm not saying these expenses,
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are meaningless or useless.
I'm saying that those aren't
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what you focus upon where you're
scaling.
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When you're scaling, everything
needs to be in one of those
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three Realms, having people find
me and want to be with me
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braiding more relationships.
Where were exchanging revenue
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for resources?
And the making the awesome
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product.
If it's not in one of those,
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Three things, you shouldn't
focus upon it for scaling.
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So I first didn't answer your
question because I told you what
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not to do.
So the stay within the side of
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Revenue, that's that the answer.
Now the scale light we got to
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realize, where is our weak
point?
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And this is going to be
different based on every company
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upon their Journey.
When we look at our sales
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process, where is the largest
snag right now?
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Is that we're not having enough
people come in the door, is it?
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We're having so many people come
to the door, we're not able to
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meet with all of the clients or
potential clients right away or
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is it will making the sales but
the back end product isn't
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getting there in time.
So we need to look at which one
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of those snags is happening and
we need to correct it.
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So for each company that's going
to be different, it's going to
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depend upon like seeing your
current status.
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But that's the process and
exercise.
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You want to go through, where
are we weak at?
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And what do we need to make
more?
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And then you wrap everything up
in accordance to that.
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That's very insightful again.
And, you know for me also I have
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experience in sales as well.
So you need to look exactly the
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way you described it.
So you need to.
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So you are like a doctor, right?
We need to see where the problem
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is.
You need to say, okay, the
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problem is in the funnel.
So let's fix the following.
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The problem is in the process.
Let's fix the process.
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So very insightful.
I would say.
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Now, here is the thing and
because I'm focusing on
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startups, like new businesses
and this.
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So, Some people they think.
Oh, you know what?
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Like, yeah, I have this good
product but, you know, I don't
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think I'm a good business owner,
honestly, me, I don't believe in
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that because everyone can
actually send like everyone
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sense, right?
So when you go to command a
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movie to your friend, actually,
you're selling him something.
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So from your experience and
because I know from the profile
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that you have that you work with
a lot of people from different
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backgrounds.
What you tell these people who
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have the doubt, okay?
Would I be like a successful
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business owner?
But what do you would you tell
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them?
So for those people have the
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doubt about, will this be a good
fit for me?
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The long story, short is your
doubt is Justified because just
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looking at that sales process,
we did having people.
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Find you convert opportunities
and then amending a back end
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product.
There is no personality type
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that is amazing at all three of
those things.
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Things it just doesn't exist.
So what I recommend to everyone
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and this is where it becomes
challenging for the true
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individual start up his own
entity, is that there are
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elements that are essential to
every business that your
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personality will naturally want
to gravitate towards and be a
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part of and then there's going
to be elements that you don't
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want to do.
That's normal.
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That's the way the human brain
works.
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That doesn't matter where in
this planet, you are quite
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frankly, what?
I'm in the world.
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You are.
That's a fact of life.
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So what you need to do really is
recognized, truly what don't I
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like doing?
And then ask the follow-up
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question.
What happens if my business
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doesn't do that?
And that's really a going back
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to that.
Beginning part of the equation
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of, is this a revenue activity
or not?
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It really, that's another way of
getting today answer because if
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you say I really don't like
prospecting.
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I really just hate that.
Process, but I really like
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making the back end product.
Well, that's great.
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You're going to have a warehouse
full of your product and
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absolutely no one to give it to.
So that's not good.
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You need to find someone who's
good at that.
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Now, there's multiple ways you
can do this, you can either
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force yourself to do it.
I don't recommend that route
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because you're not good at it.
You don't like doing it, you're
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going to end up hurting your own
personal morale and Ultimate
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Image as a result of your
morality.
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Crotch, I recommend finding
someone who can for the true
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startups.
This normally means outside help
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whether it be hiring a firm or
bringing on a temporary
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consultant type situation.
And the reason for that is that
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you need it done and you don't
know how to do it yet.
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You don't know how to do it
because you don't want to do it
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which also means you're not good
at it.
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So when we look at the reality
of it is we need to address the
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beer and Say, that's good.
That I have.
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This fear, I means I'm being
honest with myself and others
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things, I don't like in.
There's things I don't want to
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do.
Yes, the entire entity, it's
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mine and I'm in charge for
direction of it, but that
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doesn't mean I need to be the
best every single component.
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And in fact, if you enter with
the mindset that I have to be
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the best at every single
component, you have killed the
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growth of your business because
there are things, you are not
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better than other people at.
And by you having this arrogant
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mind, something I have to be the
Best at it, you will hold
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yourself back.
You are much better, figure out
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what your strengths are playing
into them.
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Diving all the way in and then
finding people who strengths,
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mirror your weaknesses and
bringing them on your team.
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Fantastic.
Now, John something that came to
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my mind.
Now that yourself like you
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started it, I think like, long
time back multiple entities, we
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will.
What was the thing that every
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time, you know, I'm sure that
there was a first time that you
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faced a challenge, but I believe
that with time, you started to
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see a pattern.
So what does the pattern or what
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are the, you know, the things
that are coming from your
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experience that and let's share
this This with, with fellow
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entrepreneurs that for sure, 99%
of the time they will face, can
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you share that with us?
Yeah, it comes out the
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expectation that they're in the
day, most entrepreneurs was
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people in general.
And I apologize if this is an
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American Centric cake because
all of my clients except for for
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our America, that's fine.
So the the expectation that
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things have to work immediately
now because I'm The one doing
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them the and I'm the best person
ever.
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So therefore, what I write types
will be the greatest thing ever,
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and it's going to happen right
now.
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That's not really how the world
works.
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And it doesn't matter how great
your product is how
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revolutionary how far ahead of
everyone else.
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Is it takes time and it takes
energy and Unfortunately, it's
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not like if you were building a
house from scratch where you can
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say, I got to do this amount of
tasks because of that.
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Once these tasks are done, the
house has done a complete
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because you're in competition,
it's like building a house on a
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treadmill.
So if you don't get it done,
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fast enough parts of it, go
away.
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So you need to not only get your
house built you needed, then get
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it progressing faster than
everyone else around you.
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And it is a truly challenging
paths to do that when it's all
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said and done.
But for those that achieve it is
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well worth it.
So the answer is you need to
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have expectations that are
realistic and you need to map
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out the entire sales process as
well as your entire operations
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process.
I've been kind of glossing over
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the fact that you have an
amazing product because this
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audience is an audience of cell
phones for nors and they are
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going to be already.
Having the product idea you need
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to have that fully mapped of how
that looks like from you
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creating it to the actual When
it ends up in your clients
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hands, whether it be a product
or a service.
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00:17:17,800 --> 00:17:21,099
So you need to have that fully
mapped out as well as the entire
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sales process and there needs to
be some flexibility in that
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00:17:25,400 --> 00:17:28,099
because no business is exactly
the same way.
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Three years on down the road as
it is, in the original thought
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process.
But you need to have a general
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00:17:34,800 --> 00:17:40,100
idea and a fairly specific idea.
You only have it down to, this
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00:17:40,100 --> 00:17:42,900
is the color of the wires or
anything like that, but You need
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00:17:42,900 --> 00:17:45,800
to have the gist of it, like
we're going to be making the
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00:17:45,800 --> 00:17:50,800
making this in this house, going
to be the that's how that's I
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00:17:50,800 --> 00:17:52,800
guess.
The ultimate answer is lining up
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00:17:52,800 --> 00:17:56,200
the expectations.
Truly doing your thoughts
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00:17:56,200 --> 00:18:01,000
through it of this is what it's
going to take and being ready to
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00:18:01,000 --> 00:18:03,300
implement it and not hold
yourself back.
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I like that energy about
building houses on the
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00:18:07,500 --> 00:18:09,000
treadmill.
This is.
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And by the way, it's not that
mannequin.
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I am I think, you know, it's
something common everywhere.
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Whatever someone is listening or
watching us.
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We will understand it.
Can you tell me that?
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00:18:21,300 --> 00:18:24,900
Before we wrap up, Joel, I get
more about, I think you have a
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00:18:24,900 --> 00:18:28,000
podcast yourself as well, like,
what is it about?
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00:18:28,000 --> 00:18:30,600
Because I cannot share.
Also the link for that for my
335
00:18:31,000 --> 00:18:33,900
listeners and viewers.
Yeah.
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00:18:33,900 --> 00:18:39,200
So so I'll be the the to podcast
local football flavor is an NFL
337
00:18:39,200 --> 00:18:42,500
show where we combine fan fans
of the NFL around the world
338
00:18:42,500 --> 00:18:44,000
together to come talk about
them.
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00:18:45,200 --> 00:18:47,600
That's the kind of specific.
That's American football, that's
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00:18:47,600 --> 00:18:50,800
not soccer for the majority of
the world audience out there.
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00:18:51,400 --> 00:18:53,700
And then the second show is more
common to every single
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00:18:53,700 --> 00:18:56,600
individual on this planet.
And that's called father and Joe
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00:18:56,800 --> 00:19:00,500
what we do at father and Joe as
we have conversations about the
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00:19:00,500 --> 00:19:03,600
relationship that you have with
yourself, the a ship that you
345
00:19:03,600 --> 00:19:06,600
have with others and all of
that, underneath the umbrella of
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00:19:06,600 --> 00:19:08,000
the relationship that you have
with God.
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00:19:08,000 --> 00:19:11,900
And in that being said, that's
how we truly believe that we
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00:19:11,900 --> 00:19:14,900
will make the world.
A better place is realizing that
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it all starts with the
relationship with ourselves and
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the relationships with others.
And whether we like it or not,
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00:19:20,700 --> 00:19:23,300
that's all underneath an
umbrella of God.
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00:19:23,300 --> 00:19:26,200
So, that's, that's the podcast.
Find anywhere.
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00:19:26,200 --> 00:19:29,500
There's an audio-based podcast
called father and Joe three
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00:19:29,500 --> 00:19:32,600
words, father, and Joe.
And then for those that want to
355
00:19:32,600 --> 00:19:35,900
reach out to To me, on a
professional basis, the website
356
00:19:35,900 --> 00:19:40,100
is called Elite business
conversations.com and we can be
357
00:19:40,100 --> 00:19:41,100
found.
We'll have little 10-minute
358
00:19:41,100 --> 00:19:43,900
chat, we'll go from there.
Great.
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00:19:43,900 --> 00:19:46,000
Actually, this was the last
thing I wanted to ask you where
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00:19:46,000 --> 00:19:47,800
people can find you and you know
what?
361
00:19:47,800 --> 00:19:50,600
The service that you offer, but
you just said it Joe.
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00:19:51,400 --> 00:19:55,400
Anything else like you want to
share before we we close today.
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00:19:56,600 --> 00:20:00,300
None of this is easy, your by
its nature.
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00:20:00,300 --> 00:20:04,200
You're going to be living on a
commission based lifestyle and
365
00:20:04,200 --> 00:20:07,100
that means there's going to be
times where you have no idea
366
00:20:07,100 --> 00:20:09,200
what the next dollars and cents
come in.
367
00:20:09,600 --> 00:20:12,000
And there's potentially times of
you're going to have more money
368
00:20:12,000 --> 00:20:13,700
raining down that, you know what
to do with.
369
00:20:14,400 --> 00:20:18,700
You need to be in a situation in
your life where you can handle
370
00:20:18,700 --> 00:20:23,400
that roller coaster.
It is a very, very emotional
371
00:20:23,400 --> 00:20:26,700
roller coaster.
Once you get upon it, Especially
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00:20:26,700 --> 00:20:28,900
in the beginning when you don't
know how to do your sales
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00:20:28,900 --> 00:20:31,600
process.
So from an individual to
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00:20:31,600 --> 00:20:34,900
individual level, try to figure
that out.
375
00:20:34,900 --> 00:20:37,800
And honestly, look at your
situation, those that you were
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00:20:37,800 --> 00:20:39,800
responsible for right now in
your life.
377
00:20:40,200 --> 00:20:45,000
If I'm going six months without
a paycheck coming in, is this
378
00:20:45,000 --> 00:20:48,900
going to work or is the rest of
my life going to implode because
379
00:20:49,000 --> 00:20:51,800
which so many business owners
fail at is they don't look at
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00:20:51,800 --> 00:20:55,700
the rest of their life and
ultimately you're doing it for
381
00:20:55,700 --> 00:20:57,200
that.
Reason sure.
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00:20:57,200 --> 00:20:58,700
Your product is going to be
awesome.
383
00:20:58,700 --> 00:21:01,000
It was going to make a
difference, but if the people
384
00:21:01,000 --> 00:21:05,100
around you get off the bus of
your life, the entire thing will
385
00:21:05,100 --> 00:21:06,400
fail.
It's just a matter of time.
386
00:21:06,600 --> 00:21:10,200
So make sure that you have that
in line before you start.
387
00:21:10,700 --> 00:21:13,600
That's awesome.
I would say it a commendation
388
00:21:13,600 --> 00:21:15,100
from you.
Thank you very much Joe.
389
00:21:15,100 --> 00:21:17,400
I really enjoyed the
conversation.
390
00:21:17,400 --> 00:21:23,200
I enjoyed the energy also I saw
in you so that's it for today.
391
00:21:23,200 --> 00:21:27,600
Thank you very much for tuning
in and as usual, If you have any
392
00:21:27,600 --> 00:21:31,600
questions, any feedback, I will
share all the details.
393
00:21:31,600 --> 00:21:37,400
That Joe mentioned about his
podcast and his website and you
394
00:21:37,400 --> 00:21:41,100
can reach out to me for.
As I said, any question or
395
00:21:41,600 --> 00:21:45,500
feedback through email or you
can connect with me over
396
00:21:45,500 --> 00:21:49,000
LinkedIn or Twitter as usual.
Thank you very much.
397
00:21:49,200 --> 00:21:54,700
And until we meet again, in
another episode say, stay, stay
398
00:21:54,700 --> 00:21:55,900
safe.
Bye-bye.
399
00:21:56,000 --> 00:21:56,200
Bye.
00:00:09,600 --> 00:00:12,200
Hello and welcome to a new
episode of the CTO show with
2
00:00:12,200 --> 00:00:13,900
Muhammad.
My name is Muhammad, I shared
3
00:00:13,900 --> 00:00:16,900
daily insights about the latest
news and Trends in technology
4
00:00:16,900 --> 00:00:19,500
while exploring their
problem-solving abilities.
5
00:00:19,900 --> 00:00:22,600
I also talked about startups and
entrepreneurs behind their
6
00:00:22,600 --> 00:00:25,800
Innovative products and services
today.
7
00:00:25,900 --> 00:00:29,900
In this episode, I'm very glad
to be with Joe Rocky who's
8
00:00:29,900 --> 00:00:35,700
joining me from the United
States from Philadelphia and
9
00:00:36,200 --> 00:00:38,600
just how we'll leave it to Joe
to introduce himself.
10
00:00:38,600 --> 00:00:41,400
What he does.
And then I will start, you know,
11
00:00:41,400 --> 00:00:45,500
the show properly.
Yeah, so thank you for having me
12
00:00:45,500 --> 00:00:47,700
out.
First off, I with Elite business
13
00:00:47,700 --> 00:00:50,300
conversations.com.
It's one of my newest business
14
00:00:50,300 --> 00:00:53,700
ventures that I have.
What we do is we give obviously
15
00:00:53,700 --> 00:00:57,100
keynote, addresses, to all types
of barriers, to rates of areas,
16
00:00:57,600 --> 00:01:01,400
primarily for sales, Victory
conferences, and making yourself
17
00:01:01,400 --> 00:01:05,099
a better workflow environment.
Ultimately, our business does
18
00:01:05,099 --> 00:01:09,200
business coaching Consulting to
help businesses overcome that,
19
00:01:09,400 --> 00:01:11,900
Hurdles where they have
plateaued or stalled at a place
20
00:01:11,900 --> 00:01:15,400
it at one and typically those
areas come to be that the
21
00:01:15,400 --> 00:01:18,400
business is no longer.
Giving the owner what they want,
22
00:01:18,400 --> 00:01:21,800
whether that be the goal of
having more time the goal of
23
00:01:21,800 --> 00:01:26,400
having more sales or the goal of
Pershing, a Personal Agenda or
24
00:01:26,400 --> 00:01:30,500
issue, we help businesses
achieve all of those ends and to
25
00:01:30,500 --> 00:01:34,000
make the how that the owner and
management staff once it on
26
00:01:34,000 --> 00:01:36,800
before that in another lifetime,
I've created 15 different
27
00:01:36,800 --> 00:01:39,200
entities including two
different.
28
00:01:39,300 --> 00:01:43,700
Casts and a lot of other stuff.
So the industry list I've been
29
00:01:43,700 --> 00:01:47,100
on is massive and long.
But nonetheless, the not to give
30
00:01:47,100 --> 00:01:50,100
you a 20 minute introduction
wakes the whole show here dive
31
00:01:50,100 --> 00:01:53,600
into the the importance of sales
and startups.
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00:01:53,600 --> 00:01:56,600
You know that that's that's key
and yeah, that's absolutely key.
33
00:01:57,700 --> 00:02:00,200
That's fantastic.
Joe like actually this is
34
00:02:00,700 --> 00:02:02,600
exactly my first question to
you.
35
00:02:02,800 --> 00:02:09,100
Now, we are seeing this little
bit kind of a hype, We're Young
36
00:02:09,100 --> 00:02:12,100
or Pretty much, they want to be
solopreneurs, right?
37
00:02:12,100 --> 00:02:13,600
And they want to start by
themselves.
38
00:02:13,600 --> 00:02:17,800
They have the technical know-how
but they say hold on one second
39
00:02:17,800 --> 00:02:21,600
like, oh, hold on, I need to do
say inside, I need to do
40
00:02:21,600 --> 00:02:26,500
marketing.
So here, I think well, you know,
41
00:02:26,800 --> 00:02:29,700
having the knows about sales
come into the picture, right?
42
00:02:30,400 --> 00:02:31,400
Yeah.
Yeah.
43
00:02:31,400 --> 00:02:33,400
So let's start with the
fundamental fact.
44
00:02:33,400 --> 00:02:35,700
The bakery that lasts the
longest is not the one with the
45
00:02:35,700 --> 00:02:37,500
best bread.
It's one of the sells the most
46
00:02:37,500 --> 00:02:40,000
bread, that's a fact.
Out of life.
47
00:02:40,100 --> 00:02:44,800
So for so so many people who are
Solo entrepreneurs, which I was
48
00:02:44,800 --> 00:02:47,000
one of you still am I guess that
only one of you.
49
00:02:47,900 --> 00:02:52,100
The issue that most people have,
is they focus primarily upon
50
00:02:52,100 --> 00:02:53,500
their product.
What am I good at?
51
00:02:53,500 --> 00:02:55,700
What's gonna be amazing?
What makes you stand out all?
52
00:02:55,700 --> 00:02:57,300
That's important.
You certainly need it.
53
00:02:57,300 --> 00:03:00,400
I'm not discounting it.
That is only a third of the
54
00:03:00,400 --> 00:03:02,500
sales Journey.
It's the final third.
55
00:03:02,700 --> 00:03:05,300
The first third is what's
commonly known as marketing.
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People need to know who you are
and have a desire to come check
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you out.
Number two, when they are with
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you, you have to have the
ability to transfer a
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conversation into exchange of
resources for most people that's
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give me money.
I give you something back and
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the third side is that product
is ultimately awesome and
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delivers on what you said it was
going to deliver.
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00:03:26,700 --> 00:03:30,200
So we're most solo entrepreneurs
come into play.
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If they have the product, it's
awesome.
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00:03:32,500 --> 00:03:36,100
It does all of this cool stuff
that no one else can do it.
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Because I thought of it is
better period And discussion.
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I got you guys on that guy.
So that being said though,
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that's a really good way to burn
yourself out.
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Really get upset at yourself
that the business doesn't work
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because no one's buying it.
And a simple fact of the sales
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world is rejection is common and
if you make your business and
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your baby fully around the
product and you don't invest
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your time and energy and
learning how to do the first two
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components.
You will really, really hinder
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yourself in terms of your
emotional happiness.
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As people are essentially not
buying your product and
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eventually that becomes an
internal form of rejection,
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00:04:21,700 --> 00:04:25,600
which probably isn't a rejection
on the product itself.
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It's rejection on your sales
process, which is what you need
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most of all to succeed.
So talking about process here
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00:04:35,600 --> 00:04:40,900
like for someone who's just
starting as I said like when
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they can start to to get this
information.
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Like okay I have this good idea.
I have this good product.
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I know that it's solve a
fundamental problem probably for
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a large set of people.
So where do you think they can
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00:04:54,600 --> 00:04:56,500
start?
What is the number one thing
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00:04:56,500 --> 00:05:00,100
that they have to look in before
you know, going in front of the
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customer?
So first, you need to figure out
89
00:05:03,600 --> 00:05:05,200
how to get customers find you,
right?
90
00:05:05,300 --> 00:05:09,300
So, what I would recommend is
for whatever space, your product
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is in is search held similar
products are being purchased and
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discovered.
So say you're selling something
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as simple as rock salt too.
D ice, the roads, for all of our
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Northern countries out there.
And you have, you've called this
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new formula chemically, it's
gonna be better for the road
96
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better.
The environment all this great
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stuff and it also works at lower
temperature.
98
00:05:34,200 --> 00:05:37,800
So it's the best of the best in
terms of deicing.
99
00:05:38,100 --> 00:05:41,200
Well, how do and clients end up
getting that?
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How are those purchases?
How those companies even
101
00:05:44,500 --> 00:05:46,900
discovered?
That's really your starting
102
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point.
Where do I get?
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How do I get discovered?
That one of the funnel people
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me.
I know who I am.
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00:05:52,600 --> 00:05:55,000
How can that be done?
Are people searching on Google
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00:05:55,200 --> 00:05:56,900
or they going through trade
platforms.
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00:05:56,900 --> 00:05:59,000
If so, what are the trade
platforms?
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00:05:59,300 --> 00:06:03,000
You can see you know that
because you have to be able to
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be found and then you finally
get the client in front of you.
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You need to know essentially
what is the competition I'm
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fighting with in terms of
pricing.
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00:06:12,300 --> 00:06:17,100
So what I recommend to everyone
in this tends to be natural or
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people who are creating their
own entrepreneurs as a from the
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product standpoint.
Is make the best product period,
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he is especially early on when
your developmental side.
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00:06:28,300 --> 00:06:31,700
You're not going to be able to
win a quantity battle.
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00:06:32,000 --> 00:06:33,800
You'll be able to win a quality
battle.
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00:06:34,200 --> 00:06:37,700
So have the highest quality
thing you possibly can and it
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really helps you in the middle
phase of the sales process, you
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walk into someone, you have the
best quality product, as long as
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00:06:46,300 --> 00:06:49,500
it's reasonably priced
correctly, you don't need to be
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00:06:49,500 --> 00:06:51,700
good at sales.
You know, you can still The
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00:06:51,700 --> 00:06:54,900
highest price but the quality is
so far all the roof.
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00:06:55,700 --> 00:06:58,500
You don't need to have this.
I know how to relate to you.
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00:06:58,500 --> 00:07:00,900
I know how to draw the emotions
of you.
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00:07:01,200 --> 00:07:05,200
I know how to turn this dry
chemical into it emotion.
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00:07:05,200 --> 00:07:07,600
I need to have this.
You don't need to have those
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skills yet.
You have.
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00:07:09,800 --> 00:07:11,200
I have the best thing in the
world.
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00:07:11,200 --> 00:07:13,300
I don't really know how to
describe it but it's here and
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it's awesome and you need it.
A three-year-old can make that
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00:07:16,300 --> 00:07:19,100
sale.
Like that's that's for those
133
00:07:19,100 --> 00:07:21,300
people who don't know how to
sell make your product.
134
00:07:21,500 --> 00:07:23,300
Quality.
The greatest thing on the planet
135
00:07:23,400 --> 00:07:25,400
and then we'll teach you how to
make it better.
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00:07:25,400 --> 00:07:27,900
So that not only are you selling
it at the highest price in your
137
00:07:27,900 --> 00:07:31,200
industry, you then, eventually
start moving the most of it.
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00:07:31,800 --> 00:07:35,400
So that's, that's how I would
teach someone who's in a very
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raw starting point.
Never done sales with more.
140
00:07:39,100 --> 00:07:41,400
Don't worry your bread and
butter make an awesome product
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00:07:41,400 --> 00:07:44,200
and make it the absolute best of
the best.
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00:07:45,000 --> 00:07:48,300
That's, that's very informative.
Now, here is the other thing.
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00:07:48,300 --> 00:07:54,000
So, Starting, you know,
something is one area, and then
144
00:07:54,300 --> 00:07:58,700
scaling, this is another one.
So how do you think, you know
145
00:07:58,700 --> 00:08:04,000
they could do some kind of
prioritization for scaling the
146
00:08:04,000 --> 00:08:05,600
business?
What comes number one, what
147
00:08:05,600 --> 00:08:07,800
should be number 2?
What should be number three from
148
00:08:07,800 --> 00:08:13,200
from your experience?
What sales will be number one
149
00:08:13,200 --> 00:08:16,300
because we don't have sales you
can't you can't hire more people
150
00:08:16,800 --> 00:08:18,800
at the end of the day.
Most people don't like that
151
00:08:18,800 --> 00:08:22,300
answer because Normally, as I
was going through the three
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00:08:22,300 --> 00:08:24,400
funnels of sales, people need to
find you.
153
00:08:24,500 --> 00:08:26,800
You need to exchange resources
and product.
154
00:08:27,300 --> 00:08:29,200
Those are the only real things
that make you Revenue.
155
00:08:29,900 --> 00:08:33,600
The every other part of your
business is a drain on Revenue
156
00:08:33,600 --> 00:08:37,299
without creating more.
So that becomes an accounting,
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00:08:37,299 --> 00:08:41,400
World blank, overhead, expenses,
sunk cost.
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00:08:41,600 --> 00:08:44,800
So while computer systems are
great, if they're not used to
159
00:08:44,800 --> 00:08:49,000
create and find more Revenue,
find more customers, they're
160
00:08:49,000 --> 00:08:53,100
just a Expects, if you have a
security guard who's in your
161
00:08:53,100 --> 00:08:55,700
building and he's not helping
you get more sales.
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00:08:55,700 --> 00:08:58,700
He's just an expense again.
I'm not saying these expenses,
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are meaningless or useless.
I'm saying that those aren't
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00:09:02,000 --> 00:09:03,800
what you focus upon where you're
scaling.
165
00:09:04,200 --> 00:09:07,300
When you're scaling, everything
needs to be in one of those
166
00:09:07,300 --> 00:09:11,200
three Realms, having people find
me and want to be with me
167
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braiding more relationships.
Where were exchanging revenue
168
00:09:15,000 --> 00:09:17,100
for resources?
And the making the awesome
169
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product.
If it's not in one of those,
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Three things, you shouldn't
focus upon it for scaling.
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So I first didn't answer your
question because I told you what
172
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not to do.
So the stay within the side of
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Revenue, that's that the answer.
Now the scale light we got to
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realize, where is our weak
point?
175
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And this is going to be
different based on every company
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upon their Journey.
When we look at our sales
177
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process, where is the largest
snag right now?
178
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Is that we're not having enough
people come in the door, is it?
179
00:09:48,400 --> 00:09:51,500
We're having so many people come
to the door, we're not able to
180
00:09:51,500 --> 00:09:56,400
meet with all of the clients or
potential clients right away or
181
00:09:56,400 --> 00:09:59,300
is it will making the sales but
the back end product isn't
182
00:09:59,300 --> 00:10:02,400
getting there in time.
So we need to look at which one
183
00:10:02,400 --> 00:10:06,800
of those snags is happening and
we need to correct it.
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00:10:07,200 --> 00:10:09,900
So for each company that's going
to be different, it's going to
185
00:10:09,908 --> 00:10:12,200
depend upon like seeing your
current status.
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00:10:12,400 --> 00:10:14,700
But that's the process and
exercise.
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You want to go through, where
are we weak at?
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And what do we need to make
more?
189
00:10:19,400 --> 00:10:22,100
And then you wrap everything up
in accordance to that.
190
00:10:23,600 --> 00:10:27,000
That's very insightful again.
And, you know for me also I have
191
00:10:27,000 --> 00:10:31,800
experience in sales as well.
So you need to look exactly the
192
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way you described it.
So you need to.
193
00:10:33,600 --> 00:10:36,000
So you are like a doctor, right?
We need to see where the problem
194
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is.
You need to say, okay, the
195
00:10:37,700 --> 00:10:39,500
problem is in the funnel.
So let's fix the following.
196
00:10:39,500 --> 00:10:41,500
The problem is in the process.
Let's fix the process.
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00:10:41,500 --> 00:10:44,200
So very insightful.
I would say.
198
00:10:44,300 --> 00:10:46,200
Now, here is the thing and
because I'm focusing on
199
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startups, like new businesses
and this.
200
00:10:50,200 --> 00:10:55,200
So, Some people they think.
Oh, you know what?
201
00:10:55,200 --> 00:10:59,900
Like, yeah, I have this good
product but, you know, I don't
202
00:10:59,900 --> 00:11:04,200
think I'm a good business owner,
honestly, me, I don't believe in
203
00:11:04,200 --> 00:11:08,800
that because everyone can
actually send like everyone
204
00:11:08,800 --> 00:11:11,600
sense, right?
So when you go to command a
205
00:11:11,600 --> 00:11:13,800
movie to your friend, actually,
you're selling him something.
206
00:11:14,000 --> 00:11:18,500
So from your experience and
because I know from the profile
207
00:11:18,500 --> 00:11:22,200
that you have that you work with
a lot of people from different
208
00:11:22,200 --> 00:11:24,700
backgrounds.
What you tell these people who
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00:11:24,700 --> 00:11:27,200
have the doubt, okay?
Would I be like a successful
210
00:11:27,200 --> 00:11:29,600
business owner?
But what do you would you tell
211
00:11:29,600 --> 00:11:32,400
them?
So for those people have the
212
00:11:32,400 --> 00:11:35,800
doubt about, will this be a good
fit for me?
213
00:11:36,700 --> 00:11:40,800
The long story, short is your
doubt is Justified because just
214
00:11:40,800 --> 00:11:43,100
looking at that sales process,
we did having people.
215
00:11:43,100 --> 00:11:47,200
Find you convert opportunities
and then amending a back end
216
00:11:47,200 --> 00:11:50,900
product.
There is no personality type
217
00:11:51,200 --> 00:11:53,100
that is amazing at all three of
those things.
218
00:11:53,200 --> 00:11:58,100
Things it just doesn't exist.
So what I recommend to everyone
219
00:11:58,100 --> 00:12:01,000
and this is where it becomes
challenging for the true
220
00:12:01,300 --> 00:12:05,600
individual start up his own
entity, is that there are
221
00:12:05,600 --> 00:12:09,000
elements that are essential to
every business that your
222
00:12:09,000 --> 00:12:12,500
personality will naturally want
to gravitate towards and be a
223
00:12:12,508 --> 00:12:15,900
part of and then there's going
to be elements that you don't
224
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want to do.
That's normal.
225
00:12:18,400 --> 00:12:20,200
That's the way the human brain
works.
226
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That doesn't matter where in
this planet, you are quite
227
00:12:22,600 --> 00:12:23,900
frankly, what?
I'm in the world.
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00:12:23,900 --> 00:12:26,000
You are.
That's a fact of life.
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00:12:26,600 --> 00:12:32,100
So what you need to do really is
recognized, truly what don't I
230
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like doing?
And then ask the follow-up
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question.
What happens if my business
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doesn't do that?
And that's really a going back
233
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to that.
Beginning part of the equation
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of, is this a revenue activity
or not?
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00:12:45,300 --> 00:12:48,500
It really, that's another way of
getting today answer because if
236
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you say I really don't like
prospecting.
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I really just hate that.
Process, but I really like
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making the back end product.
Well, that's great.
239
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You're going to have a warehouse
full of your product and
240
00:13:00,608 --> 00:13:05,300
absolutely no one to give it to.
So that's not good.
241
00:13:05,300 --> 00:13:07,300
You need to find someone who's
good at that.
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00:13:07,400 --> 00:13:09,800
Now, there's multiple ways you
can do this, you can either
243
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force yourself to do it.
I don't recommend that route
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because you're not good at it.
You don't like doing it, you're
245
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going to end up hurting your own
personal morale and Ultimate
246
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Image as a result of your
morality.
247
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Crotch, I recommend finding
someone who can for the true
248
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startups.
This normally means outside help
249
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whether it be hiring a firm or
bringing on a temporary
250
00:13:35,400 --> 00:13:40,500
consultant type situation.
And the reason for that is that
251
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you need it done and you don't
know how to do it yet.
252
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You don't know how to do it
because you don't want to do it
253
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which also means you're not good
at it.
254
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So when we look at the reality
of it is we need to address the
255
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beer and Say, that's good.
That I have.
256
00:13:54,500 --> 00:13:57,600
This fear, I means I'm being
honest with myself and others
257
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things, I don't like in.
There's things I don't want to
258
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do.
Yes, the entire entity, it's
259
00:14:02,100 --> 00:14:05,400
mine and I'm in charge for
direction of it, but that
260
00:14:05,400 --> 00:14:08,400
doesn't mean I need to be the
best every single component.
261
00:14:08,600 --> 00:14:11,800
And in fact, if you enter with
the mindset that I have to be
262
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the best at every single
component, you have killed the
263
00:14:15,008 --> 00:14:18,400
growth of your business because
there are things, you are not
264
00:14:18,400 --> 00:14:21,600
better than other people at.
And by you having this arrogant
265
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mind, something I have to be the
Best at it, you will hold
266
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yourself back.
You are much better, figure out
267
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what your strengths are playing
into them.
268
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Diving all the way in and then
finding people who strengths,
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mirror your weaknesses and
bringing them on your team.
270
00:14:37,500 --> 00:14:40,600
Fantastic.
Now, John something that came to
271
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my mind.
Now that yourself like you
272
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started it, I think like, long
time back multiple entities, we
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will.
What was the thing that every
274
00:14:51,000 --> 00:14:54,200
time, you know, I'm sure that
there was a first time that you
275
00:14:54,200 --> 00:14:58,300
faced a challenge, but I believe
that with time, you started to
276
00:14:58,300 --> 00:15:01,300
see a pattern.
So what does the pattern or what
277
00:15:01,300 --> 00:15:04,600
are the, you know, the things
that are coming from your
278
00:15:04,600 --> 00:15:08,500
experience that and let's share
this This with, with fellow
279
00:15:08,600 --> 00:15:13,700
entrepreneurs that for sure, 99%
of the time they will face, can
280
00:15:13,700 --> 00:15:17,500
you share that with us?
Yeah, it comes out the
281
00:15:17,500 --> 00:15:21,100
expectation that they're in the
day, most entrepreneurs was
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people in general.
And I apologize if this is an
283
00:15:24,900 --> 00:15:29,000
American Centric cake because
all of my clients except for for
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our America, that's fine.
So the the expectation that
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things have to work immediately
now because I'm The one doing
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them the and I'm the best person
ever.
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So therefore, what I write types
will be the greatest thing ever,
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and it's going to happen right
now.
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That's not really how the world
works.
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And it doesn't matter how great
your product is how
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revolutionary how far ahead of
everyone else.
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Is it takes time and it takes
energy and Unfortunately, it's
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not like if you were building a
house from scratch where you can
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say, I got to do this amount of
tasks because of that.
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Once these tasks are done, the
house has done a complete
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because you're in competition,
it's like building a house on a
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treadmill.
So if you don't get it done,
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fast enough parts of it, go
away.
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So you need to not only get your
house built you needed, then get
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it progressing faster than
everyone else around you.
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And it is a truly challenging
paths to do that when it's all
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said and done.
But for those that achieve it is
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well worth it.
So the answer is you need to
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have expectations that are
realistic and you need to map
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out the entire sales process as
well as your entire operations
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process.
I've been kind of glossing over
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the fact that you have an
amazing product because this
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audience is an audience of cell
phones for nors and they are
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going to be already.
Having the product idea you need
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to have that fully mapped of how
that looks like from you
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creating it to the actual When
it ends up in your clients
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hands, whether it be a product
or a service.
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So you need to have that fully
mapped out as well as the entire
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sales process and there needs to
be some flexibility in that
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because no business is exactly
the same way.
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Three years on down the road as
it is, in the original thought
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process.
But you need to have a general
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idea and a fairly specific idea.
You only have it down to, this
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is the color of the wires or
anything like that, but You need
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to have the gist of it, like
we're going to be making the
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making this in this house, going
to be the that's how that's I
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guess.
The ultimate answer is lining up
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the expectations.
Truly doing your thoughts
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through it of this is what it's
going to take and being ready to
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implement it and not hold
yourself back.
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I like that energy about
building houses on the
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treadmill.
This is.
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And by the way, it's not that
mannequin.
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I am I think, you know, it's
something common everywhere.
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Whatever someone is listening or
watching us.
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We will understand it.
Can you tell me that?
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Before we wrap up, Joel, I get
more about, I think you have a
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podcast yourself as well, like,
what is it about?
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Because I cannot share.
Also the link for that for my
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listeners and viewers.
Yeah.
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So so I'll be the the to podcast
local football flavor is an NFL
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show where we combine fan fans
of the NFL around the world
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together to come talk about
them.
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That's the kind of specific.
That's American football, that's
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not soccer for the majority of
the world audience out there.
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And then the second show is more
common to every single
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individual on this planet.
And that's called father and Joe
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what we do at father and Joe as
we have conversations about the
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relationship that you have with
yourself, the a ship that you
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have with others and all of
that, underneath the umbrella of
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the relationship that you have
with God.
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And in that being said, that's
how we truly believe that we
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will make the world.
A better place is realizing that
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it all starts with the
relationship with ourselves and
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the relationships with others.
And whether we like it or not,
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that's all underneath an
umbrella of God.
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So, that's, that's the podcast.
Find anywhere.
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There's an audio-based podcast
called father and Joe three
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words, father, and Joe.
And then for those that want to
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00:19:32,600 --> 00:19:35,900
reach out to To me, on a
professional basis, the website
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is called Elite business
conversations.com and we can be
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00:19:40,100 --> 00:19:41,100
found.
We'll have little 10-minute
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chat, we'll go from there.
Great.
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Actually, this was the last
thing I wanted to ask you where
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people can find you and you know
what?
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The service that you offer, but
you just said it Joe.
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Anything else like you want to
share before we we close today.
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None of this is easy, your by
its nature.
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You're going to be living on a
commission based lifestyle and
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that means there's going to be
times where you have no idea
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what the next dollars and cents
come in.
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And there's potentially times of
you're going to have more money
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00:20:12,000 --> 00:20:13,700
raining down that, you know what
to do with.
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You need to be in a situation in
your life where you can handle
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that roller coaster.
It is a very, very emotional
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roller coaster.
Once you get upon it, Especially
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in the beginning when you don't
know how to do your sales
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process.
So from an individual to
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individual level, try to figure
that out.
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And honestly, look at your
situation, those that you were
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responsible for right now in
your life.
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If I'm going six months without
a paycheck coming in, is this
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00:20:45,000 --> 00:20:48,900
going to work or is the rest of
my life going to implode because
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which so many business owners
fail at is they don't look at
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the rest of their life and
ultimately you're doing it for
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that.
Reason sure.
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Your product is going to be
awesome.
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It was going to make a
difference, but if the people
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around you get off the bus of
your life, the entire thing will
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fail.
It's just a matter of time.
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So make sure that you have that
in line before you start.
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That's awesome.
I would say it a commendation
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from you.
Thank you very much Joe.
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I really enjoyed the
conversation.
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00:21:17,400 --> 00:21:23,200
I enjoyed the energy also I saw
in you so that's it for today.
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Thank you very much for tuning
in and as usual, If you have any
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00:21:27,600 --> 00:21:31,600
questions, any feedback, I will
share all the details.
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00:21:31,600 --> 00:21:37,400
That Joe mentioned about his
podcast and his website and you
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00:21:37,400 --> 00:21:41,100
can reach out to me for.
As I said, any question or
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00:21:41,600 --> 00:21:45,500
feedback through email or you
can connect with me over
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00:21:45,500 --> 00:21:49,000
LinkedIn or Twitter as usual.
Thank you very much.
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00:21:49,200 --> 00:21:54,700
And until we meet again, in
another episode say, stay, stay
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safe.
Bye-bye.
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Bye.
