May 5, 2025 • 14 mins
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Host: Brandon Welch
Co-Host: Caleb Agee
Executive Producer: Carter Breaux
Audio/Video Producer: Nate the Camera Guy
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:06):
Welcome to the Maven Marketing Podcast.
Today is Maven Monday.
I'm your host, Brandon Welch,and I'm joined by Caleb, the
inside champion, AG.
Speaker 2 (00:15):
I like being a champion.
Speaker 1 (00:16):
He is a champion.
He's the inside championeverywhere.
He's the voice of reason behindall good things at Frank and
Maven.
What do we do at Frank andMaven?
What do we do at Frank andMaven?
What do we do on this podcast?
Speaker 2 (00:27):
We eliminate waste and advertise and grow your
business and help you achievethe big dream.
Speaker 1 (00:33):
That's what we're doing today.
Speaker 2 (00:34):
Yeah.
Speaker 1 (00:35):
And this is going to be a quick episode, but it is
going to be a very, very usefulepisode for everybody I can
think of yeah, and we want youto send this one out.
Yeah, you've got folks outtrying to drum up business.
You've got folks trying to helpyou make the big dream.
Maybe you're trying to helpmake the big dream happen, and
this is called the InsideChampion.
Speaker 2 (00:54):
Yep, and we're talking to salespeople A lot of
times.
We're marketing guys.
In case somebody sent you thiswe're marketing guys, but a lot
of times marketing and sales aretwo different, disconnected
departments, and what has to betrue is that the marketing team
is talking to the sales team,and so when we do marketing, we
(01:14):
are desperately concerned withhow the sales team is handling
the leads, the business, theopportunities we send your way
Side lesson If your marketingfolks are not obsessed with the
salespeople, you've got thewrong marketing folks.
Speaker 1 (01:26):
That's right, they're your research department.
Speaker 2 (01:28):
That's us today, and we are going to talk a little
bit about sales.
We're going to talk to you inthe sales world and how to
really, at the end, get moresales.
Speaker 1 (01:38):
But first the lie.
The lie we've been told.
The lie, we kill lies here thelie we've been told the lie we
kill lies here.
The lie we've been told is thatyou've got to get in front of a
decision maker, you've got toget with a decision maker.
A lot of my home improvementguys are like we've got to be
there with both decision makers,the husband and the wife, or
we've got to be.
We don't waste time with thereceptionist, we've got to get
(02:01):
in for the boss right.
Yeah, the one-leggedappointments, yeah yeah, man, it
drives me nuts when you guysare insisting on doing those,
both husband and wife there.
It's just bad juju.
But everyone tells you you'vegot to get to the person with
the checkbook, the person whocan sign things Eventually.
That is true, that is true, hasto be true, it is.
But that person rarely takesyour first call, that person
(02:24):
rarely wants or has time to hearfrom you, and that person
almost always has a gatekeeperor, at the very least, a key
influencer.
Speaker 2 (02:34):
Yep.
Speaker 1 (02:35):
And if you're selling anything major, if you're
selling legal medical, homeimprovement, any service of any
kind, your side door to thatperson is through what we call
the inside champion, and so ifyou're annoying or ignoring that
inside champion man, you've gota lot less chance of getting it
(02:59):
going.
So this is not just for B2Bsales, it's for B2C sales and
there's an inside champion injust about every environment.
Speaker 2 (03:05):
Yes, there is.
Yeah, there is.
It looks like in our office.
Well, it could be me, but moreso it looks like Riley.
Speaker 1 (03:12):
Yeah.
Speaker 2 (03:12):
She's sitting right by the front door and she will
stop you before you get pastthat front door.
Speaker 1 (03:16):
You don't want to cross her.
Yeah, I wouldn't do it.
Speaker 2 (03:19):
But when the the phone rings, she's the one who
stops you from getting to thenext person, and so let's just
start right there.
Speaker 1 (03:26):
If they ask directly for me or you, her guard is
already up like that's nothappening, right?
Yep, she knows that now she'sgoing to be pleasant, but she's
already decided that's not goingto happen.
What now, riley is smarter thanthis.
But what if we started bysaying hey, riley, how was your
day, how's it been going, howhave you been?
Speaker 2 (03:48):
yeah, she.
It's interesting because Inoticed the messages from the
people who have treated herdifferently than the messages
that's like hey, this isdefinitely a salesperson.
You're not available right now,are you?
I was like no, I'm not.
Speaker 1 (04:03):
And then?
Speaker 2 (04:04):
she's like I'm sorry, he's unavailable right now.
Are you?
I was like no, I'm not.
And then she's like I'm sorry,he's unavailable right now.
Speaker 1 (04:07):
Yeah, oh yeah, she comes in and she goes.
Yeah, you don't want to talk tothis.
Probably she knows by now.
She doesn't even ask, but sheknows who gets through.
But, man, if you are kind andpleasant and value-adding to
Riley, you've got a lot betterchance of her delivering that
message to me or you or whoeverelse with urgency.
Right, that's right.
We talked about this on the 12sales tactics that will improve
(04:29):
your closing game, which Natethe camera guy is going to pop
up on the screen right now,aren't you Nate?
Yeah, plopped up on the screen.
Link.
Those are two episodes we didlast year and they were awesome
episodes, chock full of our bestadvice for closing more deals.
But we talked about getting thethree yeses.
So the person you're trying toinfluence or build a
relationship with, if you canget them to say yes or something
(04:52):
positive three times before youever talk about yourself,
you've got a statistically like900% better chance of getting
somewhere.
Right, we all want to getsomewhere.
So, talking to Riley, it's like, hey, how's it been going?
Man, great weather, isn't it?
Or, wow, this is treacherousweather.
Or hope you're staying.
Speaker 2 (05:10):
You see, those tornadoes yesterday?
Speaker 1 (05:12):
Yeah, we had tornadoes go through the town.
If I were being superrelationally intelligent, I
would probably try to learnsomething about Riley.
I'd say if it was some sort ofsports season?
Do you have a favorite team If?
it was heading into the weekend,I'd be like, got big plans for
the weekend.
So now not everybody's going towant to be chatting, kathy,
(05:33):
with you, but we're talkingabout phone game.
We're also talking aboutwalking in somewhere.
We're also talking about peoplethat you already know, but you
need to get closer with They'vegot an inside champion.
Speaker 2 (05:45):
Yeah, well, and that sounds mostly like an office
like B2B type of situation.
But in the house there areinside champions as well and, um
, sometimes that's husband orwife, right it?
Speaker 1 (05:59):
could be.
Speaker 2 (05:59):
could be one or the other like of a spouse situation
, um, but you've got otherinside champions inside the
house.
It sounds like the four pluskids they have in the house.
Speaker 1 (06:10):
The kid Right, Brandon, yeah somebody.
Speaker 2 (06:12):
Somebody's got way too many kids.
We both have the same amount ofkids.
Speaker 1 (06:16):
You're finding out what sports the kids like to
play if they're under 12 or 13or whatever, where they'll
actually talk to you.
You're finding out what bandsthey like to listen to.
You're talking to them oh, Ilove Taylor Swift, or whatever.
If you're really smart, you'remaybe bringing something back
the next time you're coming, oryou have a program leave behind.
(06:38):
If it's small kids, you've gota coloring book.
Maybe you've got a cool t-shirt.
Speaker 2 (06:42):
Maybe you've got a cool hat.
Speaker 1 (06:43):
The law of reciprocation is in play here.
Speaker 2 (06:45):
Yeah, you've already got something cool Another
inside champion the dog insidethe house you want to talk about
riley.
Yeah, I was gonna say you wantto win riley if, if you were
doing, you know, in-home salesat riley's house and you brought
a little treat for the dog,yeah, game over, game over.
Well, so long as it's anorganic, yeah, yeah, she's
(07:06):
pretty particular about don'tbring the milk bones to Riley's
dogs.
Speaker 1 (07:09):
But yeah, man, if you're an in-home salesperson,
what if you had a dog toy or adog treat, or you just take 10
seconds longer and you get downand pet the dog and you validate
the dog and you validate theowner of the dog's love for the
dog.
Right Now, we're not trying tobe manipulative.
We're not trying to bemanipulative, we're not trying
(07:31):
to be formulaic, but I'm justsaying slow yourself down and
say who else in this roommatters.
Everybody matters in a roomright.
But are you making them feelthat way right?
Speaker 2 (07:38):
Yep, and I think that's the danger inside of a
sales situation is I'm going inhere and my objective is to sell
and we can get this tunnelvision on, and that tunnel
vision is very, very powerfulbecause it turns off your brain
from really what could be a lotof empathy.
You're trying to like sell andthat's why salespeople get such
(08:00):
a terrible you know era or auraabout them that people are like
yeah.
I don't want to be a slimysalesperson.
They get that because they getthat tunnel vision and until we
step inside the home or we stepinside the office or wherever
we're going to be, we take thatoff and we say these are humans.
I'm just building relationshipand I'm helping them because the
(08:22):
product I have will make theirlives better, Game over.
Speaker 1 (08:25):
We got it.
So when we make people feelgood, we do good right.
Speaker 2 (08:31):
Yeah.
Speaker 1 (08:31):
It's just a natural byproduct, and what a cool thing
.
How much better is it to comehome knowing that you did that
versus just hero or zero withthe sales on the board, right,
yeah, hey, there was a very,very famous inside champion,
winner over Probably the bestexample I could think of.
Speaker 2 (08:53):
Best one ever.
Speaker 1 (08:53):
Ronald McDonald has sold billions of dollars of
cheeseburgers to parents becausethey had the toy and the Happy
Meal for the kid, the Happy Mealis a lost leader, right.
Speaker 2 (09:05):
Do you remember him coming to school?
Oh sure.
Speaker 1 (09:07):
Did he come to your school?
Oh yeah, oh man yeah.
Speaker 2 (09:09):
I'm trying to just imagine corporate America's hold
on public school systems.
Speaker 1 (09:14):
Oh my gosh, At that time they named the gymnasiums
after McDonald's.
Speaker 2 (09:19):
It's so crazy.
I don't think that would happentoday but I'm not sure it was.
It was brilliant, but eitherway, season that it was in on
the commercials you would hearthey're talking about the happy
meal and they would play thoseat the times that knew the kids
would be in the cars and uh,it's like you know, yeah,
(09:48):
no-transcript.
And the same is true withMcDonald's.
They did that with RonaldMcDonald, that's right.
Speaker 1 (10:01):
Over and over again.
So what are we doing?
We are broadening our focus.
We are adding value to allparties in the room young, old,
two-legged, four-legged, nomatter really what their degree
of separation is to the personyou need to eventually build a
relationship with.
It is done way faster whensomebody likes you.
Their friends tend to like you,and there's actually some
research on this.
Can you believe that?
(10:21):
It's been proven in science?
Nielsen says 92% of peopletrust recommendations from
people they know.
Speaker 2 (10:28):
Yeah, sounds low to me actually.
Yeah, capital One says 62% ofconsumers are willing to pay
more for products from brandsthey trust, even when the
product is otherwise identical.
Wow, so trust is built throughfriends, right, yeah, yeah.
So you want to raise yourprices, make the people feel
good around you, have moreprofitability, be able to pay
(10:50):
your people better.
Speaker 1 (10:51):
At the very least when all other things are the
same.
You're the one that stood outin the room.
So workplace recommendationsThink about coworkers, not just
necessarily the stereotypicalgatekeeper, but are you bringing
Sonic for the whole place?
Speaker 2 (11:05):
Yeah.
Speaker 1 (11:05):
Did you send um a follow-up note with a box of
donuts that everybody couldenjoy, right?
And then you got like eightpeople feeling good, right yeah?
Speaker 2 (11:15):
That's.
That is a slam dunk is uh, youknow the.
The classic would be donuts.
Right, bring pizza for lunch.
I'll throw a pizza party foreverybody.
Um, it does not cost you thatmuch, especially if you're doing
B2B, like selling a whole.
You're talking to a wholeoffice.
There's one person who makesthat decision, but when you make
all their people happy, youmade an impact that day and, and
(11:39):
worst case, you made them happyand they feel good about you.
Speaker 1 (11:42):
Yeah.
Speaker 2 (11:42):
Maybe you didn't make the sale that day, but someday
they might have a moment wherethey need to think about
whatever you're selling.
Yeah, and you'll be the onethey think about.
Speaker 1 (11:51):
I developed well over seven figures of new business
using this as my number one.
Thing Right, and, I might add,that's why Caleb's here today.
Speaker 2 (12:00):
Hey, used to bring some Andes and Starbucks by yeah
.
Speaker 1 (12:05):
I wasn't trying to sell Caleb anything, but I did
win Caleb's Inside Champion andCaleb was the Inside Champion
for the person I did need tohave close influence with.
Speaker 2 (12:15):
Yeah, I was working front desk at a little real
estate office.
Yeah.
Speaker 1 (12:20):
And so I think what is it?
It was Andy's, wasn't it?
Yeah, it was Andy's FrozenCustard.
Speaker 2 (12:26):
We're from Springfield.
If you have those around, youneed to go find them.
Yeah, go find Andy's, becauseit's from here.
Speaker 1 (12:32):
It goes O'Reilly's Bass Pro Andy's.
Okay, guys, it's really simpleLook at your past list, look at
the past 20 people you've talkedto and say what is something I
noticed about somebody else inthe room?
How can I make them feelimportant?
Send them something, drop thema text, do a saw this thought of
you.
Hey, I noticed you.
You like the St Louis Cardinalsand drop them some like St
(12:55):
Louis Cardinals meme.
Memes are a great free way tomake people feel important.
Speaker 2 (12:58):
See if you can read the scribbles on the side of
their coffee cup.
Yes, that they ordered from theshop down the street that was
like a number one thing for me.
Speaker 1 (13:04):
Like the first time you visit an office, make sure
you know what kind of coffee heor she drinks and bring that
with you next time.
Right, yep, could be quotes.
You could find out that theyare into something you're into,
or into teams or church orcertain hobbies, and just tip
your hat to those things.
(13:25):
This is all common sense.
This is all what we reallyappreciate when it's done to us,
and you know this anyway.
This is like you are thisbrilliant anyway.
It's just sometimes we forgetto do it, yep.
So if you are selling something, an idea or a product or a
service today, make sure you'remaking everybody around that
(13:46):
environment feel like a millionbucks, and you might just make a
million bucks, hey there it ishey, if you know somebody that
needs to hear this your ownpeople yourself, your spouse for
goodness sakesakes, pull overforward it to them, like it.
Comment let us know what you'redoing to make the inside
champion feel better.
And we will be back here everyweek, including next week,
(14:13):
answering your real lifemarketing questions, because
marketers who cannot teach youwhy are just a fancy lie.
Talk to you soon.
Welcome to the Maven Marketing Podcast.
Today is Maven Monday.
I'm your host, Brandon Welch,and I'm joined by Caleb, the
inside champion, AG.
Speaker 2 (00:15):
I like being a champion.
Speaker 1 (00:16):
He is a champion.
He's the inside championeverywhere.
He's the voice of reason behindall good things at Frank and
Maven.
What do we do at Frank andMaven?
What do we do at Frank andMaven?
What do we do on this podcast?
Speaker 2 (00:27):
We eliminate waste and advertise and grow your
business and help you achievethe big dream.
Speaker 1 (00:33):
That's what we're doing today.
Speaker 2 (00:34):
Yeah.
Speaker 1 (00:35):
And this is going to be a quick episode, but it is
going to be a very, very usefulepisode for everybody I can
think of yeah, and we want youto send this one out.
Yeah, you've got folks outtrying to drum up business.
You've got folks trying to helpyou make the big dream.
Maybe you're trying to helpmake the big dream happen, and
this is called the InsideChampion.
Speaker 2 (00:54):
Yep, and we're talking to salespeople A lot of
times.
We're marketing guys.
In case somebody sent you thiswe're marketing guys, but a lot
of times marketing and sales aretwo different, disconnected
departments, and what has to betrue is that the marketing team
is talking to the sales team,and so when we do marketing, we
(01:14):
are desperately concerned withhow the sales team is handling
the leads, the business, theopportunities we send your way
Side lesson If your marketingfolks are not obsessed with the
salespeople, you've got thewrong marketing folks.
Speaker 1 (01:26):
That's right, they're your research department.
Speaker 2 (01:28):
That's us today, and we are going to talk a little
bit about sales.
We're going to talk to you inthe sales world and how to
really, at the end, get moresales.
Speaker 1 (01:38):
But first the lie.
The lie we've been told.
The lie, we kill lies here thelie we've been told the lie we
kill lies here.
The lie we've been told is thatyou've got to get in front of a
decision maker, you've got toget with a decision maker.
A lot of my home improvementguys are like we've got to be
there with both decision makers,the husband and the wife, or
we've got to be.
We don't waste time with thereceptionist, we've got to get
(02:01):
in for the boss right.
Yeah, the one-leggedappointments, yeah yeah, man, it
drives me nuts when you guysare insisting on doing those,
both husband and wife there.
It's just bad juju.
But everyone tells you you'vegot to get to the person with
the checkbook, the person whocan sign things Eventually.
That is true, that is true, hasto be true, it is.
But that person rarely takesyour first call, that person
(02:24):
rarely wants or has time to hearfrom you, and that person
almost always has a gatekeeperor, at the very least, a key
influencer.
Speaker 2 (02:34):
Yep.
Speaker 1 (02:35):
And if you're selling anything major, if you're
selling legal medical, homeimprovement, any service of any
kind, your side door to thatperson is through what we call
the inside champion, and so ifyou're annoying or ignoring that
inside champion man, you've gota lot less chance of getting it
(02:59):
going.
So this is not just for B2Bsales, it's for B2C sales and
there's an inside champion injust about every environment.
Speaker 2 (03:05):
Yes, there is.
Yeah, there is.
It looks like in our office.
Well, it could be me, but moreso it looks like Riley.
Speaker 1 (03:12):
Yeah.
Speaker 2 (03:12):
She's sitting right by the front door and she will
stop you before you get pastthat front door.
Speaker 1 (03:16):
You don't want to cross her.
Yeah, I wouldn't do it.
Speaker 2 (03:19):
But when the the phone rings, she's the one who
stops you from getting to thenext person, and so let's just
start right there.
Speaker 1 (03:26):
If they ask directly for me or you, her guard is
already up like that's nothappening, right?
Yep, she knows that now she'sgoing to be pleasant, but she's
already decided that's not goingto happen.
What now, riley is smarter thanthis.
But what if we started bysaying hey, riley, how was your
day, how's it been going, howhave you been?
Speaker 2 (03:48):
yeah, she.
It's interesting because Inoticed the messages from the
people who have treated herdifferently than the messages
that's like hey, this isdefinitely a salesperson.
You're not available right now,are you?
I was like no, I'm not.
Speaker 1 (04:03):
And then?
Speaker 2 (04:04):
she's like I'm sorry, he's unavailable right now.
Are you?
I was like no, I'm not.
And then she's like I'm sorry,he's unavailable right now.
Speaker 1 (04:07):
Yeah, oh yeah, she comes in and she goes.
Yeah, you don't want to talk tothis.
Probably she knows by now.
She doesn't even ask, but sheknows who gets through.
But, man, if you are kind andpleasant and value-adding to
Riley, you've got a lot betterchance of her delivering that
message to me or you or whoeverelse with urgency.
Right, that's right.
We talked about this on the 12sales tactics that will improve
(04:29):
your closing game, which Natethe camera guy is going to pop
up on the screen right now,aren't you Nate?
Yeah, plopped up on the screen.
Link.
Those are two episodes we didlast year and they were awesome
episodes, chock full of our bestadvice for closing more deals.
But we talked about getting thethree yeses.
So the person you're trying toinfluence or build a
relationship with, if you canget them to say yes or something
(04:52):
positive three times before youever talk about yourself,
you've got a statistically like900% better chance of getting
somewhere.
Right, we all want to getsomewhere.
So, talking to Riley, it's like, hey, how's it been going?
Man, great weather, isn't it?
Or, wow, this is treacherousweather.
Or hope you're staying.
Speaker 2 (05:10):
You see, those tornadoes yesterday?
Speaker 1 (05:12):
Yeah, we had tornadoes go through the town.
If I were being superrelationally intelligent, I
would probably try to learnsomething about Riley.
I'd say if it was some sort ofsports season?
Do you have a favorite team If?
it was heading into the weekend,I'd be like, got big plans for
the weekend.
So now not everybody's going towant to be chatting, kathy,
(05:33):
with you, but we're talkingabout phone game.
We're also talking aboutwalking in somewhere.
We're also talking about peoplethat you already know, but you
need to get closer with They'vegot an inside champion.
Speaker 2 (05:45):
Yeah, well, and that sounds mostly like an office
like B2B type of situation.
But in the house there areinside champions as well and, um
, sometimes that's husband orwife, right it?
Speaker 1 (05:59):
could be.
Speaker 2 (05:59):
could be one or the other like of a spouse situation
, um, but you've got otherinside champions inside the
house.
It sounds like the four pluskids they have in the house.
Speaker 1 (06:10):
The kid Right, Brandon, yeah somebody.
Speaker 2 (06:12):
Somebody's got way too many kids.
We both have the same amount ofkids.
Speaker 1 (06:16):
You're finding out what sports the kids like to
play if they're under 12 or 13or whatever, where they'll
actually talk to you.
You're finding out what bandsthey like to listen to.
You're talking to them oh, Ilove Taylor Swift, or whatever.
If you're really smart, you'remaybe bringing something back
the next time you're coming, oryou have a program leave behind.
(06:38):
If it's small kids, you've gota coloring book.
Maybe you've got a cool t-shirt.
Speaker 2 (06:42):
Maybe you've got a cool hat.
Speaker 1 (06:43):
The law of reciprocation is in play here.
Speaker 2 (06:45):
Yeah, you've already got something cool Another
inside champion the dog insidethe house you want to talk about
riley.
Yeah, I was gonna say you wantto win riley if, if you were
doing, you know, in-home salesat riley's house and you brought
a little treat for the dog,yeah, game over, game over.
Well, so long as it's anorganic, yeah, yeah, she's
(07:06):
pretty particular about don'tbring the milk bones to Riley's
dogs.
Speaker 1 (07:09):
But yeah, man, if you're an in-home salesperson,
what if you had a dog toy or adog treat, or you just take 10
seconds longer and you get downand pet the dog and you validate
the dog and you validate theowner of the dog's love for the
dog.
Right Now, we're not trying tobe manipulative.
We're not trying to bemanipulative, we're not trying
(07:31):
to be formulaic, but I'm justsaying slow yourself down and
say who else in this roommatters.
Everybody matters in a roomright.
But are you making them feelthat way right?
Speaker 2 (07:38):
Yep, and I think that's the danger inside of a
sales situation is I'm going inhere and my objective is to sell
and we can get this tunnelvision on, and that tunnel
vision is very, very powerfulbecause it turns off your brain
from really what could be a lotof empathy.
You're trying to like sell andthat's why salespeople get such
(08:00):
a terrible you know era or auraabout them that people are like
yeah.
I don't want to be a slimysalesperson.
They get that because they getthat tunnel vision and until we
step inside the home or we stepinside the office or wherever
we're going to be, we take thatoff and we say these are humans.
I'm just building relationshipand I'm helping them because the
(08:22):
product I have will make theirlives better, Game over.
Speaker 1 (08:25):
We got it.
So when we make people feelgood, we do good right.
Speaker 2 (08:31):
Yeah.
Speaker 1 (08:31):
It's just a natural byproduct, and what a cool thing
.
How much better is it to comehome knowing that you did that
versus just hero or zero withthe sales on the board, right,
yeah, hey, there was a very,very famous inside champion,
winner over Probably the bestexample I could think of.
Speaker 2 (08:53):
Best one ever.
Speaker 1 (08:53):
Ronald McDonald has sold billions of dollars of
cheeseburgers to parents becausethey had the toy and the Happy
Meal for the kid, the Happy Mealis a lost leader, right.
Speaker 2 (09:05):
Do you remember him coming to school?
Oh sure.
Speaker 1 (09:07):
Did he come to your school?
Oh yeah, oh man yeah.
Speaker 2 (09:09):
I'm trying to just imagine corporate America's hold
on public school systems.
Speaker 1 (09:14):
Oh my gosh, At that time they named the gymnasiums
after McDonald's.
Speaker 2 (09:19):
It's so crazy.
I don't think that would happentoday but I'm not sure it was.
It was brilliant, but eitherway, season that it was in on
the commercials you would hearthey're talking about the happy
meal and they would play thoseat the times that knew the kids
would be in the cars and uh,it's like you know, yeah,
(09:48):
no-transcript.
And the same is true withMcDonald's.
They did that with RonaldMcDonald, that's right.
Speaker 1 (10:01):
Over and over again.
So what are we doing?
We are broadening our focus.
We are adding value to allparties in the room young, old,
two-legged, four-legged, nomatter really what their degree
of separation is to the personyou need to eventually build a
relationship with.
It is done way faster whensomebody likes you.
Their friends tend to like you,and there's actually some
research on this.
Can you believe that?
(10:21):
It's been proven in science?
Nielsen says 92% of peopletrust recommendations from
people they know.
Speaker 2 (10:28):
Yeah, sounds low to me actually.
Yeah, capital One says 62% ofconsumers are willing to pay
more for products from brandsthey trust, even when the
product is otherwise identical.
Wow, so trust is built throughfriends, right, yeah, yeah.
So you want to raise yourprices, make the people feel
good around you, have moreprofitability, be able to pay
(10:50):
your people better.
Speaker 1 (10:51):
At the very least when all other things are the
same.
You're the one that stood outin the room.
So workplace recommendationsThink about coworkers, not just
necessarily the stereotypicalgatekeeper, but are you bringing
Sonic for the whole place?
Speaker 2 (11:05):
Yeah.
Speaker 1 (11:05):
Did you send um a follow-up note with a box of
donuts that everybody couldenjoy, right?
And then you got like eightpeople feeling good, right yeah?
Speaker 2 (11:15):
That's.
That is a slam dunk is uh, youknow the.
The classic would be donuts.
Right, bring pizza for lunch.
I'll throw a pizza party foreverybody.
Um, it does not cost you thatmuch, especially if you're doing
B2B, like selling a whole.
You're talking to a wholeoffice.
There's one person who makesthat decision, but when you make
all their people happy, youmade an impact that day and, and
(11:39):
worst case, you made them happyand they feel good about you.
Speaker 1 (11:42):
Yeah.
Speaker 2 (11:42):
Maybe you didn't make the sale that day, but someday
they might have a moment wherethey need to think about
whatever you're selling.
Yeah, and you'll be the onethey think about.
Speaker 1 (11:51):
I developed well over seven figures of new business
using this as my number one.
Thing Right, and, I might add,that's why Caleb's here today.
Speaker 2 (12:00):
Hey, used to bring some Andes and Starbucks by yeah
.
Speaker 1 (12:05):
I wasn't trying to sell Caleb anything, but I did
win Caleb's Inside Champion andCaleb was the Inside Champion
for the person I did need tohave close influence with.
Speaker 2 (12:15):
Yeah, I was working front desk at a little real
estate office.
Yeah.
Speaker 1 (12:20):
And so I think what is it?
It was Andy's, wasn't it?
Yeah, it was Andy's FrozenCustard.
Speaker 2 (12:26):
We're from Springfield.
If you have those around, youneed to go find them.
Yeah, go find Andy's, becauseit's from here.
Speaker 1 (12:32):
It goes O'Reilly's Bass Pro Andy's.
Okay, guys, it's really simpleLook at your past list, look at
the past 20 people you've talkedto and say what is something I
noticed about somebody else inthe room?
How can I make them feelimportant?
Send them something, drop thema text, do a saw this thought of
you.
Hey, I noticed you.
You like the St Louis Cardinalsand drop them some like St
(12:55):
Louis Cardinals meme.
Memes are a great free way tomake people feel important.
Speaker 2 (12:58):
See if you can read the scribbles on the side of
their coffee cup.
Yes, that they ordered from theshop down the street that was
like a number one thing for me.
Speaker 1 (13:04):
Like the first time you visit an office, make sure
you know what kind of coffee heor she drinks and bring that
with you next time.
Right, yep, could be quotes.
You could find out that theyare into something you're into,
or into teams or church orcertain hobbies, and just tip
your hat to those things.
(13:25):
This is all common sense.
This is all what we reallyappreciate when it's done to us,
and you know this anyway.
This is like you are thisbrilliant anyway.
It's just sometimes we forgetto do it, yep.
So if you are selling something, an idea or a product or a
service today, make sure you'remaking everybody around that
(13:46):
environment feel like a millionbucks, and you might just make a
million bucks, hey there it ishey, if you know somebody that
needs to hear this your ownpeople yourself, your spouse for
goodness sakesakes, pull overforward it to them, like it.
Comment let us know what you'redoing to make the inside
champion feel better.
And we will be back here everyweek, including next week,
(14:13):
answering your real lifemarketing questions, because
marketers who cannot teach youwhy are just a fancy lie.
Talk to you soon.
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