July 24, 2024 • 11 mins
Join Anthony Karls, President of Rocket Clicks, and Tyler Dolph, CEO and Head of Sales, as they delve into the concept of 'The Most Important Sale.' Learn why selling yourself is crucial to driving revenue, how to maintain passion and conviction, and practical exercises to keep your team motivated.
00:00 Introduction to Revenue Roadmap
00:57 The Most Important Sale: Selling Yourself
02:31 Why Belief in Your Product Matters
03:25 The Three Key Questions for Sales Success
04:36 Maintaining Sales Momentum
05:38 RocketClicks' Unique Selling Points
08:49 Frequency of Sales Self-Assessment
10:10 Final Thoughts and Words of Wisdom
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Anthony Karls (00:00):
All right.
Welcome, welcome.
So this is Revenue Roadmap wherewe talk about sales and
marketing for localentrepreneurs.
So I'm Anthony Karls, presidentof RocketClicks.
Today, I am graced with thepresence of Tyler Dolph, the CEO
of RocketClicks.
So Tyler.
With us to be, be with us today.
So today we're talking aboutsales.
(00:21):
So Tyler, not only is our CEO,but he's our head of sales.
He's been the sales engine ofRocketClicks for all of the
years.
So he will be great, gratiatingus with his knowledge.
So we're talking about sales.
The really specific thing we'reabout sales.
We're going to talk about insales today is called the most
important.
(00:43):
So we'll talk about why this isimportant to you in terms of
driving revenue and why, how youwill know if this is being done
well in your organization.
So Tyler,
Tyler Dolph (00:55):
sir.
Anthony Karls (00:56):
important sale?
Okay.
Tyler Dolph (00:57):
The most important sale is you have to sell
yourself.
And I think this is sointeresting because when you
hire a new salesperson, you, I,for me, right, you expect them
to have the same passion, thesame energy and same excitement
about your business that youhave, you know, but they're a
new salesperson.
They don't, they don't know, youknow, why you, why I love rocket
(01:18):
clicks so much.
And so the first, the first,most important sales, you got to
sell yourself.
to literally believe and haveconviction around the idea that
what you're selling is the bestthing since sliced bread.
And that, and it's easier saidthan done.
I think that there's anopportunity to, to really, have
(01:41):
maybe a poor interaction ormaybe you don't get the first
sale in the first week.
Like you think you do.
And you got to go through thisprocess of reselling yourself
all the time on your businessand your product.
Anthony Karls (01:51):
Yeah, so let's talk about that a little bit.
So, what is this?
So what does this look like fora team member?
It's real easy for like for meor for you to be super jacked up
and drinking the Kool Aid of theproduct that like is yours.
So, Like I'm a, I'm a sales guy.
I'm a sales lady and maybe I'mnot as jacked as you are.
(02:14):
I mean, you got some, you gotsome Epic puppy dog energy.
Tyler Dolph (02:17):
Thank
Anthony Karls (02:19):
So like, how do I get, how do I, how do I do that?
Like, obviously this isimportant.
Like let's talk first about whythis is important.
So why is, why is this, why isthis important?
Like what can the customer feelfrom the other person if this
isn't done well?
Tyler Dolph (02:32):
Yeah, I think that the the, I always say to, to our
team that they got to buy youbefore they buy the product and
that if you're not passionateand excited and knowledgeable
about what you're selling, theperson on the other end knows
that and they're going to feellike, I think Grant Cardone
calls it like a mercenarysalesperson.
(02:53):
you're just a hired gun and youdon't really care.
And, it's easily picked up on.
And so you got to believe inwhat you're selling so that
someone else can believe in youfirst and then believe in the
product that you're talking tothem.
Anthony Karls (03:06):
help me with this.
how do I do this?
There's a process that I know wehave that we learned from Grant
Cardone.
So like, let's talk about thatprocess a little bit.
how do we do this with ourpeople so that we can get them
as excited as we are about whatwe're doing.
And then after that, let's talkabout like how often,
Tyler Dolph (03:24):
Yeah, absolutely.
So there's a, there's a funexercise three questions
essentially that you can sitdown and we do this, you know,
as a leadership team everyquarter.
And the three questions arefirst, why do people want to buy
your product?
second is why do they want to dobusiness with your company?
And then the third is why shouldthey buy from you as a human, as
(03:44):
a person, and, and being able togo through that exercise and
actually.
answer those questions andbelieve in the answers that,
that you're writing down, helpyou to, to sell yourself a
little bit.
So then you can, of course, sellsomeone.
Anthony Karls (03:58):
All right.
So Tyler, tell me, tell me alittle bit about what, why this,
why this concept of the mostimportant sale is important to
driving revenue for yourbusiness?
Like, why does this matter?
Tyler Dolph (04:09):
I mean, if you're, if you're not convinced and
you're not sold on yourself andon your product or service, your
sales are going to slump.
You're going to see it in thedata, right?
They, I think Grant Cardonecalls it the 90 day slump.
And that happens after thingsdon't go maybe as well as you
thought they would, or you getsome piece of feedback from some
third party and it colors howyou feel about your product or
(04:32):
service.
So you got to resell yourselfright all the time.
We talked about that.
But if you don't do it, your,your sales are going to slump
and your conversion rates goingto slump and then your revenue
is going to suffer.
Speaker (04:43):
How do I know if this is being done well?
how can I tell if I have anissue?
Like if I'm a small businessowner, maybe I got one or two
salespeople working with me.
How do I know if this is notbeing done well?
Like, how can I tell?
Speaker 2 (04:56):
I think a great indicator is if a salesperson is
doing really well, right?
And then they hit a slump.
I think some people will say,Oh, they just got lazy or, Oh,
they're just, they're too smartnow.
And so they don't care as much,whatever it is.
Going back to this exercise andhaving them go through it and
even having them pitch you on itwill help you better understand,
okay, are they still sold onthis?
(05:17):
Are they still, still doing themost important sale?
So a key indicator to directlyanswer your question would be a
slump.
Are you seeing a slump from asalesperson who has historically
performed well, but is, isstruggling?
Anthony Karls (05:30):
nice.
Okay.
So I'm putting you on a spot.
Tyler Dolph (05:33):
All right.
Anthony Karls (05:34):
All right.
So we're going to do this, dothis on the fly here.
So like, why should people buythe product that RocketClicks is
selling?
Tyler Dolph (05:45):
Right.
So the product we're selling is,is online business growth.
We want to help our clients growtheir businesses.
And so we believe that someonebuys our product because they
want to grow their businessonline.
They, they want to get out ofthe marketing seat.
you know, for us atRocketClicks, we really talk
about how We've been aroundsince 2008, which is like an
eternity for a digital agency.
(06:06):
We have an extremely low clientto analyst ratio.
So knowing that service andperformance are tied to the
people in the systems that, thatwe utilize, being able to only
work on a few clients at a time.
For our teams allows us to godeeper, to spend more time and
to truly understand our clientsbusinesses.
And then we are ROI focused.
(06:28):
It's in our DNA.
We want and strive to talkthrough the data points with our
clients and understand theirbusiness on a level deep enough
to be able to, to help themunderstand if the work that
we're doing is actuallygenerating revenue and business
growth or not.
Anthony Karls (06:43):
out.
All right.
So why, why should people dobusiness with RocketClicks as a
company, not just as a service?
Tyler Dolph (06:49):
Firstly, like I said, ROI is in our DNA.
We really believe in transparentand direct communication.
So having those toughconversations with our clients
when we need to, you know,hopefully not all the time, but
to push them to, know, you toldus you want to grow your
business online and you told usyou want to hit X, Y, Z, you
know, revenue or ABC metric.
We're going to hold you to that.
And we're going to, we're goingto be aligned to what success
(07:10):
looks like so that we can getyou there and be that partner
that you've been looking for.
A team member here atRocketClicks, we demand growth
out of our team.
We utilize the, the PPF goals.
So that's personal,professional, and financial
goals.
We're having conversations withour team members every single
month and holding themaccountable to, to not only the,
(07:31):
the things that we want them todo in our business, but also the
things that they want to do intheir lives.
We believe that if you're notgrowing as a human, it's going
to be hard to grow as anemployee.
Um, so that's really, reallyimportant to us.
And then also giving our teammembers the responsibility to
own our client relationships, toown the performance and not, not
just be a cog in a wheel, but toactually have that
(07:53):
accountability of, of trulyhelping our clients.
Anthony Karls (07:57):
Nice.
All right.
So last one, this one should bethe easiest.
So why should they buy from you?
Why should they buy from Tyler?
Why wouldn't you buy from Tyler?
Tyler Dolph (08:07):
Right.
I, you know, I thrive onenthusiasm.
I, I really believe in the powerof relationships.
I think for, For a time atRocket Clicks, we sort of relied
on that relationship capitalmore than maybe we should have.
And in the recent sort of past,we've been able to really focus
(08:28):
on not only building greatrelationships, but also
providing incredibleperformance.
And so the more that you canmarry those two up and have a
great relationship with theclient and be friends and do the
thing, but also make sure thatwe're holding them accountable.
And, and holding ourselvesaccountable to deliver great
performance.
So as to not you know, burn thatrelationship capital as well.
Anthony Karls (08:49):
Okay.
So how often, so if I'm runninga small business, I got to do
this for my team.
I do it.
Let's just say I watch thispodcast.
I'm super high D.
So I get right into action.
I do it Monday.
How long is that going to lastme?
Like, what does the data showus?
Tyler Dolph (09:06):
Well, I feel like if you're a new employee, you
should be doing this weekly.
should be reviewing it weeklybecause you're going to get new
data points so often.
And maybe you do have a toughcall or you have a a lead that
doesn't close that you thoughtwas going to close.
And so by performing thisactivity over and over again,
you're going to continue to sellyourself, which as we know is
(09:26):
the most important sale.
And that's going to ensure thatyou don't break down or have
some slump after call it 90days.
Anthony Karls (09:35):
So, so that's a new employee.
What about someone that's kindof been, been here a minute?
Tyler Dolph (09:39):
I believe it should be part of your quarterly
planning sessions.
Visiting it four times a year,reminding yourself, Oh, yeah,
you know, that it is reallyimportant that we're ROI focused
and that it's in our DNA andthat we're providing that
feedback and transparency to ourclients.
I find it to still be fun and gothrough it, even though I talk
about it all the time to sitaround and have it be a fun
(10:02):
experience.
More of a team based thing andallow us to sell ourselves on a
regular basis is reallyimportant.
Anthony Karls (10:08):
Awesome.
All right.
Any, any final thoughts here?
Words of wisdom on mostimportant sale or just tidbits
you want to give to ouraudience?
Tyler Dolph (10:17):
I would say the a key component that we didn't
talk about was what we call putyour money where your mouth is.
And that is you got to own oruse your own product the longest
time.
We never even did digitalmarketing at RocketClicks for
RocketClicks.
And so that could tell, youknow, potential prospect that we
don't believe in what we'redoing.
(10:38):
by owning or utilizing your ownproduct or service, that further
creates conviction to, tocontinue to improve it and to
continue to get feedback fromit.
But also to say, Hey, listen, weuse this here at RocketClicks
and we know it works.
Look at these results.
Anthony Karls (10:56):
Well, thank you, Tyler.
Appreciate it.
Have yourself a good weekend.
I know we'll be back next weekfor some more, more conversation
on kind of the elements of theperfect sales process.
So stay tuned.
Tyler Dolph (11:07):
for having me.
All right.
Welcome, welcome.
So this is Revenue Roadmap wherewe talk about sales and
marketing for localentrepreneurs.
So I'm Anthony Karls, presidentof RocketClicks.
Today, I am graced with thepresence of Tyler Dolph, the CEO
of RocketClicks.
So Tyler.
With us to be, be with us today.
So today we're talking aboutsales.
(00:21):
So Tyler, not only is our CEO,but he's our head of sales.
He's been the sales engine ofRocketClicks for all of the
years.
So he will be great, gratiatingus with his knowledge.
So we're talking about sales.
The really specific thing we'reabout sales.
We're going to talk about insales today is called the most
important.
(00:43):
So we'll talk about why this isimportant to you in terms of
driving revenue and why, how youwill know if this is being done
well in your organization.
So Tyler,
Tyler Dolph (00:55):
sir.
Anthony Karls (00:56):
important sale?
Okay.
Tyler Dolph (00:57):
The most important sale is you have to sell
yourself.
And I think this is sointeresting because when you
hire a new salesperson, you, I,for me, right, you expect them
to have the same passion, thesame energy and same excitement
about your business that youhave, you know, but they're a
new salesperson.
They don't, they don't know, youknow, why you, why I love rocket
(01:18):
clicks so much.
And so the first, the first,most important sales, you got to
sell yourself.
to literally believe and haveconviction around the idea that
what you're selling is the bestthing since sliced bread.
And that, and it's easier saidthan done.
I think that there's anopportunity to, to really, have
(01:41):
maybe a poor interaction ormaybe you don't get the first
sale in the first week.
Like you think you do.
And you got to go through thisprocess of reselling yourself
all the time on your businessand your product.
Anthony Karls (01:51):
Yeah, so let's talk about that a little bit.
So, what is this?
So what does this look like fora team member?
It's real easy for like for meor for you to be super jacked up
and drinking the Kool Aid of theproduct that like is yours.
So, Like I'm a, I'm a sales guy.
I'm a sales lady and maybe I'mnot as jacked as you are.
(02:14):
I mean, you got some, you gotsome Epic puppy dog energy.
Tyler Dolph (02:17):
Thank
Anthony Karls (02:19):
So like, how do I get, how do I, how do I do that?
Like, obviously this isimportant.
Like let's talk first about whythis is important.
So why is, why is this, why isthis important?
Like what can the customer feelfrom the other person if this
isn't done well?
Tyler Dolph (02:32):
Yeah, I think that the the, I always say to, to our
team that they got to buy youbefore they buy the product and
that if you're not passionateand excited and knowledgeable
about what you're selling, theperson on the other end knows
that and they're going to feellike, I think Grant Cardone
calls it like a mercenarysalesperson.
(02:53):
you're just a hired gun and youdon't really care.
And, it's easily picked up on.
And so you got to believe inwhat you're selling so that
someone else can believe in youfirst and then believe in the
product that you're talking tothem.
Anthony Karls (03:06):
help me with this.
how do I do this?
There's a process that I know wehave that we learned from Grant
Cardone.
So like, let's talk about thatprocess a little bit.
how do we do this with ourpeople so that we can get them
as excited as we are about whatwe're doing.
And then after that, let's talkabout like how often,
Tyler Dolph (03:24):
Yeah, absolutely.
So there's a, there's a funexercise three questions
essentially that you can sitdown and we do this, you know,
as a leadership team everyquarter.
And the three questions arefirst, why do people want to buy
your product?
second is why do they want to dobusiness with your company?
And then the third is why shouldthey buy from you as a human, as
(03:44):
a person, and, and being able togo through that exercise and
actually.
answer those questions andbelieve in the answers that,
that you're writing down, helpyou to, to sell yourself a
little bit.
So then you can, of course, sellsomeone.
Anthony Karls (03:58):
All right.
So Tyler, tell me, tell me alittle bit about what, why this,
why this concept of the mostimportant sale is important to
driving revenue for yourbusiness?
Like, why does this matter?
Tyler Dolph (04:09):
I mean, if you're, if you're not convinced and
you're not sold on yourself andon your product or service, your
sales are going to slump.
You're going to see it in thedata, right?
They, I think Grant Cardonecalls it the 90 day slump.
And that happens after thingsdon't go maybe as well as you
thought they would, or you getsome piece of feedback from some
third party and it colors howyou feel about your product or
(04:32):
service.
So you got to resell yourselfright all the time.
We talked about that.
But if you don't do it, your,your sales are going to slump
and your conversion rates goingto slump and then your revenue
is going to suffer.
Speaker (04:43):
How do I know if this is being done well?
how can I tell if I have anissue?
Like if I'm a small businessowner, maybe I got one or two
salespeople working with me.
How do I know if this is notbeing done well?
Like, how can I tell?
Speaker 2 (04:56):
I think a great indicator is if a salesperson is
doing really well, right?
And then they hit a slump.
I think some people will say,Oh, they just got lazy or, Oh,
they're just, they're too smartnow.
And so they don't care as much,whatever it is.
Going back to this exercise andhaving them go through it and
even having them pitch you on itwill help you better understand,
okay, are they still sold onthis?
(05:17):
Are they still, still doing themost important sale?
So a key indicator to directlyanswer your question would be a
slump.
Are you seeing a slump from asalesperson who has historically
performed well, but is, isstruggling?
Anthony Karls (05:30):
nice.
Okay.
So I'm putting you on a spot.
Tyler Dolph (05:33):
All right.
Anthony Karls (05:34):
All right.
So we're going to do this, dothis on the fly here.
So like, why should people buythe product that RocketClicks is
selling?
Tyler Dolph (05:45):
Right.
So the product we're selling is,is online business growth.
We want to help our clients growtheir businesses.
And so we believe that someonebuys our product because they
want to grow their businessonline.
They, they want to get out ofthe marketing seat.
you know, for us atRocketClicks, we really talk
about how We've been aroundsince 2008, which is like an
eternity for a digital agency.
(06:06):
We have an extremely low clientto analyst ratio.
So knowing that service andperformance are tied to the
people in the systems that, thatwe utilize, being able to only
work on a few clients at a time.
For our teams allows us to godeeper, to spend more time and
to truly understand our clientsbusinesses.
And then we are ROI focused.
(06:28):
It's in our DNA.
We want and strive to talkthrough the data points with our
clients and understand theirbusiness on a level deep enough
to be able to, to help themunderstand if the work that
we're doing is actuallygenerating revenue and business
growth or not.
Anthony Karls (06:43):
out.
All right.
So why, why should people dobusiness with RocketClicks as a
company, not just as a service?
Tyler Dolph (06:49):
Firstly, like I said, ROI is in our DNA.
We really believe in transparentand direct communication.
So having those toughconversations with our clients
when we need to, you know,hopefully not all the time, but
to push them to, know, you toldus you want to grow your
business online and you told usyou want to hit X, Y, Z, you
know, revenue or ABC metric.
We're going to hold you to that.
And we're going to, we're goingto be aligned to what success
(07:10):
looks like so that we can getyou there and be that partner
that you've been looking for.
A team member here atRocketClicks, we demand growth
out of our team.
We utilize the, the PPF goals.
So that's personal,professional, and financial
goals.
We're having conversations withour team members every single
month and holding themaccountable to, to not only the,
(07:31):
the things that we want them todo in our business, but also the
things that they want to do intheir lives.
We believe that if you're notgrowing as a human, it's going
to be hard to grow as anemployee.
Um, so that's really, reallyimportant to us.
And then also giving our teammembers the responsibility to
own our client relationships, toown the performance and not, not
just be a cog in a wheel, but toactually have that
(07:53):
accountability of, of trulyhelping our clients.
Anthony Karls (07:57):
Nice.
All right.
So last one, this one should bethe easiest.
So why should they buy from you?
Why should they buy from Tyler?
Why wouldn't you buy from Tyler?
Tyler Dolph (08:07):
Right.
I, you know, I thrive onenthusiasm.
I, I really believe in the powerof relationships.
I think for, For a time atRocket Clicks, we sort of relied
on that relationship capitalmore than maybe we should have.
And in the recent sort of past,we've been able to really focus
(08:28):
on not only building greatrelationships, but also
providing incredibleperformance.
And so the more that you canmarry those two up and have a
great relationship with theclient and be friends and do the
thing, but also make sure thatwe're holding them accountable.
And, and holding ourselvesaccountable to deliver great
performance.
So as to not you know, burn thatrelationship capital as well.
Anthony Karls (08:49):
Okay.
So how often, so if I'm runninga small business, I got to do
this for my team.
I do it.
Let's just say I watch thispodcast.
I'm super high D.
So I get right into action.
I do it Monday.
How long is that going to lastme?
Like, what does the data showus?
Tyler Dolph (09:06):
Well, I feel like if you're a new employee, you
should be doing this weekly.
should be reviewing it weeklybecause you're going to get new
data points so often.
And maybe you do have a toughcall or you have a a lead that
doesn't close that you thoughtwas going to close.
And so by performing thisactivity over and over again,
you're going to continue to sellyourself, which as we know is
(09:26):
the most important sale.
And that's going to ensure thatyou don't break down or have
some slump after call it 90days.
Anthony Karls (09:35):
So, so that's a new employee.
What about someone that's kindof been, been here a minute?
Tyler Dolph (09:39):
I believe it should be part of your quarterly
planning sessions.
Visiting it four times a year,reminding yourself, Oh, yeah,
you know, that it is reallyimportant that we're ROI focused
and that it's in our DNA andthat we're providing that
feedback and transparency to ourclients.
I find it to still be fun and gothrough it, even though I talk
about it all the time to sitaround and have it be a fun
(10:02):
experience.
More of a team based thing andallow us to sell ourselves on a
regular basis is reallyimportant.
Anthony Karls (10:08):
Awesome.
All right.
Any, any final thoughts here?
Words of wisdom on mostimportant sale or just tidbits
you want to give to ouraudience?
Tyler Dolph (10:17):
I would say the a key component that we didn't
talk about was what we call putyour money where your mouth is.
And that is you got to own oruse your own product the longest
time.
We never even did digitalmarketing at RocketClicks for
RocketClicks.
And so that could tell, youknow, potential prospect that we
don't believe in what we'redoing.
(10:38):
by owning or utilizing your ownproduct or service, that further
creates conviction to, tocontinue to improve it and to
continue to get feedback fromit.
But also to say, Hey, listen, weuse this here at RocketClicks
and we know it works.
Look at these results.
Anthony Karls (10:56):
Well, thank you, Tyler.
Appreciate it.
Have yourself a good weekend.
I know we'll be back next weekfor some more, more conversation
on kind of the elements of theperfect sales process.
So stay tuned.
Tyler Dolph (11:07):
for having me.
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