¶ Intro / Opening
All right. Welcome, welcome. So this is Revenue Roadmap where we talk about sales and marketing for local entrepreneurs. So I'm Anthony Karls, president of RocketClicks. Today, I am graced with the presence of Tyler Dolph, the CEO of RocketClicks. So Tyler. With us to be, be with us today. So today we're talking about sales. So Tyler, not only is our CEO, but he's our head of sales. He's been the sales engine of RocketClicks for all of the years.
So he will be great, gratiating us with his knowledge. So we're talking about sales. The really specific thing we're about sales. We're going to talk about in sales today is called the most important. So we'll talk about why this is important to you in terms of driving revenue and why, how you will know if this is being done well in your organization. So Tyler,
sir.
important sale? Okay.
¶ The Most Important Sale: Selling Yourself
The most important sale is you have to sell yourself. And I think this is so interesting because when you hire a new salesperson, you, I, for me, right, you expect them to have the same passion, the same energy and same excitement about your business that you have, you know, but they're a new salesperson. They don't, they don't know, you know, why you, why I love rocket clicks so much. And so the first, the first, most important sales, you got to sell yourself.
to literally believe and have conviction around the idea that what you're selling is the best thing since sliced bread. And that, and it's easier said than done. I think that there's an opportunity to, to really, have maybe a poor interaction or maybe you don't get the first sale in the first week. Like you think you do. And you got to go through this process of reselling yourself all the time on your business and your product.
Yeah, so let's talk about that a little bit. So, what is this? So what does this look like for a team member? It's real easy for like for me or for you to be super jacked up and drinking the Kool Aid of the product that like is yours. So, Like I'm a, I'm a sales guy. I'm a sales lady and maybe I'm not as jacked as you are. I mean, you got some, you got some Epic puppy dog energy.
Thank
So like, how do I get, how do I, how do I do that? Like, obviously this is important. Like let's talk first about why this is important. So why is, why is this, why is this important? Like what can the customer feel from the other person if this isn't
¶ Why Belief in Your Product Matters
done well?
Yeah, I think that the the, I always say to, to our team that they got to buy you before they buy the product and that if you're not passionate and excited and knowledgeable about what you're selling, the person on the other end knows that and they're going to feel like, I think Grant Cardone calls it like a mercenary salesperson. you're just a hired gun and you don't really care. And, it's easily picked up on.
And so you got to believe in what you're selling so that someone else can believe in you first and then believe in the product that you're talking to them.
help me with this. how do I do this? There's a process that I know we have that we learned from Grant Cardone. So like, let's talk about that process a little bit. how do we do this with our people so that we can get them as excited as we are about what we're doing. And then after that, let's talk about like how often,
Yeah,
¶ The Three Key Questions for Sales Success
absolutely. So there's a, there's a fun exercise three questions essentially that you can sit down and we do this, you know, as a leadership team every quarter. And the three questions are first, why do people want to buy your product? second is why do they want to do business with your company? And then the third is why should they buy from you as a human, as a person, and, and being able to go through that exercise and actually.
answer those questions and believe in the answers that, that you're writing down, help you to, to sell yourself a little bit. So then you can, of course, sell someone.
All right. So Tyler, tell me, tell me a little bit about what, why this, why this concept of the most important sale is important to driving revenue for your business? Like, why does this matter?
I mean, if you're, if you're not convinced and you're not sold on yourself and on your product or service, your sales are going to slump. You're going to see it in the data, right? They, I think Grant Cardone calls it the 90 day slump. And that happens after things don't go maybe as well as you thought they would, or you get some piece of feedback from some third party and it colors how you feel about your product or service. So you got to resell yourself right all
¶ Maintaining Sales Momentum
the time. We talked about that. But if you don't do it, your, your sales are going to slump and your conversion rates going to slump and then your revenue is going to suffer.
How do I know if this is being done well? how can I tell if I have an issue? Like if I'm a small business owner, maybe I got one or two salespeople working with me. How do I know if this is not being done well? Like, how can I tell?
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 smart now. And so they don't care as much, whatever it is. Going back to this exercise and having them go through it and even having them pitch you on it will help you better understand, okay, are they still sold on this? Are they still, still doing the most important sale?
So a key indicator to directly answer your question would be a slump. Are you seeing a slump from a salesperson who has historically performed well, but is, is struggling?
nice. Okay. So I'm putting you on a spot.
All right.
All right. So we're going to do this, do this on the fly
¶ RocketClicks' Unique Selling Points
here. So like, why should people buy the product that RocketClicks is selling?
Right. So the product we're selling is, is online business growth. We want to help our clients grow their businesses. And so we believe that someone buys our product because they want to grow their business online. They, they want to get out of the marketing seat. you know, for us at RocketClicks, we really talk about how We've been around since 2008, which is like an eternity for a digital agency. We have an extremely low client to analyst ratio.
So knowing that service and performance are tied to the people in the systems that, that we utilize, being able to only work on a few clients at a time. For our teams allows us to go deeper, to spend more time and to truly understand our clients businesses. And then we are ROI focused. It's in our DNA.
We want and strive to talk through the data points with our clients and understand their business on a level deep enough to be able to, to help them understand if the work that we're doing is actually generating revenue and business growth or not.
out. All right. So why, why should people do business with RocketClicks as a company, not just as a service?
Firstly, like I said, ROI is in our DNA. We really believe in transparent and direct communication. So having those tough conversations with our clients when we need to, you know, hopefully not all the time, but to push them to, know, you told us you want to grow your business online and you told us you 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 going to be aligned to what success looks like so that we can get you there and be that partner that you've been looking for. A team member here at RocketClicks, 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 with our team members every single month and holding them accountable to, to not only the, the things that we want them to do in our business, but also the things that they want to do in their lives. We believe that if you're not growing as a human, it's going to be hard to grow as an employee. Um, so that's really, really important to us.
And then also giving our team members the responsibility to own our client relationships, to own the performance and not, not just be a cog in a wheel, but to actually have that accountability of, of truly helping our clients.
Nice. All right. So last one, this one should be the easiest. So why should they buy from you? Why should they buy from Tyler? Why wouldn't you buy from Tyler?
Right. I, you know, I thrive on enthusiasm. I, I really believe in the power of relationships. I think for, For a time at Rocket Clicks, we sort of relied on that relationship capital more than maybe we should have. And in the recent sort of past, we've been able to really focus on not only building great relationships, but also providing incredible performance.
And so the more that you can marry those two up and have a great relationship with the client and be friends and do the thing, but also make sure that we're holding them accountable. And, and holding ourselves accountable to deliver great performance. So as to not you know, burn that relationship capital as well.
¶ Frequency of Sales Self-Assessment
Okay. So how often, so if I'm running a small business, I got to do this for my team. I do it. Let's just say I watch this podcast. I'm super high D. So I get right into action. I do it Monday. How long is that going to last me? Like, what does the data show us?
Well, I feel like if you're a new employee, you should be doing this weekly. should be reviewing it weekly because you're going to get new data points so often. And maybe you do have a tough call or you have a a lead that doesn't close that you thought was going to close. And so by performing this activity over and over again, you're going to continue to sell yourself, which as we know is the most important sale.
And that's going to ensure that you don't break down or have some slump after call it 90 days.
So, so that's a new employee. What about someone that's kind of been, been here a minute?
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 really important that we're ROI focused and that it's in our DNA and that we're providing that feedback and transparency to our clients. I find it to still be fun and go through it, even though I talk about it all the time to sit around and have it be a fun experience.
More of a team based thing and allow us to sell ourselves on a regular basis is really important.
Awesome. All right.
¶ Final Thoughts and Words of Wisdom
Any, any final thoughts here? Words of wisdom on most important sale or just tidbits you want to give to our audience?
I would say the a key component that we didn't talk about was what we call put your money where your mouth is. And that is you got to own or use your own product the longest time. We never even did digital marketing at RocketClicks for RocketClicks. And so that could tell, you know, potential prospect that we don't believe in what we're doing. by owning or utilizing your own product or service, that further creates conviction to, to continue to improve it and to continue to get feedback from it.
But also to say, Hey, listen, we use this here at RocketClicks and we know it works. Look at these results.
Well, thank you, Tyler. Appreciate it. Have yourself a good weekend. I know we'll be back next week for some more, more conversation on kind of the elements of the perfect sales process. So stay tuned.
for having me.