How to Improve Your Sales Process and Increase Business

follow up and you remember the specific details of what I told you the first time we had a seven-minute conversation, I'm very impressed. You value my time, I will do

business

with you, because it is details and it is discipline. Make sense? So, in follow-up, the biggest

sales

, the biggest commission checks, the most profitable opportunities that I've had in my career as an entrepreneur, usually happened after I reached out to the client or the person I don't know, seven, eight. , nine, ten times. I mean, God knows how many times I contacted certain people before making the sale because it was a follow-up.

But this is what I did know. I had very simple scripts that I used when leaving a phone call. This is what my call would sound like. I would say, hello, John. Patrick, right now is not a good time. I'm really not interested right now. In this stage of my life. . . Perfect. There are two ways I can react to that. I get rejected or my other question is what? John, would you mind if I follow up with you in six months? Maybe around February. Would that be okay with you? You know what Patrick? That's not a problem.

Excellent. Well, listen, John, since I'm not going to talk to you until then, happy Halloween, happy Thanksgiving, and happy holidays. And I'll talk to you in February. Hopefully before Valentine's Day I can wish you a Happy Valentine's Day. I like

your

attitude Patricio. Okay, take care, John, I'll talk to you in February. Bye bye. Take notes, add details of what to mention: daughter, son, family, friends, etc., etc. You add the details. Then you call in February. In February, if you don't answer like this, I'll leave you a message. John, it's Patrick, calling you. Again, I haven't talked to you since August, happy Halloween, happy Thanksgiving, happy holidays, happy new year, and I hope I can wish you a happy Valentine's Day, because it's a week away.

But look, I know you had something with

your

daughter in November, her wedding was coming up, I just wanted to call you. I'm sure you thought she had forgotten about you. I have not forgotten you. I'm looking forward to seeing if this is a good time for us to do something. Something special has just emerged with what we offer right now with our products. I would love to tell you more about it. What is the best time for us to call? Here's my phone number again. . . But I left a message. Whether he calls me back or not is irrelevant.

Discipline, details, he is impressed. Then I will call you again, two to four weeks later, until I contact you. On the other hand, if he tells me I'm not interested, John, would you mind if I call you in six months? Not at all, Patrick. Excellent. I'll call you in August. So between now and then, guess what? . . . I know this sounds like some of you...maybe you'll hear this and say, Oh my gosh, Pat, are you really like that? Yes, because this works. Selling is very easy. My God. This is absolutely it: I'm surprised some people don't make a quarter of a million dollars a year selling.

This is the easiest thing you will ever do. But what it's really about is the details and discipline. So keep track. Below, references. What are references? Many times, think of it this way. A lot of times in sports, you've ever seen one of these guys shoot the basket like Nick Young. I don't know if you know who Nick Young is. He played for the Lakers. I don't know why the Lakers hired him. It's because there was no one in the league to sign. But they signed Nick Young. Well. So he has a good chance. Then there's one time in the game, he shoots the three-pointer and he turns around like that and walks away, he's so confident, and guess what?

He didn't come in. He looked like a fool. It was an ESPN highlight moment. If you go to YouTube and type "Nick Young, missed 3-pointer turned around," you'll see the video. It is very shameful. Some sellers are like that. They come in and close the deal. I received the signature. Everything, man, this was great, and they go away and forget about it. Man, you just won two thousand dollars. And here's like 100,000 dollars. What are you doing? stay. Chill out. Don't celebrate. The game is not over yet. You still have to play defense. Referrals are what keep you in

business

.

That's your defense. So I have to find a way to get referrals. So the next leak is the references. How many referrals do you average per client, how do you ask for referrals? What is your go-to script? Do you have a reference script? When do you ask? Do you prepare them or do you suddenly say, "Surprise! I want references!" Or do you say in your presentation, "John, I hope you understand how I make a living? I don't work for a salary. I simply make a living based on referrals. So referrals are my main source of staying in business." business and I hope I have earned your trust to the point where you feel comfortable, maybe later we will meet or later in the presentation, if you feel good about what I have to offer you, you will feel comfortable giving me references, right? , if that makes sense.

Yes of course. Do you agree. So in that presentation, I say, hey, remember when I told you the last time we were together? and I said if it made sense and obviously we're doing business together, who knows? And you ask for references, but don't be a Nick Young who shoots a triple. And he plays defense; you are about to lose the game. Defense wins championships. Then the Broncs won a championship last year, not because Peyton Manning was having his best season. They won because his defense was one of the best in history. References. Now the last one.

What is the last one? Man, that last one is very important. Man, that last one is very important. But it's boring. Let me explain why it's boring. Well. So think about it this way. And I'm going to use this analogy because it's effective. You know, many times we want new things. We want a new girlfriend. It's kind of cool, man, a new girlfriend, a new boyfriend, a new new, new, new... it's all new. I want a new one. . . and then what we don't realize is that the most powerful things that have ever been built, we want a new industry, a new product to sell, it's very exciting.

The most powerful people in the world—

sales

people, entrepreneurs, leaders, and influencers—generally chose a path and stuck to it. And they maintained the industry, that relationship. So, by maintaining the relationship with the client, that's when you enter the saint status, type of figure. If you know how to maintain relationships. What do I mean by maintaining relationships? I, you know, I love keeping people who stay with me for a long time. For me it is very important to have a strong team. So my job is to make sure the company does very well. My job is to make sure the environment is a great environment.

My job is to make sure that everyone grows, that we develop and I outperform everyone because I'm leading them out front. My job is to make sure that there is an advantage and that we are competing, we are growing and that everyone is coming up with ideas. Because? Because I want to maintain the relationship with my central office, with my carriers, with my suppliers, with my followers, with you. I mean, we want to have an advantage because we want to build a YouTube channel, we think pound for pound we can go against anyone on YouTube. You see a lot of channels on YouTube that are purely motivation, motivation, motivation, regurgitating, regurgitating, regurgitating, regurgitating, the same message over and over again.

People finally say, look, you keep saying the same thing. We don't want to be that channel. We want to have a million subscribers on YouTube because we have plans for what we want to do to influence people around the world to make the decision to realize that happiness is linked to being an entrepreneur. Because you create, you're part of a community and it's great to have some kind of ownership over what you're doing. There's a certain sense of excitement that comes from that. That's why I want to help more people become entrepreneurs. Whatever you do, this is what matters.

I care about you. You are important to me. I hear you. I received an email, I received a letter here, I receive gifts all the time, and if I talked about the number of gifts I receive, I would be here for a long time, but I receive a lot of people who also Say Patrick, I want to take you to lunch, I want to take you to drink coffee. I don't have time to tell everyone that. I'm grateful for the messages, don't get me wrong. But I just don't have time to do any of that right now.

I have three children, traveling is hectic, I run a company and we have a lot of things to do. But I was very impressed with this letter I received from a New York lawyer. And I'll read it to you and give it a little love with his name and then tell you the approach he took. This to me is impressive. This is the best example. We get fan mail all the time. All the time. We get people who come to visit us and say, "Pat, I'm in town, you have to say yes, I just want to meet you for five minutes and shake your hand, great.

They'll come." , we'll shake hands, as long as nothing is too creepy, great, we'll meet them. Some random weird things happen here, and we have a lot of guards and stuff to make sure we're protected. But I was very impressed with this letter. And so, he's a lawyer from New York, John. I will give you all my love, and you know who you are. Astoria, New York is where he is. So John, if you're watching this, you know exactly what it is. I want to read you his letter, and he has two cigarettes here for me. , and this is not a normal cigar.

He sent me a nice cigar, I mean it's Fuentes, I think so, Fuentes. Yes, it's a Fuentes cigar, okay, so it's a decent, nice cigar. Thanks, John. This is how the letter sounds. I've been watching your YouTube channel for a few weeks. And yes, I subscribed. I have rarely seen multiple speakers over the years and they were just there. You, however, were introduced and made me present. You were able to get my attention and keep it. It was either your words or your large number of books on the wall, but it was your energy, and your voice is not annoying: family consensus. [Well, I appreciate your family's consensus.

Apparently someone said the other day, "I can't hear his voice, he sounds like a porn star." I had never been called a porn star before because of my voice. I don't even know what a porn star sounds like, but apparently I have that voice. Okay, don't get distracted, I want to continue with the letter. And then he says. . .] Now I mainly watch the videos of him with my wife and children. Like you, I work with my wife and believe we equally share the belief that we are not simply parents, but responsible for ensuring that our children are leaders and not cattle.

To that end, in addition to other books, I make sure that my eldest son, 10, reads certain books so that he has the opportunity to understand from an early age the trials and tribulations that he will face in life as he progresses. He travels to fulfill his dreams, instilling in him—I hope—the belief that he can achieve his goals by helping others by providing them, emphasizing that others will, must perceive, value or there will be none. Some books that he has read and that I recommend are the following: Dr. Seuss or Bob Berg, The Alchemist by Paulo Coelho.

What books would you recommend? What sparked this correspondence was his video on working with family. I watched it online with my family and found myself thinking about it the next day. I share his belief and practice with my wife as well. But near the end, where you talk about how you would handle your children in the workplace or in a potential business venture, she resonated and impacted me, her dedication and discipline. Your content offers value to our family and as a small token of my appreciation, I offer an open invitation whenever you are in New York City to join me for freshly squeezed juice.

Since you don't drink coffee, lunch or dinner would be fine. Maybe you can challenge me to find a good place for the liver. [Interesting. John, if you like liver, we have to go somewhere Mediterranean. I just have to tell you how to do it.] I enclose two cigars. One for each of us, waiting for you to keep them until we have our meeting. I would love the opportunity to meet you. The accompanying cigars are short, not because I want to limit our time together but because I value your time. Listen, man, John, I gotta tell you.

I mean, you're pretty much an example of how to do it. This part [recommendation and maintenance of customer relationship]. You know, this is class. I like this. I want to give some love to John, if you want to reveal that it's you with your last name, you can comment. below. Everything is fine with me. If you don't, I'm giving you love for what you did. That tells me he probably treats his clients that way and maintains relationships with them. , the business world, and a lawyer is a salesman, because you are selling people. A CPA is a salesman, a great dentist who makes a lot of money. solid dentists in Los Angeles who make between 2 and 300 thousand dollars a month.

But they are sellers. I went the other day and I was testing a Lamborghini. The guy comes with a Porsche and bought a new Aventador. Hey what are you doing? And he said, "I'm a dentist." How do you make 200 grand a month as a dentist? Well, he makes 200 grand a month because he's a businessman and a salesman, to get business from other people. But I guarantee you somethingthis is happening. Without this, you will not be able to reach the top. Very simple. Because they talk to each other. You have to learn to treat them very well.

Again, when you look at this, people often ask me, "Well, Pat, in your opinion, which one do you think is the most important?" Well let me tell you that without it nothing exists. If you don't do this, say goodbye to him. Do you know what's crazy? What's crazy is that some of you watching this are amazing at this [presenting through maintenance], but you're so afraid of this. Therefore, you will never succeed unless you face your fears here and start doing this and that. Because you know where the money is? The money is here. Do you know where the warranty is?

Here . This guarantees it to you. This does not mean anything. Very little. It means some, but not the most. This is the most important. I always tell people that if your phone doesn't run out of battery twice a day, it's not working hard enough. Your phone should run out of battery twice a day. Not because you're playing... tell me some of the games people play on their phone, Michaelangelo: Angry Birds, Pokémon, Clash of Clans. Some of these things people play, right? Well? Your phone should run out of battery twice a day because you make 200 calls a day.

Well. If you're a newbie entrepreneur and you don't make 200 calls a day, you're not really hungry. You're just improvising. You hope this works for you and you're lucky. There is a guaranteed formula for this. That said, one, if you have any questions or comments about this, please comment at the bottom. Two, if you haven't subscribed to the channel, Michelangelo, throw me my favorite pillow, I need your help! I need you to subscribe. Help us reach 100,000. Share our content with other people you know. We have been growing very fast. Those last few months are on our YouTube channel, which is pretty exciting.

But our goal is to reach one million. Our short-term goal is to reach 100,000 subscribers, so entrepreneurs can learn more about the content here. Again, subscribe if you haven't already. And then what else? If you watch this video on a completely different website, you can always come back to PatrickBetDavid.com and get all the content we offer for entrepreneurship. That being said, thank you very much for watching. Take care. Bye bye.