In the latest episode of Velocity Selling TV, Bob Urichuck and Matthew Whyatt discuss the importance of discipline towards your organization.
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Velocity Selling TV Episode 72: Discipline Towards Your Organisation
Bob: Welcome back to Velocity Selling TV. This is Bob Urichuck and again this week I welcome Matthew Whyatt from the Gold Coast in Australia. Matthew talk to us about Discipline towards your organisation.
Matthew: Bob this is a really important component of getting your business right, getting your business fit for actual success. There’s a couple of statistics I just want to throw out to you and you got to think about how your buyers want to buy. It’s a known statistic and it’s come from CSO Insights which is a large data organisation, if you actually respond to your customer within 5 minutes of them making a web inquiry you’ve got a 50% higher chance of them becoming a client. Now, have a think about that. The discipline that needs to wrapped around- you receive a web inquiry, you’ve spent all this money on doing SEO, all this money and time doing marketing, I’ve made a web inquiry and so many businesses I talk to get a web inquiry and they go ‘oh cool, I’ll deal with that in a couple of hours. I’ll deal with that tomorrow. I’ll do all these other jobs first. You know what, 50% greater chance and it’s a hockey stick curve downwards the longer you take to respond and that’s just one component. Inside an organisation you want to create some disciplines how quick do you respond to emails, how quick do you respond to a phone call, how do you manage your client relationships when somebody comes and puts a support ticket in if you’re a tech company, what’s your service level agreement? Those sorts of things. So you need to actually think about these things. Maybe become part of your promise, part of your core values and then your customers can know wat to expect from you and in doing that they can trust you and in trusting you they can refer you. It’s all part of the one making sure you are disciplined to ensure your customers receive the best of you.
Bob: And the whole idea behind it is Matthew is to exceed customer expectations, to engage them, to build the relationship as quickly as you can. And of course in sales on of the disciplines is we have targets so we always have to look at goals. What are the top three goals that the organisation wants to accomplish this year? What’s that revenue target? Well if we took that 12 million dollar revenue target and broke it down by month, that’s a million a month. Well down by month, we’ve got to break it down- weekly behaviours and daily behaviours, and how many phone calls and how many networking events and all these sorts of things so when we look at disciplines, we have to look at our complete marketing package our complete organisation, our complete discipline of what we commit to do, even when we don’t want to do it. And the bottom line to all this is what are your top three goals that you want to accomplish this year in your organisation? And then make that your top priority and focus on them, discipline yourself accordingly with effective habits and you will get the results.
Matthew: Absolutely Bob. So, one of the things that I teach my clients to do is to actually start reverse engineering the sales process. OS if you want to get a hundred grand a month worth of sales, what does that mean? You need to get- I work with a lot of technology companies as you know – so they’ll need two or three hundred thousand dollars worth of proposals in the market so the proposal – beg your pardon?
Bob: That’s as per the behaviour worksheet we discussed under behaviour towards your organisation. We have this behaviour worksheet where you work from the end result back to how many dials you have to make today? And to make so many dials how many names do you need on the list? Etc, etc.
Bob: and if people want those forms all they’ve got to do is….
Bob: Exactly. If you don’t ask,…
Matthew: You don’t get.
Matthew: This is like a vordavelex Bob. You know, we’re going backwards and forwards.
Bob: Exactly. So here’s the thing, when we take a look at discipline we don’t just have daily disciplines. We have weekly disciplines, we have monthly disciplines, quarterly disciplines, and annual disciplines, things we have to do on an ongoing basis to help us get where we want to go. You define them for yourself and then guide yourself- reward yourself and punish yourself accordingly. So Matthew in our next episode we’re going to take a look at discipline towards buyers and some of the disciplines we should have when we’re with a buyer Are you ok with that for next week?
Matthew: Absolutely Bob. Talk to you then.