OUTBOUND SALES: Tips From High Performer (Interview with Tim Vickers)
Want to increase your outbound sales results? Follow the advice from one of my favorite clients, Tim Vickers from VP Logistics in Illinois who went from 100 calls/day to 30 and 5x'd his revenue.
I ALSO INCLUDED SOME NOTES BELOW:
I HAD to get him to share his journey over the past few years and specific tips and tricks you can apply TODAY.
The first few minutes are laggy before we restarted our meeting and then he rejoined by phone.
3:02 - How he's been using the contact strategies we built together. His goals this year and next yr, revenue, and company size.
6:26 - Using video, linked in and posting related content for personal branding – find a platform that works for you
10:10 - intros and why we are doing this
11:37 - Tim shares our journey together when he first found my podcast and was looking to find someone to resonate with but not the intense salesy type like Grant Cardone .
15:22 – Taking ONE idea and running with it. Don’t get overwhelmed, put the effort in, build of one idea at a time.
20:26 – Changes he’s made to become less formal, less weird, and make it all about connecting with people.
23:07 – On work ethic: MAKING the time to grow and get better
If you say you don’t have time, you’re in the wrong industry
Do the pre-call planning and take your job seriously.
26:18 Regarding his specific industry in shipping: highly competitive, transactional, smiling and dialing, and high call volume. Tim's Industry is extremely competitive, number one industry of hiring males right out of college, and sales managers normal mindset is to just make calls, never stop calling, considered a numbers game. Tim found my podcast where I talk about quality, not quantity – and there has to be a better way. Worked together and took the time to learn about the companies, the industries, the roles. Tim cut his volume by 1/3. 30-40 calls per day now vs 100.
Talking to 20-30 people per week vs 3-4 and having quality convos
Some customers I was trying to reach for 3-4 years – changed my process, they started taking my calls. Was struggling sales rep now I am the top performer the past two years
Use of time – not stressed out any more, from wanting to leave the industry to not seeing myself doing anything else!
His customers now look at him as a resource rather than a salesperson.
33:42 – building a strong personal brand and thinking and building long term. When I was younger, just went to work. Now, first thing is read one industry relevant article per day. Whatever it takes to help customers around the clock – he’s always there. Helped a client NOT lose her job when she needed him the most.
Building a RELATIONSHIP with clients that is built on mutual respect and they value HIS time as well! Build trust. Luck has nothing to do with it How high performers downplay the amount of work it takes to make it look easy. Stay humble and put the work in
42:14 – A look at the numbers
$20K/month GP – 70-100 calls per day
Worked on more You/Because
Doing future self a favor
Contact strategy
Templates
Precall planning
$80-100K on 30 calls (5 times volume in 1/3 the time)
Be yourself, make it about them, have fun!
Higher volume, better results, less time. Better quality convos.
45:36 AWESOME STORY: Had a customer tried to close for over 2+ years. Everyone said she will never call you. Built a quality email we worked on. FINALLY replied – here’s your shot! She saved the email…6 months later! Related to them specifically – how we help people like them for example, details about their business model and insights around how they run their biz.
Why did it work? 30 emails, 40-50 voicemails over the years. Tim thought it was the specific email. But the secret was that Tim has been consistently building his message, brand, and relationship, even if she didn’t respond. Something has happened in her business and the first question she asked is “who do I know?” Who do I want on my team? Tim. She is already visualizing him working with her team.
51:24 – why work with Joe Girard?
Listen to how Tim approaches his job! Wouldn't you want to be like Tim or have a Tim on your team? Awesome work, brother!
Learn more:
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✔ WEBSITE: http://changegrowachieve.com
✔ SALES HERO ACADEMY: http://salesheroacademy.com
✔ SALES PLAYBOOK PROJECT: http://salesplaybookproject.com
✔ JOE'S BLOG: http://joegirard.ca
✔ LINKED IN: / joegirard
✔ FACEBOOK: / joegirard.ca
✔ TWITTER: / joe_girard
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