17/09/2022
❤️ How I am sold £7 million myself in 4 years without a sales team (including nine months of covid £0 revenue)
I thought I was doing well;
I had a small team and loved them all.
I felt invisible, and I wanted anything that made money.
My Family was proud of me, and my old schoolteacher said he knew I was special.
I was completely blown away...
I got cocky and offered to sell some of my business to an investor;
This meeting changed my life.
He destroyed me with one flip chart and a pen.
He proved that what I was doing couldn’t scale and that if I did 10X my sales, I was fu**ed!
He showed me what to do and said one thing to me...
“Sell your ass off by Christmas, and you might save your company.”
I had to do it, my back was against the wall, and I wasn’t going to fail. I didn’t have an option.
I did it...
and now…
It’s a crazy world, but it works when you get it right.
I am still the only salesman in my company and can smash £350/500K months.
This month a client called me and asked if he could buy £145K of product off me…
You are on a hamster wheel of pour pain if you can’t build a legacy through your sales process.
Here’s what I did,
1. Research the marketplace for 10 of your dream customers - massive,
enormous,
completely unbelievable customers;
Push yourself to laugh at your list because it’s so ambitious
(I wrote mine in a sh*tty little office with pallets and equipment around my feet)
Get your simple numbers right.
Sales is a science.
Work out the number of units you need to shift to deliver your dream outcome.
Break down your prospects into three buckets.
1. High-volume whales
2. Medium volume fillers
3. Low volume time wasters
Work out your customer profiles
So you know ...
Instinctively what each call or visit is worth.
At a minimum,
you can at least put them into a bucket within the first 30 seconds of your interaction.
✋Don’t ever touch…
the Low volume bucket yourself…
Set up some simple systems to cope with this bucket.
🚨Warning… This bucket is fun,
exciting,
easy to do,
full of lovely people,
creates loads of work for everyone,
fill’s presentations to stakeholders about progress,
adds numbers to your client list
and….
enables you to say you closed a new customer today.
This bucket will f**k your business up completely!!!!
Focus on the buying cycles of the Medium Volume bucket and the High Volume bucket.
You need to feed your bank account with cash every day
so you must establish an offer that will support or build a loyal in the short term
While you work the High-Volume Whales.
“Thanks, Tom, for helping me see what I needed to do”, - Paige
Tell me your story?
Do you feel as I did?
