Unlocking Success: Doubling a Business in 60 Days

📈 I doubled a business in 60 days by solving key problems.

📊 There are five key metrics to track in a business: show rate, offer rate, close rate, cash collected upfront, and units sold.

🔍 High-quality data allows you to identify and fix problems in your business.

📈 The business had a low show rate of appointments, only 49% were showing up.

🎯 The targeting of the promotions was off, attracting the wrong audience.

💼 There was a problem with multitasking, with the setters simultaneously calling leads and nurturing appointments.

⚙️ The business had three main problems: they were not double dialing, the time to contact was too slow, and they lacked proper nurturing.

📉 Their close rate was low compared to the benchmark, and they should have been at 40% but were only at 27%.

🔎 Their sales script lacked depth in the discovery phase, focusing only on surface-level questions instead of understanding the customer's intentions and motivations.

Objections and obstacles are common in sales, and it's important to address them upfront.

Common objections include price concerns and the need for more information.

Delivery and tone of a sales message can greatly impact the closing rate.

Improvements needed include proper discovery and setting the frame, as well as organizational structure.

Promoting the best closer as a sales manager can lead to high churn in sales teams.

Companies should prioritize educating sales staff on the prospect rather than just the product.

Setting higher expectations for sales team productivity can lead to significant improvements.

Hiring an experienced sales director can help address management and organizational issues.

Focusing on the 'who' rather than just the 'what' is crucial for problem-solving.

Picking the right personnel is crucial for business success.

Fixing the ad targeting and sales team utilization helped improve performance.

Promoting a Setter to lead nurture specialist improved coordination and efficiency.

📋 Implementing a three-way intro between the setter, closer, and the prospect builds trust and increases show rates.

💬 Optimizing sales scripts by asking deeper, more meaningful questions and addressing objections upfront leads to better results.

🔄 Drilling the team on looping, which involves handling objections and asking again, improves sales success.

📈 Implemented sales fixes resulted in a 40% improvement in sales in just over 2 months.

💼 Optimized offer rate and increased close rates by 50%, leading to a more qualified sales team.

💰 Doubled the percentage of cash collected upfront per sale in 60 days, improving cash flow.