Setting Sales Goals
No, when you get into volume you're going to make mistakes and just bear with it you're gonna be able to get through it there's no one perfect again, the more personal you make it, the better off you're gonna be if you make mistakes like I said when you make mistakes so this next segment we're going to really talk about setting goals as we always kind of talked about a little bit in defining our area, but we're really going to talk about the nuts and bolts and we've had some questions from online about this, and so we're really going to talk about how we develop our goals and how we go about trying to solve them and then all the problems that can come up from that from our meetings with our clients, possible clients, how we get through that door, how we break down the walls, howie and alluded to it some thank you notes and multiple other things we're going to talk about all that in this segment. This is the I guess in a sense, not necessary the foundation but this is what I am obsessed...
with that I never thought I would be again in law enforcement I was a crime scene investigator for twelve and a half years and with that comes very nit picking things that you had to do so you had to be we're organized and kind of coincidentally, it's kind of funny, ironically, that this volume really rolls over into crime scene in very many ways that you have to be meticulous with the details. And so I found my brain just kind of fell back into it intothe same away that it was when I was a crime scene investigator. And I get obsessed with this aspect. I get obsessed trying to perfect maur. Mohr so if I have one school, I need to try to get five schools, five schools, I want ten schools, and you just kind of repeat the same process that we're gonna go over for every school. Now, one of the problems I have is keeping the school's not because we don't do a good job, but so many people just in like a relationship. You forget the person already having the relationship. The person is already your friend it's, so much easier to go out and try to make new friends. Sometimes we talked to knew people than just to pick up the phone and say, hey, how you doing to your old friend? And so you have to remember to keep those relationships alive. You have to remember to still be visible part of it, and I kind of tell you a story that really goes along with this. When I was in law enforcement, when I first got into crimes investigation I was in my local county sheriff's department worked there some great people still work there on one of the detectives was an older gentleman and he had the highest clearance rate of any detective in our business. Any investigator but I never saw him he was never in the office and so for for months I thought he was out tracking down criminals tracking down leads and all this other stuff it's all finally realized finally asked where is this guy? And I said I don't know no one ever knows where he goes so asked him and nothing to lose I was a rookie I asked him because well this morning I had coffee was miss so and so then I went from there and I had coffee was so and so and had coffee and he was like I had coffee with this person, this person, this person like not even working how do you solve in all these cases this is ridiculous all the people whose having coffee with where his client's meaning his victims from his cases and he started having coffee with him then he would have just become the friends making it personal not because he had to because he wanted to he cared about his community that he worked and by caring about community people started coming to him when they seem drinking coffee and telling him about yeah, that was so and so down the street that's still a lot more that was so and so down the street that robbed that place and it opened up my eyes, the old saying, you can work harder, work smart yet work smart with this, you gotta pick and choose what logging jobs to go into and how to get into them don't keep killing yourself. We have a school that I want to get into so bad and they keep kicking us out the door every time we volunteered to do stuff we've done so much until finally we just had to say enough's enough weight to pull back because it just wasn't the negatives outweigh the positives and said the positives outweigh the negatives and sometimes it's gonna happen, but we're going to really talk about how to set goals and how to go about it. So for us this is just a simple example two hundred contacts, a contact can be anything absolutely anything, then lots of times we think of contact is a person that necessarily have to be a person could be a group of people, so we try to have two hundred contacts going at all times in all different directions sounds like a lot, but when you start, add them up it's really not that much to be shopping mall the lions club you know any of this stuff or could be individuals in your community as well from that we develop hot list these people know the community maybe it's a volunteer job maybe it's a photo booth maybe it's you know who knows it's something sorry again I got my little problem my throat. So from that the hot list the hot list again is what we said earlier divine your territory so define your territory and from that what's the most things that you want to do what's the most pardon the most important items that you want to photograph so heidi it's not everything pull back bringing in developed put a list one of ten go after number one first and you all agree together and you worked together tryingto not try not to separate too much go after those one things together from that hot list then you develop your work flow. So now I have my schools I have my day cares now have my sports leagues what is my work flow for each of those items? I know it sounds were done. It seemed like a lot of work but this is what makes you look like a professional when you go into into their instead of looking like every other photographer that comes in to ask for the photography job from the workflow and they had to follow a pot list so it's kind of confusing we're gonna break it down in a second but yeah the workflow that workflow starts off with your presentations how do we get in the doors so you're gonna perform that workflow and then from there you can have the follow up hot list so which one's was more successful those are going to go to the top the list the ones that were less successful go down towards the bottom you're not giving up on what it's like entering a multiple choice question when you're in high school or any other test you always answer the easy questions first you come back for the harder ones and then hopefully out of those two hundred contacts we get tim to account that's my job my my goal that's that's my foundation sorry guys um this came from again the foundation came from wrath from the hair on their business too so it worked for them it works for us I guarantee it's going to work for you if you implement it but here's the whole thing about this whole process that we're going to go into and I want to just put this out there you can take all the notes in the world online you can take all the notes in the world you can buy this program which I hope you do but unless you implement your ideas it's useless and I can't tell you how many times we've done this class and other classes and people have so many wonderful ideas they get really excited and then they don't do anything with it you can have the best ideas in the world and unless you actually implementing, they're useless because someone else down the road is gonna take that idea and implement it and it's going to be their business and not yours. So when you make these goals, make him realistic don't set yourself up for failure, make him realistic and implementing and see a positive change and it's going to get you excited because if you make him unrealistic, you're going to fail, you're not going to reach your goals and you're just goingto get dace hearted and you're gonna move on to the next subject so don't go for the gusto right off the bat, heidi bring it back in and make it realistic and reach it and then slowly build out if you do that fast, great but don't overreach yourself too much and make him realistic. All right, so how do we do this? This is just an example this is big numbers you khun simple file five thousand new shots, ten new accounts so I have tin contacts from all that goal that we just did out of that we have two or three good responses and that's me again getting off my backside and going to talk to these people. That's not me sending emails that's, not me. Sending text messages and cell phones will be going there and presenting talking them about how can I get a presentation? Would like to get a presentation. Hey, I am so and so from seoul. So photography, you have a package in your hand. We're going to get to that nice presentation. Can I leave you with something? You always want to leave stuff from those thin contacts. You're gonna hopefully get two or three great responses from that. You want one or two presentations from that? At minimum, you want fifty percent success rate. So you want a least one, hopefully a hundred percent with those two jobs. That makes sense. That's pretty realistic. That's. Not too difficult. That's. Open yourself up. Starting off back here at two hundred original people and your whole goal out of that is to get ten, people that actually talk to you. At least ten people. They'll talk, teo, you get two or three really positive responses, and out of that, you get one or two jobs. That's, that's, a lot of work for a little I think everyone can do that, I think that's realistic, so how does that break down even mohr tin contacts? Day two days a week twenty per week ten weeks, two hundred contacts that's kind of how I got the contacts I know people going what? What what we're gonna do we're gonna break it down so these two hundred contacts don't have to be overnight it's not gonna happen overnight we're talking within here a ten week program you could make that to a forty weeks fifty week hiring you need to do it for how much business you have and how much manpower you have. So those listening online, those here in the studio don't again use these numbers as the gospel don't usually as this is what has to be done is just a guideline putting your own numbers put in your own terms, make those goals realistic but use this kind of basic formula and if it's not this form to make one of your own up, we'll make it a stepped here make it a funnel effect just like that sign make it a nice funnel that designed to wear at the very end you get jobs, you're collecting everything and it filters down slowly soling too you get the jobs that makes sense, so to get those two hundred contacts we're looking at try each day to collect ten new contacts if you can't do that, many do five but constantly put your feelers out there the old saying, you know, you're not gonna catch fish and they put a rod in the water that's the whole truth here, you've got to go fishing, you gotta shoot. It was called him police. What? We shocked you've got to search out crime if you're going to find crime, sometimes it happens sometimes he just drops in your lap, but some most time you have to go out and fight for it, find it same thing with this, you're gonna have to go out, fight for and find those jobs because you're passionate about it. Passion is wonderful. Passion is a great thing. People use the word passion all the time it's actually obnoxious because they use it so much. But you know what? Unless you act upon that passion again, it's useless absolutely useless. You can say you're passionate about whatever, but unless you act upon it, it's useless. So just because you're passionate about the tire for me, then nothing in this business, I mean, you have to get out and have to earn it use that passion to a positive, and I just say the word and so get out. If you can't make ten contact today, make two, three, four doesn't matter, but just have a plan of attack, because on those days when you just don't feel comfortable you're tired, I don't feel good maybe I'm a little on the weather you live up here on the west coast and you're tired of gray and just getting the gloom whatever these goals, I don't want to do anything, but I'm gonna make my ten contacts I want to meet my two contacts this is what I'm going to do it's gonna pull you through also is gonna give you a guideline to follow because I can't tell you when we were home studio susie and I we get up stretch it seven more or whatever we just go sit right front of our desk in our home that our underwear drinking coffee working ten o'clock would come would get dressed worked five o'clock come around, everybody leave, we get undressed, but we would still go back toward asking we would work, we think because we were just always there it never got away from it and we just kind of feel faddle around. We really didn't have a goal we were working in our mind but we really weren't working again. We working hard, not working successful this kind of stuff helps you work successful in any business, much less volume but it helps you it gives you that goal and if you have more than one person you could break it up or you and sign certain goals on strength and weaknesses of your people so if you have employees that you hired for the day you have permanent employees you have a partnership breaking apart and that let people sit so maybe I want ten a day so each of you take five for each you take two to get four day it helps helps tremendously having this most people don't think it does with these simple little things help so much it solve so many problems and so ten contacts a day you have two days in the week so that's always working two days a week still gives you time to work those other days in the week on whatever your other job your kids going fishing whatever whatever you want to do if this is not a full time job twenty per week ten weeks is suing her contacts so you could break it down and like set into two contacts per day and work five days a week if you want and you're doing the same number roughly that addle that again so my ten new contacts is about five thousand shots that makes sense. The general concept makes sense maybe all the numbers don't maybe although the layout that I have cause for my business but the concept you need to make these girls put it in paper it means something when you have it in paper but just in your head it doesn't mean much start implemented you don't think much about writing it on a piece of paper, but that has so much for you. When you read that because then you feel bad when you read it. It's a goal you haven't done it. It's my business, I love it forces you to do it. If it's in your brain, you have wrote it down there's no one there to kind of kick in the backside to keep you going, so ride him down. I love that I love people that always write down their ideas and concepts or use a lot more creative. Well, maybe not more creative, but they're a lot more creative and implemented so they see more creative. So a lot of stuff they come up with actually do because it's just set it on that paper. So we do this all the time, not only for our overall presentation like this is, but we do it for each job. So once we have the job, we also set individual goals within that job deadlines, whatever. We make sure we try to reach those goals and it helps us moves through the workflow because this is a workflow in itself when you do this and so that helps tremendously.