Episode 93 – The Why and the Buy of Business Growth with Jeff Bajorek & Christie Walters
In this episode of Business Growth Time, we talked about “The Why and the Buy of Business Growth” with Jeff Bajorek & Christie Walters.
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About Jeff Bajorek :
Everybody’s looking for a quick hack or tactic to make selling easier. The only tool you need is between your ears. Jeff Bajorek challenges people to rethink the way they sell.
By applying the thought process to each step of the sales process, we can remember what we’re trying to accomplish rather than trying to remember where we are in the system. We were born to sell. The skills are there. Sometimes we just need to remember that and get out of our own way.
About Christie Walters:
As training facilitator, strategist, coach and speaker, Christie has earned her reputation as a valuable asset to her clients, audiences and those she coaches. She specializes in helping small businesses and their owners.
As a Gitomer Certified Advisor, Christie facilitates courses based on the work of best-selling author Jeffrey Gitomer. As co-host of The Why and The Buy podcast series, she interviews thought leaders and innovators in sales and small business while also sharing her experience in the same arenas.
Time Stamped Show Notes:
04:07 – Their Podcast The Why and The Buy
- Jeff and Christie first met at a Gitomer event in Charlotte a couple of years ago
- They started having some fabulous conversations about their business and their business was coaching and training, salespeople.
- They focus on sales and leadership content
- They had probably twenty-five guests this year, they have thirty-nine episodes in the can
- They launched it in January and have had some good success with it
05:39 – How Jeff and Christie know each other and how do they expand their network
It was probably six months between when they decided that they should start the show, ‘The Why and the Buy’ and when they actually started recording and then it was another two months since they recorded before they actually produced those and published those first four episodes.
- Jeff said that he thinks that part of the journey was figuring out how to do that ourselves so that we could do it that way so that we didn’t just sound like everybody else.
- Christy handles the actual distribution of the podcast.
- Jeff was spending two and a half hours per episode after we recorded to make sure that everything was good
- Jeff stated that,”If you can be present enough to hear it and kind of hear yourself speak that theme, it kind of gets developed into something else that you can really make an impact to your customers and your client’s with.”
- Christie work with a lot of small business owners, a lot of solopreneurs and one of the first conversations they have is- let’s talk about what you need to do to survive, so, what do you need to do to keep the lights on, to keep the kids in school keep, them fed so that you’re not freaking out at every moment.
- They aren’t making any money at it and it was just a marketing element to our businesses that were still into the fledgling state at the time and it was a way for people to get to know us so we needed to be intimately involved with that.
- They are not necessarily having to fund that out of their businesses as much as they are providing that it was an opportunity for sponsors to support that ongoing podcast.
14:33 – What does stuff cost and why does it cost that?
- Janet’s attended the event called Social Media Marketing is San Diego last year with John Lee Dumas and they had a panel discussion about how to become a guest on more podcasts and one of the things they said is (a.) you’ve never asked how many downloads they have (b.) it doesn’t matter how many downloads they have and the reason for that is because that audience as long as that’s your potential audience and they have hundred raving fans, that’s all that matters. John Lee Dumas – was an American entrepreneur and podcaster based in Puerto Rico. He is the founder and host of Entrepreneur on Fire, a daily podcast that interviews entrepreneurs, 7 days a week
- The bottom line is we know that people are consistently listening and it’s our core audience and that’s all that really matters to us.
- Terry believed that the most part it’s important to be who you are and allow your audience and your tribe to come to you that why he thinks editing messes that up.
19:12 – What Christie says for a lot of sales people in general
- She said embracing yourself for who you are and she would say that if anything, this has been a real eye-opening experience for her from that perspective of it’s okay she doesn’t have to check every box and check the statement that she makes and go back and rewrite it in her head.
- Their podcast processes have changed since they started, one thing is making sure they are succinct.
21:24 – Thoughts on sharing their Podcast production
- Jeff said that the best questions that you can ask come from when you’re just genuinely interested in what that other person is saying and some of it’s just about being present and being connected to the moment.
- Allowing yourself to be in the moment allowing yourself to really be present and understand the situation that you’re in and it takes some work it takes a concerted effort to allow yourself to do that.
- So if you’re going into sales call with your script you know you’re totally worried about the things that you have to get out, which isn’t really solving their problem. Most of the time, listen to them first. New salespeople are depending too much on that script to move the conversation forward
- Four to five times more information then we speak we can we can get to 755,000 words and from a process in perspective but we’re speaking to one hundred fifty to two hundred and so absolutely makes total sense.
- Podcast should be a little more laid-back but I think they should always have a point and get to that point
- It took some time, it took some practice.
Flipping the script to Janet & Terry
Jeff asks why do they do what they do?
- Terry wants amusement, likes to have fun and give value to people
- Janet is money motivated. She likes to be comfortable and provide for her family. She has fun and has a lot of flexibility with it. She loves helping people, too!
- She has larger clients, but likes to help the smalller ones, too.
Janet asks them..what’s your favorite 80’s tune?
- Jeff-First tape was Bon Jovi, Slippery When Wet..Wanted Dead or Alive
- Christie -Something Prince –she used the phrase “Dearly Beloved, we are gathered here today” in her speech last week.
37:34 – Great Sales Tips of Jeff & Christie
- Jeff said…” before you make a pitch, before you try to give some sort of a value message- say it out loud and ask yourself, would I buy from me? Because that’s the reason that you’re selling the product that you’re selling, but if you were in the prospects position, would you buy from you?
- Christie said..”be consistent and persistent always.!
*It means that you have some knowledge of your client base and being consistent and persistent in life is important. Which means, you’re clear on who you are, you’re clear on what you bring to the table and if you are prospecting or if you are working with the client, that you’re present, you’re constantly interacting, so that consistent, persistent presence is what’s important.
…..So it may not be persistent in sending them emails all the time but being consistently and persistently present in every interaction is what’s important.!
40:58 – Best place to find Jeff & Christie on their Podcast “The Why and The Buy” :
Podcast – You can find the podcast episodes on iTunes, Stitcher, and SoundCloud.
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