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bjbj SHAHAR: Hi, I m Shahar. NASHLAH: And I m Nash and we re with Buzzbooster.tv. SHAHAR:
And this episode is brought to you by Mozy Pro. NASHLAH: You know, today we have a really
awesome show. SHAHAR: I know. NASHLAH: Yes. SHAHAR: What are we going to talk about? NASHLAH:
Man, we re going to talk about Facebook. SHAHAR: Mm-hmm. NASHLAH: re also going to talk about,
we have a very special guest. SHAHAR: Oh yes, Chris Mullins is the phone doctor, right?
NASHLAH: Yes. SHAHAR: And we re going to talk about the wow factor in sales. NASHLAH: That
s right. SHAHAR: Yes. So, enjoy. NASHLAH: Have fun. Alright, so you probably noticed
that Facebook released the Timeline. You know, when I first saw it, I have a mixed feelings
about it but now, I truly really love it. I think it s great and there are some real
ways that you can promote your business skillfully on the Timeline because keep in mind, you
can t really do it, right? Facebook doesn t want you to use that for business. Now,
let me just explain how in words really quickly. Essentially, when you log in to, when you
go into someone s profile and it has the Timeline, you can see pretty much everything that they
ve done on Facebook down to the moment that they were born. So you click born, like if
you go up to my profile, you ll see born and then you see 2004 and 2005 and you see stuff.
But here s how you can, elements that you can modify that will help you promote your
business a little bit. Keep in mind though, Facebook doesn t want you to use this for
business. So you have to be careful with what you do. But, first things first, the cover
photo, right? When you go, when you login to Facebook when the pages, when they convert,
when they transfer the pages over, if yours hasn t been transferred to the Timeline yet,
they re going to pick an image automatically. But, the main that that you notice is when
you go to that profile, there s a big image right there at the top. It could be a view,
it could be of your kids whatever, right? But, the cool thing is you can modify that
and you can make it to whatever you want it to be. You just have to have to make it the
right size. So if you do it in my profile, Nashlah Boyayan, if you ll see what I ve done,
essentially, I had, and I thought about doing the whole business thing and make it but then
no, they don t want us to. And it s more fun because it s personal so I get to play with
it. So, what I did is I had several pictures that are about me who tell people who I m,
whereabouts. So, picture for instance of me. Geochaching, if you know I d like Geocaching,
pictures of myself and Shahar, pictures of me on sage because we go, we have speak engagements,
pictures of my dog Apple, pictures of my cat, Banana, and things like that but then I also
have for instance a little goal for my business. So, I m not really saying hey, this is why
this is and this is all I m about. I m just giving them glances of things that I do and
I like in my life and then my business and then perhaps a little I ll go here, a little
picture of me speaking there, etcetera but very personal. And then what else can you
do? On the Timeline, they give you, it is what it is when they give it to you but you
can add events to that Timeline. So for instance, when I click born, I added a picture of me
when I was a little baby but then I added an event in 2004 when we moved over to Salt
Lake City and I say hey, we moved over to Salt Lake City and give them a little bit
of the story behind us, behind Shahar and I. Our story, what prompted us to go there.
So at this moment, it s very personal but when it connects to business, it will all
make sense in the end because we are who we are in business today because of the events
that happened to our lives in the past and blah, blah, blah so I told them that, a little
bit of the personal. Then, what else did we do? In 2005, we started Buzzbooster. So I
added an event to the Timeline talking about the beginning of Buzzbooster. So the cool
thing is when I add that event on Facebook, it actually says, what is it about? Is it
personal? Is it work related? So it s work related. So they know that it s work related.
So now I have the, pretty much the leeway to do whatever so it s work related there
so I created an image talking about Buzzbooster. And so it s Nash and Shahara. I have the logo,
I have the website right on the banner and then you can add the description. So I talked
what Buzzbooster is about. After all, I m telling them that I started Buzzbooster and
there s a link back to my website. So there s been another way to put my website there.
And then, and I think it was 2006, we started Buzzbooster TV so I added a new item to the
Timeline saying that we started Buzzbooster TV. It was a prominent event in my life so
it should be there in the Timeline of my life, right? So it s the same thing when I added
that event it asks, is it personal? Is it family or whatever, is it business or let
s say work related? Work related? I tell them Buzzbooster TV, I write a little description
saying hey, we started Buzzbooster TV and the purpose is this and this and that and
this is the content behind it da, da, da, da, da, da. I add an image or graphic promoting
Buzzbooster TV and I get to add a link to my Buzzbooster.tv website. So there, I am
promoting Buzzbooster TV. Until then, you know, you could go on out up to whenever,
every time you have a thing. You can add an event to that Timeline and talk about it.
So it s a way for you to tell your friends, people on Facebook, what s going on in your
life because if it s your business, evidently these are prominent events in my lifetime,
I added it there but I can also promote my business in a way that it isn t necessarily
against the rules and I m actually utilizing that platform for that. So, I invite you to
do the same. What are the events in your life that are business related that you can integrate
to your Facebook Timeline and use it to let your friends know about it but also to promote
your business? You know man, I wish you re writing a successful business there. Many
things, several things that we have to keep in mind, right? Like having the right people
and things like that but one thing that s often overlooked is actually the backing up
that powers your business. SHAHAR: You said [Inaudible 00:06:31.5] and people don t do
that. NASHLAH: No, they don SHAHAR: Yeah. NASHLAH: Enough. SHAHAR: Yeah, and do you
know that 12,000 laptops are lost or [Inaudible 00:06:40.3] every single week. NASHLAH: That
s crazy. SHAHAR: s crazy but it doesn t stop there. Let me tell you about my friend [Inaudible
00:06:46.9] last week, he was on a plane and he was in the middle seat, right? Decided
to go to the restroom so he put the laptop on the floor, went to the restroom. When he
came back, he forgot. NASHLAH: Forgot. SHAHAR: Stepped. NASHLAH: Crushed. SHAHAR: Crushed
the laptop. NASHLAH: His laptop. SHAHAR: Plus all his work. NASHLAH: SHAHAR: That s bad.
NASHLAH: That s brutal. SHAHAR: It is. NASHLAH: And do you know Shahar, what s even more scary
than that is actually statistic show that about 50% of businesses who don t have any
type of data management in place for like 10 years or more actually end up filing for
bankruptcy. SHAHAR: Are you kidding? NASHLAH: Nope, super scary huh? SHAHAR: You know, these
kind of thing gives me goosebumps. NASHLAH: Yeah, it should. SHAHAR: You know, that s
a reason enough for you to stop what you re doing and get to know our friends at Mozy.
The main that is really trusted as online backup. In fact, they backup all the written
data done by [Inaudible 00:07:36.6] and all recorded history in every language. NASHLAH:
That s pretty impressive, you know? SHAHAR: It is. NASHLAH: If you re not using Mozy Pro
yet consider this, they re actually very simple to use setup. SHAHAR: Oh yeah. NASHLAH: Very
fast, it cost about 80% less than pretty much all other solutions out there who do some
SHAHAR: A drop in the bucket. NASHLAH: Yeah, a drop in the bucket, you know what? And giving
you piece of mind and it backup all that you did. SHAHAR: Yes. Well I see some other cool
companies using Mozy. For example, General Electric, Accenture, Yale School of Management.
NASHLAH: So, but yeah, Stanford, some of the pretty big companies, right? SHAHAR: Right.
NASHLAH: So sign up for Mozy, 877-669-977-6. SHAHAR: What? NASHLAH: That s 877-669-977-6.
SHAHAR: Or just go to MozyPro.com. NASHLAH: M-O-Z-Y-P-R-O.com SHAHAR: So, for the rest
few episodes, we ve been talking about sales process and negotiation, right? What are the
steps that you need to take in order to close every single time? Well, today, I want to
talk to you about how do we strike the wow factor? You know, in every [Inaudible 00:08:44.9]
process, there needs to be a time where you introduce the wow factor. Just think about
the information, right? They always have the wow factors the moment the prospect starts
thinking, oh my gosh, how could they live without it? I need that, I need this person,
right? For example, if you, the commercial that the guy has a glove and the truck goes
over the glove and that thing happens to his hand or the one that he can saw a car in half
with a saw. So all of these things are the wow factor. Well, when you re selling and
when you re negotiating, you also need to have that. So what can you do to introduce
the wow factor? It can be features of the product of course. Something that the prospect
really is not aware of and it s going to make them say wow. For example, when we re on stage
and we are selling on stage or we talked a lot about web shows, right? There is a moment
there that we know it s our wow factor where we grab a cell phone, call somebody from the
audience and do a live streaming from the cell phone. Well, most people don t know they
can do that so they just go wow, right? Then we know that from that on we can just go to
the sale straight away because we got the effect that we wanted to. When you are negotiating
any one on one, you also need to think what s going to be the wow factor. It can be a
let s suppose you re a social media guru and you re trying to sell your consulting services,
by showing them things that they could be doing, what about having your own web show?
What about live streaming? Google, using Google hangouts where you can hang out with a bunch
of people and then give your advice and, you know, exchange a conversation there. That
can be the wow factor because many times, you re not even aware of those tools, okay?
Other ways to introduce the wow factor when you re doing on a sales letter for example
or on a sales letter website. s when you show how much you make a year or how much you make
with the sales or that product that you re trying to sell. That s very common. You can
also show testimonials that, you know, it changes their life overnight with your products
of services. So you can introduce some credibility factor there. That will also make people think
I need that product or service. So what you have to do now is when you think about your
negotiation process and your sales challenge how they re done and introducing every single
one the wow factor. Be it from the credibility perspective or from the possibility perspective
of things that they just don t know about that they should know because that could change
their life. That s how you introduce the wow factor in the sales process and it s very,
very crucial because after that, you can just go to close the sales. Hey, today I m here
with Chris Mullins the full sales doctor and we are going to talk really about a good old
friend of ours, the telephone. You know, many people forgot that it s still one of the most
powerful marketing tools out there. Well, before we begin Chris, tell me a little bit
about you. CHRIS: Well, again, I m Chris Mullins, a phone sales doctor and what we do is we
do mystery shopping by phone to check up on your staff to see how they re handling all
your leads. And we also will train your staff on how to fix the problem areas. SHAHAR: Okay,
so let s go talk about the mystery shopping, right? Well, we hired an assistant and we
tell her this is how you have to talk on the phone, tell me some horror stories that you
CHRIS: Oh, my goodness. SHAHAR: You know, what really happens there. CHRIS: Oh, well
I can tell you a horror story, I tell you one time we were doing some mystery shopping
for automotive repair shop owners and the auto repair shop owner said oh that s my best
guy on the phone there. He s been there for 10 years. He s my best guy. He s my right
arm and we played the mystery call for the owner and then his right arm said, well listen,
we re kind of busy here. Why don t you get on the road to our competitor? And I was like,
oh my God. So right away that didn t work out. That fellow was fired but what s really
important is that you have a script. You can t just take your person, your assistant and
expect them to figure it out. They need a script, they need to understand what you want
to get from every single call. You should record the phone call so that you can check
up on them. Not so that you can cause a problem but you can play the mystery calls for them
and say hey, this is what you did that was great. Here s what needs to be fixed. So you
want to monitor them. It s probably the most important thing you can do is record the calls.
You definitely want to check the laws for recording phone calls in your area. But then
the other thing that you really want to do that s important is you want to make sure
that every lead that comes to your funnel is touched by the telephone. SHAHAR: That
s very, very important. I just want to make a comment on the mystery shopping because
I think in every single business, it s important to have a pair of fresh eyes every now and
then, right? CHRIS: Right. SHAHAR: Because we really get too emotionally involved that
we don t see something that is obvious and we just might be losing prospects there. Do
you agree with me? CHRIS: Yeah, absolutely. You need fresh eyes because your staff isn
t going to listen to you. So if they have an outside expert that they can learn from,
that handles them in a positive way, in a relationship building way, not like, you know,
what s wrong with you? Why did you get the calls wrong? Instead a positive way and make
and coaches them, it s not a big deal. You can fix the problem. SHAHAR: Yeah, it s amazing
the conversion that you can have, the increasing conversion that you can have if you fix the
phone in that sense, right? CHRIS: re going to have a minimum of 20% increase. SHAHAR:
See? CHRIS: Just by focusing on the phone, just by giving a script to the person that
s in your office, teaching them how to use a script, recording the calls and doing mystery
call when you check up on them. Let them listen to the mystery calls so they can see how they
did and then coach them on how to use a script. And then every single time somebody opts into
your funnel, every time they opt in, however it is, pick up the phone and call them right
away. SHAHAR: Yeah, let s talk a lot about that actually because, you know, we see every
single time even when clients come to us, that is all about the leads. They want more
leads, more leads, more leads but we ve also seen in many cases the leads piling up, right?
I actually had a client, I still have the client but some years ago he came with a folder.
Really, this big full of leads that he got from PPCO or whatever that he was doing that
he never followed up that weeks and weeks later because I m too busy, right? So there
s no point in having leads if you re not going to follow up. CHRIS: Yeah, yeah, yeah, yeah.
SHAHAR: Now, you were talking to me yesterday about doing, when it comes online, how was
it that you work with that? CHRIS: Yeah, the perfect thing that you can do is as soon as
a lead opts in, have it forwarded to, you know, an outside service like us or a team
member or a virtual assistant or a sales person so that it goes to their email right away.
So it s opted in, it s gone right into their email and within five minutes, we want to
call that prospect back. You want to call them up and just give them a big hug. All
you re doing and it s you re, you re just giving them a big hug, you re welcoming them.
Say, oh congratulations, I noticed that you just ordered our free report or I just noticed
that you requested to get my book and oh by the way, while I have on the phone, and then
you can go ahead and sell them something. You want to maybe make it a little bit soft
depending on how they opt it in to you but the point is you want to touch them with a
telephone to build a relationship. Don t just let them opt in. pick up the phone and call
them and then try to close them on something, even maybe another free report. SHAHAR: Or
maybe a strategy session or something like that. CHRIS: It could be an appointment, scheduled
appointment. SHAHAR: The important part is to understand that we need the human connection
even though we might be generating the leads and sales online and that s the point that
we cannot take out of the picture, do you agree with me? CHRIS: Yeah, absolutely. What
s critically important is, what I find the business owners have done is they get all
excited about marketing. All excited about it. They may spend all of their time and all
of their money on it, they finally find the right formula. The phone is ringing, the opt
ins are coming in but then they completely forgot about the lead and what to do with
the lead. So you need to look at your telephone and your staff and your opt ins, however your
leads are coming in is another sales and marketing tool. It s just part of the checklist. SHAHAR:
And it can mean a lot of money coming in. CHRIS: Leaving a lot of money on the table.
SHAHAR: re leaving on the table, yeah. We call this multi-step, multi channel follow
up because we tend to think if we are doing something online, everything ends online and
it s the whole process that we need to follow. CHRIS: Yeah, yeah. SHAHAR: And really, the
phone is an important piece of that. CHRIS: Yeah, yeah, yeah. SHAHAR: Now, is that something
very complicated to start doing in a company? Or should we always outsource that? What are
your takes on that? CHRIS: Well, you know, I mean, there s two things you can do is it
s good to outsource having mystery calls done and staff training done and script writing
done and it s good to outsource having a sales person taking in your opt in leads and calling
them right away only because if you experts doing it because you re not an expert at everything.
SHAHAR: Right. CHRIS: re only an expert in your own business, so if you have the experts
handling those areas, you know it s getting done. They re being paid to do it, it s getting
done by the experts, you have the experts giving advice to your staff. It s a no-brainer.
SHAHAR: Of course it is. CHRIS: Yeah, yeah. SHAHAR: Even if we stay with the 25% that
you mentioned and I believe if we do the follow up in five minutes after an online lead comes
in, we could increase that quite a bit. CHRIS: Oh, abso that s a minimum. SHAHAR: Yeah. CHRIS:
Yeah. SHAHAR: So just think how much more money you could be making by simply improving
our good old friend the telephone, right? Improving how you deal with that. CHRIS: Yeah.
yeah. SHAHAR: Yeah? CHRIS: Let me just say what s really important about the speed of
picking up the phone and calling them is usually the person that s opting in is the decision
maker. They re going to make a decision about something so if you can get to them quickly,
which is the whole idea, quickly, then you re going to get them to answer the phone.
SHAHAR: Yeah. CHRIS: And if they answer the phone, that s it. SHAHAR: Well, yeah. Just
the amount of work it s going to take out of the picture CHRIS: That s it. SHAHAR: And
comparing to trying to chase him later CHRIS: Oh, yeah. SHAHAR: s unbelievable. CHRIS: Telephone
tag, voicemails, you never can get them. They re ready for a decision right now so you need
to grab them now. SHAHAR: Now Chris tell me, if people want to know more about this, how
do they get in touch with you? CHRIS: There s two ways they can get in touch with me.
They can call or email so I ll repeat the phone number and the email twice. The phone
number is area code 603 924 1640, 603 924 1640, that s direct to me or you can email
me personally and that s at HYPERLINK "mailto:Chris@MullinsMediaGroup.com" Chris@MullinsMediaGroup.com . So Chris@Mullins
and Mullins is M-U-L-L-I-N-S media group.com. SHAHAR: Thank you very much. CHRIS: Oh, my
pleasure. SHAHAR: I just want to say phones maybe great for texting and watching videos
but they are great tools for you to increase your conversion. CHRIS: Oh, yeah, yeah. SHAHAR:
Yeah. Use your phone wisely. It s just not an entertainment piece. It still brings a
lot of business to us. CHRIS: s a sales and marketing tool. SHAHAR: It is, a very good
one. CHRIS: Absolutely. SHAHAR: Thank you. CHRIS: Yeah. SHAHAR: Well, a lot of good information
wasn t it. NASHLAH: A lot of great information. SHAHAR: You know what you have to do now.
You know, just apply all of this to your business. NASHLAH: Yes. SHAHAR: And see your business
achieving a long lasting prosperity. NASHLAH: You know, you said it all Shahar. Apply it
in your business. SHAHAR: Yeah. NASHLAH: Take action. SHAHAR: Take action. NASHLAH: SHAHAR:
t forget to have an awesome New Year. NASHLAH: That s right. SHAHAR: Yes, we hope you achieve
everything in 2012. NASHLAH: Everything but because, not just because it s going to miraculously
happen but because you re going to take action. SHAHAR: Yes. NASHLAH: Happy New Year. SHAHAR:
Okay, see you next time. [End of Transcript 00:20:46.4] Using Facebook Timeline, WOW Factor
in Sales and The Good Old Phone; BuzzBooster TV #43 - BuzzBooster TV - Marketing Strategies
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