Watch this to get your first 5 customers

0:00Zac Thompson:Back once again, it's a renegade master. I want it that time, but I want it a bit faster. And if you hurt your arm, you better wear a plaster.

0:14Jack Frimston:Good.

0:15Zac Thompson:I hit her with a bottle. Oh my God, a plaster. No, we don't. Sorry.

0:21Jack Frimston:Right. We're going to talk about something here that hopefully people find interesting. I'll do my best to make it interesting, but it's how do you find the right person? Yeah. In a world where there's potentially a lot of outreach going on to these people, how do you find the right person? And I'm going to try and think outside the box with a few of these. Some of these will be ideas that if you're a long-time listener, you might've heard before, but I will also throw in some new ideas. So Jack - Just before you -

0:53Zac Thompson:Shit, go on, mate. Before I what? just before you jump in i just just to prelude it when i was driving down to you i don't know if i told you this but there was a sign where you know where lorries pull in because you're very like countryside and a lot of lorries like a lay by i think they call it down south i saw like one of those little signs on a piece of wood that says looking for your next lorry driving job i think it was it was better wording than that it was like oglavy or whatever um but But I was just like, oh, they're advertising it in the right space. I was like, because so many people advertise stuff in the wrong place.

1:31Zac Thompson:If you're thinking about football for kids, stick it on a Costa Coffee notice board. You're going to get a lot of moms going in there. But I don't think people think of it that way of like, are they looking in the right place? And I'm hoping that's where you're going to take us on a journey today. I used to work for a marketing agency, and that was the pitch.

1:50Jack Frimston:I thought, actually, it stands out. a lot of market agencies are good at making the bit, but aren't necessarily good at putting it in the place where people see it. And it's like, ooh, something in there.

2:03Zac Thompson:Yeah, I like that. Right.

2:05Jack Frimston:So when I started off this business with a phone

2:09Zac Thompson:not dissimilar to this, are the phones available? Better phone than that, I think you had a better phone than this.

2:14Jack Frimston:And I was just in my bedroom on my computer, so no data, no cognizant, anything like that. There was a moment of, right, How do I find people? How do I up my chances of being able to find someone who's in the market for what I do? So the first thing that I did was I thought, where are people spending? And effectively holding up a flag saying, I'm spending lots of money in this space. And what I found was exhibitor lists. So an exhibition stand, I used to work in that space, probably starting at about 10 grand. Right. and 70 % of leads in events and exhibitions aren't followed up. Right? So that's starting bracket 10 % if you're a small entry-level business.

2:58Jack Frimston:The top one is not paying 100 grand for a one-day event where 70 % of leads aren't followed up. So I pulled a list, I went through, and then the ninth call I made, I spoke to someone and they said, wow, if you can solve that for us, I'll pay you right now. It's one of those Wolf of Wall Street moments. I'll quit my job right now. so if you're solving like a sales and marketing problem that exhibitor list one is money literally it's a game changer to pull that up right the next one and again this is very low cost if you do it in the right way you can do this quite manually if you want to is job boards people well hold on a second what if i'm not in recruitment think outside that box dear friend don't be afraid to dream a little bigger right so obviously job board is a good place for So me and you are advertising that we are looking for social media person at the minute.

3:50Jack Frimston:I've had a few recruiters ring me up and say, hey, I've seen that you're advertising. Now, if I'm, in fact, we can probably think of anything, Jackie, I'll put you to the test. I'm HR software. What on a job board would be a good sign that a business might be open to HR software?

4:11Zac Thompson:they're hiring for a hr role head of well-being head of people a happiness officer anything like

4:17Jack Frimston:that exactly and then even going really granular if someone's looking to hire a um hr like systems person someone like that i'm looking for so people will will basically put out signals that say i'm looking to hire a person internally to solve this problem and you as a seller should be able to go or we might be able to actually intercept that and help with that and obviously in today's world a lot of these gaps can be bridged with with software you know we're looking to hire an sdr at the minute if you're cognizant you want to be ringing up and saying i've spotted that you're hiring sdrs at the moment we find that when people start in sdr roles they often get disheartened because there's not enough data to speak to um and but you're probably gonna tell me you've got a pot of people ready to go but you know i mean there's always a way but it's a really great thing of holding up a sign that says this next up is new to roll right so cro brand new cro in a business probably brought in to solve revenue problems brand new operations person probably brought in to solve manual clunky boring processes brand new tech you can see how you can quickly think if they've been hired recently they've been hired to solve a problem everything goes back to problem but i think people are leaving job boards and new hires exclusively for recruitment where actually you would have a lot of success as a seller in this space i've spoke a lot jack give me what you want some really good

5:51Zac Thompson:stuff there i also think there's like probably um so i was taught you know you know that you have many conversations where people go yeah we're great when we get in front of people but we just we don't know how to like call them because no one's like picking up the office phone anymore some people don't know that data providers exist right and we're very lucky when you started the business you didn't know that a data provider existed so like i think it's worth just saying some other bits because some people might not know this and this knowledge might just blow their mind there are pieces of tech out there called oh i don't know what they're called with the rule name but I'm thinking lead feeder, lead forensics, all of these things.

6:31Zac Thompson:There are probably some like cheaper alternatives as well, where you can put something on your website and you can probably even get chat to BT to do something like this these days. And it will tell you who's viewing your website and from where some people don't know that exists. So then all of a sudden you can look for people that are looking for you, but for some reason didn't get in touch that can completely change your outbound game. So that's one thing. That's one thing I definitely do. Two is like people that viewed your profile. So if you are posting content, people that are viewing your profile, getting in touch with them and say like, why are you viewing my profile?

7:04Zac Thompson:I think you have to have LinkedIn premium. Some people don't have that, but they might be sitting on a bit of a goldmine there. And I think another thing that when you were talking, I was thinking about is like so many salespeople just play their own game of, oh, I'm just going to do what the job is. They don't think outside the box. Whereas like, who do you compliment? So who do you compliment? So what problem do you solve your business? And this one is probably like really good for business owners. What other businesses do you complement where if you can't help them, somebody else might be able to and vice versa?

7:39Zac Thompson:So for us, partnerships. So that could be its own job role. You could bring in a partnerships manager to manage that whole thing. But definitely in our early days, we were, I think, accidentally and proactively. but like having conversations with other lead gen agencies that might specialize in a totally different niche cognizant so pros full enrich all of those people and a bit of lead passing back and forward there's a there's a recruit recruitment agency in the middle east that i know and whenever they speak to and they can't find the sales people because it's too niche we get suggested as the backup option so it might if it's your company great if it's not your company it might require a conversation with um might require a conversation with like your management but speak to the strs to think who do we complement what problems do we solve reach out to a few of the other strs say i have a few people that i speak to i could probably give you a bit of intent you should bring this guy because he's actually looking for recruitment rather than done for your service or whatever so there's loads and loads of ways of thinking outside the box but i think that doesn't happen enough where people think where are the quick wind everybody's always cold cold cold but obviously you'd rather sell to hot leads it makes so much more sense exactly i'll give you a few more

8:57Jack Frimston:to think about if you watch i'm trying i'm really trying to think of the low cost ones um i actually spoke to a guy yesterday he solves a customer service problem right so i said okay so when you went on google reviews keyword customer service and look for people who've voted down a business because of poor customer service. What happened there?

9:17Zac Thompson:He's like, never done that.

9:20Jack Frimston:So that is, again, a signal of if so. I'm speaking to businesses who are constantly annoyed that they're getting bad reviews for customer service and they're looking at ways of fixing that for good. Now, you know, it's like a big brother moment. You know that that's a problem that they have. It's different than leaning on going like open. Oh, I've seen that you're crap at customer service. We can help you with that. It's letting them come to the clear themselves. So that's potentially a low-cost version. The one that sometimes blows people's mind, and it doesn't work for everything, but you'll probably be able to imagine the services here.

9:53Jack Frimston:On LinkedIn, you can search for people. We all know that. So I can put Jack Frimson in the search box, and there you come. And one of your old profiles comes there as well with all the inspirational quotes. But I could also put in looking for recommendations for marketing agency, looking for recommendations for software, looking for recommendations for training, and it'll give me all the posts that have happened in the last few weeks where people have posted that and obviously you've got to be quick off the draw because probably getting lots and lots of messages but that is another one and the last one that i'll give the people at home is you're probably fortunate enough if you're a salesperson to have some customers in the business who are the customers that really love you already and the ones that you really love as a business and when you ring them up and you say why do you love us and i'm doing a bit of an audit and they tell you just adding at the end of that conversation who else do you think we should be working with who's a business that you know that you could introduce me to who's your best friend in that business referrals are a fucking game changer the business i was talking about before when i used to work in events every time i booked someone because i got them to buy a stand at the event i'd say there's a spot either side of you who would you want next to you and they'd name someone i'd say who should I speak to there?

11:11Jack Frimston:And then they give me someone to speak to and away we'd go. But there's a lot of different ways to not have to do a million dials a day and still get lots of meetings with people that are in the right place at the right time.

11:25Zac Thompson:I've just thought of one and it's fucking mad and I don't know if it would work, but I want to give it to you. And I've never done this, but I think it would be what to say. I love you. Thanks. Tell me if this is good or not right if you are like a sales trainer yeah let's say you're a sales trainer and you do like one-on-one coaching let's not say like you're you're sandler but like you're doing you you you thrive by doing like one-on-one coaching okay what are the books that people would buy yeah what are the books that people would buy if they were trying to improve those skills google reviews so if it's sales as therapy go to google reviews read all other people find those people probably doesn't take a genius to work it out if they're in sales or they're in that career reach out to those people wow you sat on a fucking gold mine is that shit good no is it good that's

12:17Jack Frimston:good i don't know if you get rid of many decision makers but it is good no but i'm thinking more

12:21Zac Thompson:like you know like the b2c coaching world so like people say like i coach individuals yeah how do i how do i reach out to those individuals or put them all in like a probably like a bit of a chat gbt or va job and then like you've got that list and then you start prospecting they are the people you're looking for people where can i find the people that have the symptoms of the problem i solve people that are already interested in self-development buying stuff getting yeah exactly god we should podcast really good now any uh to give the task it's my turn to give the task what i want you to do is i want you to go to in fact i'm going to tell you what the prize is straight up and then this will you might turn it off it's going to be two grand cash my god on the desk and if you live in the northwest of england i'll drive to your office to give it you a brown envelope and the cash um and basically all you've got to do is go to amazon sales as therapy five star review give us a five star review write some lovely words find someone else that's given it a review send them a message and say that you want to work with them i've been jack david frimston i've been zach thompson take care guys and respect yourself loft