Transcript
Joe Troyer: We’re going to talk about some niches. Niches. Niches. Niches. I’ve talked quite a bit about niches in the past, but I’ll do another quick run through. It shouldn’t take me long. What are the niches? Let’s rephrase this. What are your pay per call/pay per lead niche requirements? Let’s put it that way instead and I’ll share some niches as well. This is way too big. It’s tripping me out. There we go. For me, guys, at the end of the day, I like selling to blue collar versus white collar. The reason why is I can talk chest to chest. I can talk logic and it just works better for me. I don’t like long sales processes myself.
Joe Troyer: If I can choose a niche where I can literally get to a business owner in three or four phone calls and I can pitch one in two or one in three and I get a sale, so effectively in one in 10 cold calls, one in 15 cold calls is going to net me a new customer, why would I go after a vertical where I need to make 200 phone calls to get a new customer? Give me a three if that makes sense to you guys. That’s my prospecting style too. I’m not saying that that can’t be different for you. I’m not saying that you can’t crush it with white collar. I have a friend that crushes it for personal injury attorneys. He’s a personal coach and client of mine. Absolutely, fricking crushes it. That he makes more per customer and he has a longer sales cycle than I do.
Joe Troyer: For me, it’s not my preferred niche to go after. This is just my personal preference. That all means if I had a strategic partner that gave me an in with 3,000 personal injury attorneys or 3,000 of some other niche and I could go pitch on a webinar, one to many to all 3,000, do you guys think I would be in? Yes or no? Let me know in the chat. What do you think? Of course, I would be in. I would be in like white on rice, man. I would be fricking all over it. But because of my prospecting methods and I know how I’m going to get customers, how my team members are going to get customers, it makes sense for how I’m going to prospect for me to go after blue collar versus white collar. Give me a two if that makes sense to everybody real quick.
Joe Troyer: Fantastic. Then next up is that the leads turn over within one to two weeks or faster. What I mean by that specifically is that if lead comes in within one to weeks, the chances are if they’re going to convert, there’s a 90% chance that they’re going to convert in that first week or two. Are there sometimes stragglers? Yes. But, I want to be able to show a prospect you spend this much money in marketing and over the course of the next 30 days, this is what you made back. This helps me not always deal with the what did you do for me lately or what did you do for me or what’s the return that I’m getting and me not being able to quantify it for a customer. Everything that I do as a business is very results-oriented.
Joe Troyer: You guys see that, right? Give me a three if you guys see that. In everything that I do as a business in my agencies that I built and run and sold and in my software companies, in training companies and now in these webinars with you. Everything that I do is all about results. Everything from A to Z. For me, I have to be able to show this. As long as I can show this, I will sell harder than anybody else. I’ll stand on top of a rooftop and fricking shout it because I’m confident that I can get people a return on investment. That makes me very confident in my prospecting and in me working with clients as they come on board and also makes me very, very confident with my team. When I look at their numbers and I’ve already benchmarked my numbers, I can say “Yeah. But, you should probably be here. Try this. Try that.”
Joe Troyer: I can be confident. You can do this. I know in the next two weeks if you really try, you focus on selling with quality, you can up your close by 10 or 15%. It gives me a little bit of a different perspective and attitude than most people. Blue collar versus white collar. For me, again blue collar. I need leads to turnover within one to two weeks is kind of the general rule of thumb or at least the majority. This is kind of like duh one, but not sure of how to say it without just saying higher ticket. Yeah. We all want higher ticket. You want to be in a business that has 10% margin or a 5% or you want to be in one that has 30% and has a higher ticket. Well, duh. I want to be in a higher ticket. Let’s just say this.
Joe Troyer: Let’s say that you are considering working with a florist downstairs right around the corner [inaudible] or you are going to work with a roofer. Which one is going to be easier to deal with? Which one is going to be easier to quantify? Which one is going to be able to be easier to show the return on investment? For me, it’s all about that roofer. I get them one lead that turns into a good quote. Somebody says yes to the quote or somebody has their insurance approve the program or approve the quote or they apply for financing, dude, that’s money in the fricking bank. It’s very easy for me to show my value. At the end of the day, guys, these are kind of my big three criteria and a lot of these, guys, are kind of obvious things.
Joe Troyer: Let’s step backwards for a second and let’s talk about the number one thing. Let’s step backwards. Let’s step back three steps and let’s talk about the number one thing. The number one thing is you got to like working with the niche. A lot of people say you got to work in a passion niche and I always thought that like that was bullshit, like yeah screw that. I make money wherever. It’s money. It doesn’t matter. But long term to really not get burnt out. When you wake up, you got to be excited to go to work and you got to be excited about the things that you’re going to do today. Not like “Shit, man, I got to deal with another fricking florist.” That shouldn’t be what’s in the back of your mind.
Joe Troyer: If that’s what’s in the back of your mind Monday through Friday from nine to five or whatever your hours are, work is going to stuck. Your life is going to suck. First and foremost, you got to like working with the niche, I believe, because you’ll enjoy it. Talking with prospects will be a fun time for you. You’ll get to know the niche. You’ll become an expert in the niche. You’ll be able to help people. After all, I think that’s why most of you got in this space. Make sure that you always consider that first and foremost.
