Communicating with Clients: Lessons from Dan Faber

landscaping sales sales Sep 08, 2023

On a recent episode of the Kid Contractor Podcast, Caleb Auman interviewed Dan Faber about improving communication with clients. Dan shared valuable insights from his years of sales experience.

Some key lessons included establishing rapport with clients by understanding their preferred communication style. It's also important to ask the right questions to uncover their true needs and decision-making criteria. Dan emphasized focusing on solving the client's problem over making a sale.

The discussion provided practical tips like using "feel, seen, heard" language to gently address disconnects. They also explored how to have difficult conversations by staying in a nurturing "parent" mindset. Different personality types prefer different approaches, so it's good to understand behaviors like dominant "D" personalities.

Overall, the episode gave a helpful framework for each stage of the sales process. From initial contact to follow up, strong communication is key to building trust and...

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Focusing on the Right Behaviors for Success

sales sales cookbook Sep 07, 2023

On the latest episode of the Kid Contractor Podcast, Caleb sits down with sales expert Dan Faber to discuss developing a more strategic approach to growing his business. Dan walks Caleb through the concept of a "sales cookbook" - identifying specific behaviors, goals, and metrics that are within his control to track.

They map out Caleb's sales pipeline from initial conversations all the way through to closed deals. By working backwards from desired revenue goals, Dan helps Caleb determine how many conversations, appointments, and referrals he needs each month to hit his targets. This "cookbook" approach gives Caleb action items to focus on rather than vague outcomes.

A big takeaway is the importance of understanding your "why" - having a clear motivator for pushing yourself outside your comfort zone. For Caleb, financial goals like paying off debt and funding retirement are driving forces. With accountability and tracking the right metrics, specific behaviors can be optimized over...

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Lessons from a Pushy Sales Encounter

sales Sep 06, 2023

We recently had an interesting experience with an overzealous salesman that has provided some valuable lessons about different sales approaches. It started when a representative from the National Federation of Independent Business (NFIB) stopped by our shop to conduct a survey.

Right away, it was clear this salesman had a polished presentation down to a science. He worked to build rapport through the survey questions and highlighted how our answers aligned with other small business owners. His pitch about the NFIB's services was certainly convincing on the surface

However, things took a turn when he began aggressively pursuing the sale throughout the day. After our initial meeting, he pried for details like what car my wife drives so he could follow up with her later. He then showed up unannounced at our office multiple times trying to close the deal.

By the end of it, we just felt stalked rather than served as customers. While persistence is important in sales, this guy seemed to...

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