 So we are here to talk about sales and yes I'll be doing a video about all the stuff in front of me But I wanted to make two videos one about the content in terms of all the how we're set up the Synology the Rio links people have been asking about camera systems, and we have a lot of how many cameras did we sell here 17 17 cameras? And I figured we'll start with because before you can go buy 17 cameras and configure a switch and configure a project you have to sell Yes, you have to sell the project and every every videos Even when people watch him because I like talking about the sales and nothing is secret as I like to say I'm very open about how we do things or how he did things in this particular manner One of these people asked us well cool Tom. I see 17 cameras. How'd you get the sale? Where's that magic job board that this was posted on that you bid on and got the bid and it were you the lowest bidder to cheapest bidder and actually this is Kind of like a Facebook sale. Well, actually it's getting to know you It's your networking sale. Yes. This is a networking sale. Really. This is you you physically know the person we sold this to yes And there's let me list but yeah, but you met them some way. You don't you do they don't yeah And this is why I tell people people buy from people they like that is Forever old sales adage that anytime you've been to anything in sales that part of it somewhere in some way That is phrased that says people buy from people they like Code calling does it work? Eventually, it's a numbers game, you know My wife used to work for the largest lender in America quick and loans and I mean they would have numbers that were insane They would expect you to dial, you know up to talk to almost like, you know Several hundred people a day trying to make these cold calls and things like that So I'm not saying cold calling said it's an effective way to do it But it's a numbers game the same thing with buying ads cold ads that just pop up while people are browsing the internet Yeah, the same problem You're hoping someone sees an ad and finds you more compelling than the other person's ad But they still don't know you have relationship with you a lot of our sales the majority of our sales one longevity of business Does play a factor so I'll say that is definitely thing in here And I'm excluding how we do sales on YouTube, which of course creating content is what maybe why you're watching this video But I'm talking about sales when it comes to just being social a chamber of commerce business events Our chamber of commerce is unique because we have a business networking group within it But if we didn't have that I would probably belong to something like B&I Their private and there's a lot of them We actually have another one called the downriver business association which encompasses several cities in the downriver area And so I've been to some of those events But whatever city you're in whatever group you're in part of it's being social and you will get a better sale Out of being social and that's one of the things I tried especially when you're starting out of business is I love how tech people They see a sales guy and the first thing if they ever find out what they get paid They're like they're overpaid they're overpaid I'm like but the sales is a lot of work sales is a lot of work this here Although Tom knew the person that purchased this equipment. It was not an easy thing to have happened You know we had to go out and and and and look at the site first to see what was needed And this is a sale that's been going on for quite some time. This was quoted out 13 months ago Yeah, originally with a different setup different camera system and everything and So when we went out there for the second time and actually rework some we actually removed a few cameras put cameras in different places so that it Caught more of an area, but it was price conscious people are price conscious out there They are and think about how hard that is if we didn't know him right and by the way I've interacted with them numerous times on Facebook and I bring Facebook up because well a lot of people In in my age my demographic around Facebook Don't believe the rumors of Facebook is dead last time they did her earnings call They talk about their daily active users and I believe I know it's close in the two billion range Of overall users and their daily active is like one and a half billion I don't remember the exact numbers, but yeah dead one There's a percentage a high percentage of the planet that is on the internet is also on Facebook Right, and I bring this up because a lot of people I don't see with filled up profiles of where you work or I see you ranting and raving about everything political or any Hot-button topic that you just want to kind of be I'm just gonna say a lot of people on Facebook They don't want to be right They just want to be an asshole and I want they want to argue on Facebook I'm just gonna throw that out there by being completely I post things that are funny or I post things that are somewhat relative But not overly technical to my business things that I may be engaged with then they've seen some of the cameras They must talk about things and we had a funny video for I had posted about it was an axle breaking in a car And it broke right in front of our shop and watching the wheels just kind of flop was you know Get this the camera had audio and that that intrigued them a little bit So like oh, you know it got a discussion going with the person who was buying this and That's part of the sales process is that getting to know people and that getting out there That's so much of it people think there's some secret job boards There are places that have job postings, but you're just a bunch of blind bidders and by the way the companies that frequently I find This is my Historical of dealing with these that post on those shop boards are going give me the lowest bidder to do this project I need to find the cheapest I That you it's not that you can't win some of those bids, but it comes down to the cheapest and I know the guy is doing It's gonna watch this but he knows because he's a business owner himself we did there is a little bit of margin on these but that's kind of the goal if you're just hustling things and Marking everything up 1% you're not going to stay in business long and that's how some of those bids end up when you find people on job Or you're just competing on price because they don't get to know you But other side again notice we have a reputation our reputation proceeds us. So he talked to other people Once again people will chime in on Facebook. Oh, yeah, Tom did a system for us Tom did a system for us over here People will comment on that and they go We're so happy the support's good if we call there, you know We've been in business for a while act out longevity thing and people know our brand and that takes a long time to build up And it's important that you're always building it up if you start doing everything In there's a there's a point at which you feel this way when you do something so cheap for someone you go I don't want to service that I gave it to him with a 1% markup and now he's just calling me every day And I'm like dude. I'm losing money on it because I got my time I can't pursue this next job because I'm so tied up on your job that I gave you for such a good deal Because you were my friend So you you still have to put margin on even if they're friendly would get to know people which is another trap people fall into But overall it's about getting out there granted. We gave this this project a good deal Oh, yeah, we did we gave this but I think we you know the thing that hasn't been said is value Yeah, what value do you bring if you got to figure out that value when I when I was selling insurance Was I worth a hundred dollars more a month or was I worth? A thousand dollars more a year What is the value you bring the value that tom and and the team here brings is the knowledge That know-how is important and being available and accessible every single time, you know, one of the things The guy that wanted this video. He wanted to see an actual Shot with this video and what it's so I actually set up the video I had kyle hold it behind me and we walked around and and I and I shot a video with this Audio and with the video here and just to show The client what it was going to look like for him and the and the clarity of the audio and the clarity of the picture So there's things you need to do when you're thinking about selling a product when you're thinking about selling You know a camera system a wi-fi system msp there you have to bring value to the table They got to know you they got to like you they then got to trust you and then you got to bring a value When you do that price is not really the the matter Yeah, and we did we actually ordered a camera prior to just one camera He was the specific one that they wanted because we talked about comfort one. That's the one I did the video with Yes, when you did the video with that's why I grabbed it and we did the video for the client This comes back to customer service. We you know talk to the camera and Put the video out there and took it outside show to what looked like outside show it looked like inside Showed the lights off that kind of customer care and things like that has been really What helps sell that value to them right and that's not something you're going to get from some random Job board posting or bid posting that you're going to see And that means you can get a more personal relationship with them And by the way, this is just one project for this client They usually lead to more projects or talking about a few other things or we'll be talking about this And by the way, some of your best referrals come from other people So he is undoubtedly made the phone call the people that we've May have mentioned things like that other people that we Say we did this camera system for your your current client base That's one of the quickest ways you can expand is keep leveraging your current client base Go hey, do you know someone else who needs a camera system like this? Clearly you're a business owner you interact with other businesses And that's thing by the way, and I will I think I have a video on this topic exactly But I will say again don't do paid referrals Because what happens is if I sell you a job But then say you can get a hundred dollars for a job you sell Suddenly you're not incentivized to say Tom did a nice thing or Lawrence Systems did a nice thing You're incentivized to line your pocket. Yeah, so some of these high commission ones I I've never set up because a lot of people ask about like a sales commission program for your clients I'm like Hey, send them a gift card bring them some donuts if they send you a commission But if you make it a paid referral They just become a salesperson for you and some people yeah, and I'm also like well If you think about the perspective that changes they're not promoting you because they like you anymore They're in that question may come up with their friends, you know, or what do you get out of telling me this versus, you know, they're sitting at the You know out to dinner gear with another business owner having interaction with them and they complain about oh My laptop doesn't work and I go my laptop works straight because Lawrence Systems takes care of it That's a that's the kind of referrals you want That's actually how a lot of our business has been growing over the years and things like that So I just don't throw it out there because the question come up how we get the job How do you do it and yes? I'm going to do a video on it because there's a lot of stuff here I'm going to talk about the whole project and how we planned it Um But yeah, it's about getting out there and getting in front of people So people buy from people they like like I said at the beginning and you got to get out there to be liked You got to be out there being social talking to people thinking about if there's a problem You can solve and there was a problem they can solve that needed 17 cameras for this Absolutely a little preview of what's going to be in this job, though There are site to site wireless's these are outdoor job boxes I'm hoping to actually do a video I'll do a video of all the hardware and then I'm going to do another if I have time go out to the Site itself right video because there's a lot of drone out there I don't get the drone out there because these are site to sites that are going to be going on different buildings Because there's one central setup and then the site decides at different buildings And that video will also involve how we planned it because by the way, I have been out there zero times That's a process that I let Brett take care of because this is part of the sales training right is uh If the business only uh can work with me then it's not It doesn't limit you it limits me a lot from growth. So um all this occurred without me ever being on site yet at all It's about duplicating your efforts, right? Yeah, you've got to hire people that are going to be able to be you out in the community And that's another video. We're going to talk about process and sales and everything else Head over to the forums and have this be posted in the forums to have a discussion there or leave some of the comments I try to get to the youtube comments. I've complained before youtube's comment system is not wonderful But you know, let us know what else you want to know about sales and things like that We want to create more videos on the topic But a lot of it is trying to make sure we understand what our audience would like to see and then we'll create more of it from there So all right. Yeah, that's about it. Like I said head over to the forums So that's my favorite place to have the discussion on these topics or suggestions for videos around sales But I will work on getting a video together on all the stuff here so we can get that sorted out as well I'm excited to see that one. Yeah, there's a lot to win into this. This is by the way, real links analogy Unify And some mini trend net poes That's I'll at least leave all the parts list even though I haven't done the video yet that next video is going to be that so All right, thanks And thank you for making it to the end of the video If you like this video, please give it a thumbs up If you'd like to see more content from the channel hit the subscribe button and hit the bell icon If you like youtube to notify you when new videos come out If you'd like to hire us head over to laurance systems.com fill out our contact page And let us know what we can help you with and what projects you'd like us to work together on If you want to carry on the discussion head over to forums.laurancesystems.com Where we can carry on the discussion about this video other videos or other tech topics in general even suggestions for new videos They're accepted right there on our forums, which are free Also, if you like to help the channel in other ways head over to our affiliate page We have a lot of great tech offers for you and once again, thanks for watching and see you next time