Sales VS. Marketing Part 2

0:00 The industry standard is 13% of your marketing qualified leads will convert to sales qualified leads. That's not, that's not even, they're buying something. Literally, remember my $10,000 window? 10,000 people, visitors, went to your website, clicked on your page, got through your sales funnel, and generated 100. Only 13 of those are going to convert into a sales lead, not a purchase. And the percentage is going to convert from that sales lead, small number. You're going to waste money if you're bootstrapping and paying marketers.

1:06 it's the same clothes, but who cares? We've got part two of marketing and sales and knowing that the difference between the two and how they all work together. So don't go anywhere. Nonprofits have to run the line between the two. Churches especially have to run the line between the two. Between a high performer and ministering to someone because you don't want to lose their eternal soul. Very, very important. But if you're a business, numbers run your business. If you're not making money on something, cut it.

2:07 months to years. Social media, months to years. It's consistency, consistency, consistency, consistency, and adapting. Looking at those analytics. Like if you have small views on podcasts or something, okay, you don't have enough views to make wise decisions, but you can use reels to help inform your content. If certain reels are performing and they're increased into high numbers, okay, great. Maybe that's content I need to focus on and I need to generate content that works like that to move over. But there's also looking at other podcasts, doing research.

3:13 take your prompt and kind of think on your prompt, expand your prompt and give you way more detail than a normal model. And you can use that as a free employee. AI agents are a real thing. People are trying to figure out how to make them work. But in marketing, because you have this vast world of information digitally marketing, that's going to be your biggest, biggest key using AI reasoning and AI agents to help small businesses and entrepreneurs grow. Big one ChatGPT reasoning, hit that reason, but that's a light bulb, hit it.

4:21 like cram this whole crowd into this funnel. And it will literally funnel. And it will 10,000 people, 100. 10,000 visitors to your website, 100 leads. That's that funnel. Now sales is short term, which is why I say if you're bootstrapping, focusing on it, it's tactical. Days to weeks, making the right calls, finding the right clients, making the right decisions, tactical, being laser focused on getting a deal, getting a sale. And if you're bootstrapping, that's where your focus needs to be. If you can't do that, find someone who can, and it's going to take you a long time to find someone who is.

5:23 a good salesperson, they're going to be able to turn people in two to three days. Find salespeople that turn sales two to three days. A car salesman only has legit 20 minutes to sell that car. Find them the car, find the person, get them the car they want, get them to sit down, get them to make that decision, which is why they usually don't discuss numbers before you do a test drive. Because a test drive, because customers do not make logical decisions.

6:26 Useless features. It's got carplay. It's got this. It's got a sunroof. Oh my God. And they're not telling you, well, guess what? You're going to be paying 10 to 15% interest, blah, blah, blah, blah. You know, interest rates are skyrocketing. And they're hiding all that from you. Because once you, once a man sits in a car, hits that sport button, revs that car and goes, the first time you probably sold them. Guarantee it. Guarantee it. And then there's a different way to sell to a woman and et cetera.

7:31 They'll put it on their Apple card or whatever it is. They'll, they'll get, they'll get locked into a contract. That's stupid expensive for cell phone companies. They'll get a car, $35,000, $45,000, $125,000, whatever you want to do. They'll pay that 6.9 interest rate. They'll pay that 12 interest rate. They'll pay that 18% interest rate because they need a car. Customers are experiential based. I feel good about the decision. I want to make it happen. The customers will make a purchase happen, whether or not they have the money, if they feel great about the purchase, period.

8:32 One of the senses that is less used, but extremely powerful in marketing is the sense of smell. Yes. Okay. So let's move on a little bit faster here. So sales is short term. Tactical focused on the bottom part of the funnel conversion. When you install marketing, they'll be focused on converting people that show up at the bottom of that funnel. Ads, visitors, et cetera, social media, boom. Okay. They've got PDFs. They download the PDF. They're subscribed to my email list. Okay.

9:36 just storytelling. I do storytelling. I am a marketer. I'm a marketing consultant. I help you tell your story, your story. It's built here at The Universe. It's built here, your story. Great. That's what I do. Okay. Data analysis. Love doing that. Lots of data. I'll pour through that data. We'll get metrics. We'll get understandings. We'll interpret it. We'll use proper statistics and algorithms and even some machine learning in there and just get some information from your data that you've collected. Of course, you didn't collect any data.

10:37 it and let me tell you, it hurts. So don't, so follow the voice of the Holy Spirit. If you're a Christian and you're a Pentecostal and you're Holy Spirit filled Bible believing, follow the voice of the Holy Spirit. Get the voice of the Holy Spirit confirmed. It's a whole other topic. Maybe I'll do one because apparently TikTok really likes ministry. It's weird. They didn't used to be that way. So watch out for that. If you're not following me, follow me on that platform too.

11:41 build relationships. That's a salesperson is, is building a relationship, converting to sale two to three days, week tops, not months, not years. That's more marketing strategy. If they're saying, well, this is going to return in two to three months and it's going to take a year. Okay. That's a marketer. And if you're bootstrapping, if your business does not have the funds to pay for marketing, that's going to pay off way down there. Marketing. You're going to have success and failures. A and B testing, ABC and D testing, all that kind of stuff.

12:44 agreements between teams, lead follow-up project handling. Like I call our salespeople, universe experience agents, technically salespeople and project managers are to customer called universe experience agents. They operate your experience. They curate your experience. You have a problem. You call them, they work with you, they connect you to where they need to go, et cetera. Okay. Universe experience agents are great. They built a relationship and that can be marketers can be assigned there. Salespeople can be assigned there. There's an overlap and that kind of thing, SLAs and things close-up reporting.

13:47 capital, cut it out, take that capital, put it into something that is really working and amp up ads and things of that nature when they're really, really working. If you have a low success rate on something, it's okay to drop it. If you have an extreme high success rate on something, put your eggs in that basket. Maybe, you know, give two or three extra eggs in different baskets. Okay, fine. But if something is succeeding, great. You've got that niche. You've got that gold.

14:48 Guaranteed. I will pray sometimes. People are like, why are you praying in the middle of a meeting? That's what the Holy Spirit lead me. I don't recommend everyone do that. Please don't tell your sales people to do that. You'll turn off sales. But let them be inspired by the Holy Spirit. Right? And if you're a corporation, that's all relationship building. Like ministry is relationship and discipleship and growth personally. Plus in business is numbers. And so I have a strange hybrid between the two because as a good leader, I listen and hear and try to negotiate and help and fix personal problems and give advice and those kinds of things that help people improve personally.

15:53 We're going to skip those. I want to come back to them next podcast because I could spend an hour just on those. And if you're bootstrapping, we want to focus on sales. So let's skip and build a sales pipeline. Okay. Here's the map stage. Prospects to qualified lead to proposal to negotiation to closed. Prospects. I bought an email list. I bought a phone list. I pulled a bunch of phone numbers. I've done networking. Great. Got business cards. Okay, great. Here's your, here's prospects.

16:55 and learn the processes and they begin to know what works and such, you're going to find those numbers really start to skyrocket. It's, it's awesome. So then the next is proposal, right? Okay. This is how much our services cost. We don't negotiate. This is how much the services cost. This is how much that is. And if we feel the customer is going to have a long-term, right? ROI, ROI, long-term return on investment. We will gladly give discounts, save here and there.

18:00 or two times that I'm going to cheaper here. And the good salesperson is going to say, yes, you can go there if you want, but you told me you value the service for X, Y, and Z. And I guarantee they may or may not do that, but we do. And that's why we cost this because you want to fix X, you want to fix Y, and you want to fix Z. We can do that. Okay. It's a different kind of conversation.

19:05 if a simple CRM, [inaudible] Monday, simple task management system, Trello, emails, spreadsheets, just have a system, other than emails, preferably, but have a system. It's a virtual filing cabinet and that tracks stages of customers. So you may have a list. Okay, great. These people contact, this person's moving to the next stage. Great. Here's my spreadsheet of people that moved on to the next stage. Great. They're going to go on through this stage. They are the stage there. Oh, they closed. Great.

20:09 lots of money on, and you have no capital, and you're losing. First thing you do, don't cut wages, don't cut salary, cut entire lines of business, especially if you're overextended. But it's my dream. You can get back to that. Save the asset, save the resources, temporary close down, move on, save it for when your company is expanding, and the market is more accepting of that particular line of business. The market is not forgiving. Those tariffs dropped, stock market went, and as soon as Trump was like, okay, we'll return, we'll relax on some of those tariffs.

21:09 to use data, good executives are going to use data with their experience, with their team, and come up with a great solution. Okay? They're not going to just data-driven, they're going to include their team. They're not going to include their team, they're going to include the executives. They're going to make wise decisions based off of experience, data, and their team. But usually, you might have a bad leader. If the whole team is terrible, and the executive is saying, my whole team sucks, now would be a great time to fire that executive.

22:10 always, my team is negative, my team's not doing this, blah, blah, blah, blah, is they're just not being a good leader. They're just not leading. Go find someone that is, fire them. Don't make the mistake of firing employees, if, if it's a group of them. Sometimes in instances, we'll fire one person, and then the executive's like, oh, this other person's a problem. I'll fire them, replace them. And then you start getting this revolving door, firing and replacing, firing and replacing, and losing key talent, and key valued talent, and you're losing them, and it would be too late before you discover, hmm, it's you.

23:21 preach, so I can talk. I can just, until my vocal cords can't go no more, I can. But I am not going to a date and talking 70% of the time. In fact, I will keep like a mental, like the Holy Spirit will like, oops, oops, you're talking too much. Let your talk. Because it is better for the relationship if I listen 70% of the time and talk 30% of the time. And that's true of sales. Okay? Now, not saying dating is a sales transaction.

24:27 I said, I could kind of do X, but it's going to be very expensive. And then we looked at the ROI and we took on the project, but that's different. The sale was executed flawlessly because they listened and we were able to come to the table with unique solutions for that particular client. In fact, many of my clients, boom, listen. Okay. I can fix that. I can fix that. I can fix it. I can't fix that. Now we can come back to that.

25:27 and stuff, I'll respond 24, 48 hours. Depends on the communication method, but I will respond because your time is valuable. I will respond because your time is valuable to me. And guess what? All those clients, I spent more time responding almost immediately. I don't care if I'm in a taping and my phone's not with me or it's on silent, I get it. But then I'll respond towards the end of the night. Respond or I'll schedule things. I love scheduling messages and iMessages, scheduling them, emails, scheduling them, boom, boom, boom, respond.

26:30 pay it almost immediately or within the net. And you'll have less trouble getting money from those clients that you answer and that you're proactive with. We're not just talking about, hey, did you get my invoice? No, we're saying you're engaging with them. You're following up with them. You're being personable with them. You have a relationship with them. And if you can't do it, great. Get a salesperson. They're building that relationship and have them be the account executive. Very helpful. 100%. Very, very helpful.

27:33 like you're needy or greedy or whatever, and then not too little. So they don't know, they don't forget about you. You don't want them to forget about you. You want them to, they want to be fresh in the mind, have them think about, have them think about, especially if it's a pain point. Because what's going to happen, client, client called me, you know what? We weren't going to take your service. But this week you reached out to me and client, client called me, couldn't find X on my website.

28:33 oh my God, he's talking about mysticism. Oh, okay. No, no. Holy Spirit's real. Greatest cheat code to living life. Greatest exploit in life is having someone that knows everything and being able to commune and talk with them. It's, it's awesome. You'll find you'll, you'll save yourself trouble by listening and following the voice of the Holy Spirit. So that's why I talk about the Holy Spirit a lot. And I'm an emphatic Christian because it's changed my life. Not just, you know, oh, it's religion.

29:35 in some advanced content resource management or contact, sorry, resource management. I switched them up again. Contact resource management. Salesforce, you can automatic, automate it. So they plug in. Oh, I made this call. Boom, boom, boom. We'll put them on this path and we'll send this and this, this, and maybe they'll spend 30 minutes to create those follow-ups. Just remember once they make the sale, turn those off. You're saying, I forget that call. I was like, oh, I'm sorry. It must've, someone must've forgot to unschedule that.

30:37 I know you're like, oh, well, everyone sees through that. As long as you're honest, it's going to trigger subconsciously positive results. Now, if you're making them up, it's subconsciously, especially with women. They're going to be like, that's a lie. I know. Because their psyche is designed. That's, that's not a story for another time. Please don't, don't lie to people. Don't do it. Don't have testimonies. Great. Don't have a testimony page. If you've got testimonies, put a testimony page out there. If they're real good testimonies, real good success stories, flip out your phone, film them for 60 seconds, 30 seconds.

31:45 that person that you can do it. When you hang up that call, they're like, yeah, okay, let's go to that next meeting. I guarantee you if they're a good business owner, they're either researching or they feel like you already have the expertise and they're not researching. Chances are if they don't know who you are, they're going to research you, pull up your social media, pull up your website, all those kinds of things, improve them, make them good, include your testimonies. Your clients and customers are doing research.

32:48 newsletter, marketing qualified lead. Then sell that to be converted from marketing qualified lead to an SQL because SQLs will turn into clients and customers. Now this is important. The ROI conversion rates on MQL to SQL. So what you do is you would take your number of SQLs divided by the number of MQL sales. You're going to have more. If when you add a marketing department, you're going to have way more marketing leads coming in than sales leads, right? You divide those two.

33:49 10,000 people, visitors went to your website, clicked on your page, got through your sales funnel and generate a hundred. Only 13 of those are going to convert into a sales lead, not a purchase. And the percentage is going to convert from that sales lead. That's going to depend on variance, but small number, which again is why you're going to waste money. If you're bootstrapping and paying marketers, you're going to waste it because you're literally going to need to spend thousands and hundreds of thousands of dollars to build great marketing strategies, great marketing.

34:54 and the right alignment with your business, right? I said, if you do not have the resources for marketing, don't go this way. If you have a resource for sales, okay, go to sales. But if it's an alignment, if it's a fit, Hey, The Universe can help you 100%. We can help you scale horizontally and vertically with lead generation in your digital performance. We can also consult on some of your in-store concepts and we can also consult on some other things, but where we really excel is digital presence and really help you amplify your brand and help you tell your story and build that marketing.

35:58 Okay. ChatGPT will help you in sales. We'll help you with scripts. We'll help you with content generation and can help you. Okay. We just help the business in November quadruple their sales come in. Awesome. I look forward to helping build those sales and that creativity. It's a hands-on approach, right? Okay. If you hire a marketing company and they give you a form to fill out and they send you an email response or they send you courses and they make you do it yourself and you spend, you know, you can spend $5,000 and get a marketing course.

37:01 I can only tell you what I did and they should only be telling you what they did. If anyone makes a guarantee in this digital landscape, they're fraud in scamming you run, run. I can't tell you how many of my clients have picked me up because of someone had frauded them. Someone had, in fact, I had an emergency call. Someone ran with thousands of dollars and they're like, can you help me? I'm like, yes. Yes. It's not cost you eggs. I understand that you, something happened here.

38:08 relationship building. They knew I had to suspend client work and work on this emergency to help them out. Boom. That's the difference between an experiential marketer and someone who just shares services and products. And it's like, here you go. Here's a good looking, here's a skinned website. It's beautiful. It's what you want. If you hire me as a marketing consultant or you hire any marketing consulting firm, if they always say yes to whatever you want, run, they're not gonna help you grow your business because they have expertise.

39:12 do that, but we don't think you're going to see growth if you do that. I have to warn all of my clients and they're like, well, we don't want to do that. Like, I don't think you'll see growth if you don't do this. It's up to you. At the end of the day, if you want to vertically and horizontally expand, you need to hire people that you trust, do the job, verify they can do the job. I'm not saying, I'm saying trust, but verify, simplify, trust, but verify, but trust.

40:15 on any one of our platforms. I will tell you that those are checked regularly, but those are checked once a day, or email, and all those kinds of things are checked, are almost instant. So, let me pray for you. I pray that you find that, not only find this information useful, but I pray that God's divine, God guides and directs your steps. That not only that you find peace in letting go, maybe marketing is not the thing you need to do now, or maybe it is, but you find peace in taking that next step.

41:19 business where it worked for them, but it will not work for you. You can learn from other companies, and maybe while you're growing, copy some marketing because you're saving money on marketing. You're copying these strategies, and you're trying these things. Great. Do not cookie cut someone else's business, and slap your name on it. If you want to create a good business, you want to create, learn what your customers want, what your customers need, beyond want, need, and find a way to reach them and execute those sales, then grow into marketing so you can scale vertically, horizontally. Grow. I want you to grow. Be creative. If you're an entrepreneur, start with sales. Recommend it. We'll see you next time right here on this podcast.