Jon Carson Consulting - April 2022

Jon Carson Consulting - April 2022

APRIL 2022

REIN IN YOUR LEADS THIS MONTH AND ‘QUIT HORSING AROUND’

81% of leads are not followed up on.

The No. 1 challenge most new clients task me with is converting leads into sales. I’m often told things like, “I have a plan to get leads,” or “My leads seem strong, but I just can’t convert them into sales.”

By the way, I discovered this to be true in the early 2000s with my own studies, and now I have confirmed it with recent evidence gathered from my current clients that have a sales issue. In actuality, these folks don’t have a sales issue; what they have is a follow-up problem. If it takes eight touches to turn a prospect into a client, what are you doing between now and the time they decide to buy? Keep in mind as you ponder why your leads are not being followed up on that most prospects forget about you after just 30 days. In addition to this, if too much time has passed without follow-up, some of your customers or past customers are forgetting about you as well. We all want to feel appreciated and feel like we matter. Considering this, it’s up to you to build a system for following up. You owe it to your team to do so. On follow-up call (or touch) number one, the first objection is typically “I don’t want it right now” or “I’m not interested.” That’s great news because an objection is a form of a buying sign. Now, what’s your plan for touches 2–8? The best sales book in the world supports this system. That book is “Green Eggs and Ham” by Dr. Seuss. The selling story is this: Sam asks for the sale (or to eat green eggs and ham) 15 times. The prospect says “no” 69 times. However, in response to the 16th ask, he says, “YES!” What are you doing to add value? Is your customer or prospect better off after you met with them than before? If that’s the case, you added value. If not, keep trying. Get back in the saddle like I did on my horse Captain this month in the photo. Grab the reins on your sales leads and follow up! My motto, “Love me or hate me, you will never forget me,” works when it comes to fearless follow-up!

Here’s a statistic you should print out for your sales team, and maybe for your entire office:

-Dave Tester

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GO GREEN AND GET NOTICED 3 WAYS YOUR COMPANY CAN STAND OUT IN ‘GREEN NOISE’

Earth Day is a great opportunity to give your customers what they want: proof that your brand genuinely and authentically cares about your local economy and the planet. Many companies promise to “go green,” but these days, a simple recycling program just won’t cut it. To win over eco-friendly prospects, you must continually prove that your business doesn’t take a day on this planet for granted! Here are three ways to do just that. 1. Bring your whole team onboard. To become a “green-thinking” business, you should start from within. It’s not authentic to promote recycling or planting trees if your employees don’t believe in it, too. Start by launching an internal incentive program with a different challenge each month (like recycling at home or driving less to reduce emissions), then reward the employees who recycle the most or carpool, bike, and walk to work. To really go the distance, consider volunteering at a cleanup or local conservation event together. This creates meaningful change and builds strong employee relationships. 2. Create a green task force. Could you be doing more to protect the environment? The

TESTER-

MONIALS Are you ready to better yourself and your business? Have Dave secret-shop your front desk today! Call 208-707-9807 or visit GoDaveTester.com for more details.

“Thanks Dave! I have tried calling, texting and emailing my client to get a five-star review, and you did it. I appreciate your help!” Jodi Ludvigsen Realtor

EasyStreet Realty Las Vegas, Nevada

“I used your double dial on reactivations, and it worked great! I scheduled 4 reactivations using that yesterday. :) I just wanted to let you know how well your training works!” Jaelyn Landry Virtual Receptionist Directing First Impressions Dallas, Texas 2

answer is probably yes, and you can start by developing a task force of employees dedicated to examining your business’s processes and products. They can determine how to improve your systems to make them more sustainable and bring local experts to help! Here’s an idea to get your group started: Food waste has a tremendous impact on the environment. Approximately 38% of land on Earth is used to produce food, but about 32% of all food that is produced is wasted, according to Recycle Coach. That wasted food emits carbon dioxide in the landfill, but you can fight food waste in your employee kitchen by donating uneaten food to local pantries, creating a community garden, and investing in a compost system. 3. Take your efforts community-wide. In today’s business world, going green looks good! According to First Insight, 73% of Gen Z customers are willing to pay more for sustainable products, and other research has shown

they and millennials want to work at/with green companies. You can leverage your new eco-image by engaging your local community, hosting events, and offering incentive programs. Consider hosting a community Earth Day event like a 5K to raise funds for a local conservation group or planning an environmental lecture, trash cleanup, or sustainable farm-to- table dinner. To ensure this benefits your company as well as the planet, partner with other businesses, offer prizes that include your products and services, and/or make an offer to customers who attend the event to boost your retention. Beyond events, you could offer special promotions for customers who choose eco-friendly options like going paperless. Once you have developed strong internal and external practices, don’t be shy about the work you’re doing. Promote it on social media, in your newsletter, and in conversations with your clients. Be proud of the work you do to protect our planet — you just might create a strong movement behind you.

GG Gretchen’s Kitchen (My Mom’s Secret Recipes) BREAKFAST CASSEROLE

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INGREDIENTS

208-707-9807 Learn More: GoDaveTester.com Office Locations: Boise, Idaho, and Las Vegas, Nevada

• 6 eggs, beaten • 1 cup milk • 1/2 tsp salt • 1/8 tsp ground black pepper • Cooking spray • 3 slices bread, torn into pieces

• 1 12-oz package cooked breakfast sausage, crumbled • 1/2 cup Monterey Jack cheese • 1/2 cup shredded cheddar cheese

DIRECTIONS

Corner Post MINISTRY

1. In a large bowl, whisk together eggs, milk, salt, and black pepper. 2. Spray a 2-quart baking dish with cooking spray. Spread bread pieces out in an even layer on the bottom of the prepared dish and top with sausage, Monterey Jack cheese, egg mixture, and cheddar cheese (in that order). Cover the baking dish with plastic wrap and refrigerate 8 hours to overnight.

If you would like to listen to Dave’s spiritual podcast, visit CornerPostMinistry.com.

“If you confess with your mouth that Jesus is Lord and believe in your heart that God raised him from the dead, you will be saved.” Romans 10:9

3. Preheat oven to 325 F (165 C). Remove casserole from the refrigerator and let sit at room temperature for 15 minutes. 4. Bake casserole in the preheated oven until bubbling and hot throughout, about 45 minutes.

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6700 N. Linder Rd., Ste. 156 #297 Meridian, ID 83646 208-707-9807 GoDaveTester.com

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‘Quit Horsing Around’ This Month

How to Make Your Company’s Eco-Friendly Efforts Stand Out

Testimonials

Breakfast Casserole

Welcome Spring With Open Arms

GET SPRUNG 4 Ways to Harvest Positive Vibes in Spring Have you ever noticed that springtime just feels lighter and brighter? That’s because, believe it or not, the seasons affect us. When spring rolls around, the energy shifts, and it’s up to us to maximize those positive vibes. Let’s examine how we can make the most of spring and inject some color and vibrancy into our lives again after a long winter.

Rely on color. Colors have the ability to elicit certain emotions and feelings. Tropical tones and pastels are everywhere in spring — the clear sky, grass, and flowers — so allow them to fill your space and take them with you as constant reminders to smile. If you’re up for it, wear some new colors to brighten up your wardrobe, and don’t forget to take in a sunset when you’re able! Enjoy more hours of daylight. Spring brings more hours of sunlight and warming temperatures that can give you more time to enjoy your morning cup of coffee outside. You can take an early stroll around the block, get in a workout outdoors, or just enjoy the fresh air. Also, many areas observe daylight saving time, which extends sunlight into the evening, so no matter how you choose to spend your extra daylight, make it an adventure. Welcome spring-cleaning. It isn’t called spring-cleaning for nothing! Decluttering, dusting, reorganizing, and tidying up feels great! It’s empowering and

refreshing. There is something special about creating more space in your living space that gets the positivity flowing.

Eat fresh, colorful foods. During spring, many delicious fruits and vegetables come into season. Berries, oranges, apples, carrots, avocados, cherries, spinach, and kale are all at their peak. Your local farmers market is a great place to get the freshest produce to fuel your body!

Spring is a time for new beginnings and positivity. Make the most of this spring season by welcoming a fresh abundance of love and life.

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