Understand the Client’s Needs and Tailoring Products and Strategies Around This

Hamish 00:00
We got the magnets ready as well. Commercial builder

00:11
just woke up 1030 Major alarm set.

Corie Dawson 00:14
And this right here, get about take the cars so sticking them up.

Hamish 00:18
I thought we’d get everyone to say yeah, we’ll

Corie Dawson 00:21
start with the problem Fair enough. So just pick them over next time and then go right commercial builder for employees just started is conflicting. Spending IT spending that huge amount? Yeah, three figures a month. How can we so while we chit chatting as to cut up Sure, so people have time to think about All right, so what do you get out of that quickly? I don’t want to get don’t look at the cars tell me what it is.

00:56
Like being a team now.

Corie Dawson 00:59
Tell me what the profile was. Did you hear all the details? You write it down? I didn’t write it. Okay. So what you need to do is you need to start writing things down. The commercial builder, everyone write them for employees just started with the agency spending three grand a month, and they’ve been around for 15 years.

Corie Dawson 01:22
Alright, so what are you thinking just about Hamish?

Hamish 01:28
I’m thinking this builder is, is really keen to create the marketing, they want to get things happening this year, because they’ve never done it before, then all of a sudden, they’re just spending an exorbitant amount of money on it. So straightaway. He’s been wanting to make stuff happen. They probably have really high expectations as well.

Corie Dawson 01:46
Can anyone see anything fishy with this? To try situation? Not useless?

01:51
Maybe I’m wrong. For employees. That’s not a lot for commercial builder.

Corie Dawson 01:55
Yes, that’s a problem. And what else?

01:58
interesting experiences.

Corie Dawson 02:02
Yeah. Yeah, so what situation? It’s a very odd situation, you’ve got a commercial builder, right? That’s been around for 15 years. With four employees. That’s just marketing. And it’s very huge amounts of money. Yeah. So straightaway, what would with those details? What do you think?

02:26
And then he uses a lot of other former employees are probably just like, sort of the managers, the rest of us are just subcontracted.

Corie Dawson 02:33
So why are we getting? So? Okay, I think I’ll be

02:39
asking about the structure of the team, like Dylan said, I won’t be assuming. And I’d also know that if he’s been around for 15 years, I’m assuming for employees, he’s probably got rid of a few tons of tough, and he’s relying on marketing to get it going. Again, three grand is a big amount of start straightaway. So I know he’s a little bit nervous as well, I mean, his results pretty quick.

Corie Dawson 02:58
So what I’d be thinking off the bat is being called. Okay, yeah, that’s the first thing I’m just saying, are carried out. So there we go. Now, you’re gonna be going for 15 years, you know, what some projects will be done? Blah, blah, blah. You know, I noticed that you’ve got a very selected team. See how he’s those positive words. For people? How long have they been with you for? Right? So you guys want to assume stuff? I want to ask questions. So assumption is, like, important in terms of assuming stuff, but we need to put that in a box that we still know nothing. It’s like a starting position. It’s like, okay, I think this is what’s happening. Right? And I believe it’s called a hypothesis in science. Right? It’s a sort of like a, an idea or concept by mastering that box as a concept. You must not fix it down, as you know, everything. And that’s the danger. So you go in there with some open questions, and you’re, you’re testing your hypothesis. Okay, so you’re gonna go in and say, you know, commercial building, what sort of project and I, you know, I’ve done this, I’ve done that. Okay, so give me some commercial projects that you think violent with 15 years experience will?

04:12
Most likely, likely Oh, I’ll ask if he’s been working with government for when he started, given that he just recently started

Corie Dawson 04:19
asking questions like that, though. Yeah. Ask the client just had an interest. So I can get to a visitor, like, what sort of work do you do? Do you do and, you know, help them out a little bit like, it is an uncomfortable pause, or what do you mean, you’re not asking? Like, you know, you want the question to be somewhat leading without being leading, you know, Is it government work? Or is it more private work? Is it a mixture, and you’ll go to MIT you say, I love it. We just had to 60% Split 50% split on now we do probably 80% government. Right. And that’s it and then I would lay this out. Is that why you’re spending quite a bit of money in marketing? Yeah, like we want to get out but we’re not making much money margins, blah, blah, blah. Okay, that makes sense. You’re trying to make sense of the situation. Okay. Right. Yeah, when is 15 years old, we don’t need a lot of stuff because all this stuff is contract basis with the government. And we’re finding that, you know, things are starting to tighten up. And we will expand the team a little bit, we met a marketing company, King Kong, and they promised us because that’s what I’m thinking, straightaway, this figure pops up thing is the King Kong account. Right? You know, we’re locked in for 12 months, blah, blah, blah, there’s not much we can do. You know, what do you go from there?

05:44
I kind of I wouldn’t pivot away from the pricing. But I’d have a discussion with them about well, what are the works come from before on a commercial contract and potentially tend to work three grand on the marketing, they’re not going to win a little large jobs, it’s all relationship based, sort of a conversation about the website and discuss, look, if you’re locked in for 12 months, you can’t get it up. Let’s work on the website for 12 months as well. A super low fee of 245. You’re gonna know the experience with us is 10x what you’re getting with them.

Corie Dawson 06:08
Never bag someone has experience. You’ve got to get out of the habit of bagging people. Okay, I’ll take it into your world, right? Let’s just say you met a girl. Right? And she said that I’m going to do things way better than your girlfriend. Your ex girlfriend. Is that weird? Yeah. Okay, so don’t make it fucking weird. Okay, you just do you, like talk about you? And what you have, don’t worry about what the competitor is. Like, because who wants to admit that they’ve chosen the sheet supplier? Okay, so don’t even go down that path. Don’t embarrass your clients. Right? Just say our point of difference is we focus on customer service, we found that a lot of people move to us because of our incredible customer service. Right? And I didn’t get to say no, I’m sure the company you’ve chosen is doing a great job. That’s why you know, if you’re just on one contract, stick with them. But I think you just have to isha may ask Have I got calculus? Do you like the website because we can do a bit of that, because I’m looking at website, it needs a bit of love to see, you know, when you agree, if you mean give that other company said that as well. And, you know, they can’t really do it and blah, blah, blah, yet no matter what company it is, I’ll be working with King strong, no king calm. And you will find them quite good. See, I’m leaving, and you finally are there, alright? Don’t attack it, they’ll suck themselves up. That’s what they do best. All you got to do is be the nice guy. Shining Armor waiting there.

07:49
For him to fuck up.

Corie Dawson 07:51
And it happens in six months, three months happening, it’s more likely happening. And the more like, the less you say about that company, the more likely he is or she used to speak about God is when you start bagging that company, they’re gonna shut the doors down. And you say that they’re pretty good company. They’re gonna say, well, well, we have had a great experience with them. You understand why you just don’t need to worry about them. They’ll fucking shoot themselves in the foot, whatever company you’ve got. That’s the beautiful thing about our company. You can know what 150% That we will smoke the competitors on customer service. I mean, that’s why we spend so much time on our customer service. I mean, you guys have noticed we look upstairs, you see a lot of new faces. Right. That’s the improve our customer service. So it’s a big investment, my part. Right, and we’re still currently hiring. So we’ve just hired Renee, you know, she’s going to be doing the graphic design side of things. But we’re also looking at pushing her also into a bit of customer service as well in the web design side of things to make the process even smoother. Right. So you should always understand that two point of difference. Your point of difference is not around getting the deals. Okay, it’s around customer service. Right? Because that’s going to be their bugbear because we can’t prove that we do a better job in terms of getting the leads. So essentially we did the same thing you understand is why if you have two restaurants right both restaurants make good food or really great food. One of them has excellent waitstaff you know go get another treat Alfie is anything else you want our feet, you know, cut off a candle for you and your business down there, you know like that your food will not be long, right? That’s a great excellent selection. You know? You know first a little bit long, I bought you a complimentary bread and some olives to say thanks for waiting. I mean, sounding so small, so cheap. That will be part of my post go to restaurant. If you’re waiting for more In 10 minutes, right? You go to the complimentary section you get the confidential bread and olives and you get that shoe on the table. And you apologize. Right? Because how that makes you feel special? Yeah, I bought you some complimentary on loops and grapes. I first asked them why olives? Right? We all know that people don’t want to put the bread on the table. Or then you know, get the candle out. For you and Mrs. Trump interested in some wine, we’ve actually got a special the moment, right, I’d have always had a house Special. Special bottle of wine, right, which is a nice mirlo or something like that. And it’s only five bucks a glass. That’s how I roll. I’d have the odd have the bottle one on standby. And that’s how I roll with the restaurant if we were running late. Often that glass of wine so look, just between your main running like we’re all I’ve got this bottle of crap on the one normally eight bucks a glass, we’ll we’ll do 10 bucks for Toby bump. What am I trying to explain to him? What what is Scott with anything?

11:10
We’re doing the same thing as the competitors lie in terms of we’re all doing the same thing. It’s a matter of the customer service that’s different necessarily.

Corie Dawson 11:18
That is your only point of difference okay? Because the food is the same but if you if you like a cat is a way to be like and there’s a way to be like now let’s get started be happening. Right You’re both sitting there there’s no cattle not all it’s been nothing can you staring there 45 mins look at each other wondering where the fats my food I’m starving. Because normally the day that the food arrives late, you had an early lunch, watching it in lunch, because you don’t eat too much. Because we’ve all been there. Brian, a terry here, and then it doesn’t matter how good the food tastes, you’re in a fucking foul mood. It’s near getting on each other’s nerves. Okay, so this is what I’m trying to explain to you is the point of difference why we said marketing suite for in the first place was over a customer service. We can’t control how many leads I get, because we do the same fucking job. We just do better. But we can’t say we do better because we don’t actually understand what the competitors are actually doing. Probably not a great job anyway, right. But I would rather bank up on the thing I know 1,000%, which is our customer service is leading edge. Because we have customer service comes great results in my eyes. So that should be your focal point. Now getting back to the situation go to commercial build for employees just started 3000 bucks, I’ll be like, let’s talk about angle of attack. Right. We’re doing all the chitchat. So straightaway, when you say the situation, what are you thinking? Maybe I’ll work.

12:51
I’m looking at the agency with a just started and then the span or the asking where that spends actually going. Is it ads?

12:58
Is it SEO? Like, what’s the breakdown with that? Because it could actually be a reasonable pricing, if they’re doing a lot of ads, if like that three grand might actually be quite lean? Depends what the cost per click is how much they actually know.

Corie Dawson 13:09
Yeah, that’s a good point. That can be quite an ad because that could include. But one thing we didn’t discuss, it could also include advertising fees. So let’s pretend there is no contract in place, right? What what could you do?

13:27
If they’re not in a contract, you could, I guess give them a side by side, look at what the campaign actually costs, not to the point where you’re ripping. Like I said, Rick and Ken Coleman, but giving them an idea of your ad spend realistically could be this, this could equal six clicks a day, you could save X Y Zed here,

Corie Dawson 13:41
I’d be starting with you start with the agency has it looking? You’re fairly confident. So I suppose it’s early days, right? It’s obviously still early days. What does that tell you? They’re not. They’re not ready to swap. They’re not ready to swap. So you need to start listening and respect that right. So straightaway should be pivoting. Right? But, you know, if they say oh, you know, I’m not really overly excited. You say, Well, what did I actually come back to you with some findings, and don’t tell me what you’re doing. They tell me what you’re spending. That will not always mean but don’t tell me anything. I’ll come back to you. So you know that I’ve got a completely unbiased approach. So you can compare and then the ones often showing you what I’m thinking that perhaps you can show me what you’ve got that’s how I would approach it. Right hang up the phone call them back. Because what I’m thinking I’m thinking I’ve had look at your website website sucks. Obviously can’t say that. But you know, you need to say that a very diplomatic way. You know, so how can you say them diplomatic? Why, Thomas around the workshop? I usually say no, no, I usually I don’t want to hear what you usually say. Just fucking tell me. You can Have

15:00
a bit of touch, touch up, especially love.

15:02
When’s the last time you touch a website where you can do your website and some of

Hamish 15:09
that says anything you would like to do give a bit of love.

Corie Dawson 15:12
More details on how you feel about your workshop. So you’re not asking questions enough, you can keep chucking in vomiting on the corner. Your website needs love. Water fanatic? What if I like it? Right? And how many times have you seen a sheet website? And the customer wants it? Every day? I would say 90% of people. And you know a non Christian people like their website, because because it’s this now

Hamish 15:43
they think it’s gonna be too expensive.

Corie Dawson 15:47
Because last pocket I did, it was a fucking nightmare, an absolute fucking nightmare. So that’s what you’re up against. So don’t say to them, you know that your child needs love. Necessarily, like as a default response. You guys need to ask more questions. What do you think about your website? Give me a response. Kenzo. I’m not really happy with it. Yeah, I agree. It probably does need a little bit of love. And it’s changed a lot. The good news is I’ve actually had look, and it’s actually made with WordPress. And WordPress is actually quite easy for us to work with. So, you know, how many times do you actually look at the website first, and so it’s made from and then start commenting? Or how many times you start commenting first, and then go look at the website after? You do but what about the other guys?

16:43
I look at most of the time for some for what was used mobilizer. Yeah, good. Yeah.

Corie Dawson 16:51
Because I do find that sometimes you guys are coming back with word projects that we can’t do anything on. So I don’t understand how it’s happening. And if that’s the case, spoken to me.

Hamish 17:01
I think it’s been fairly

Corie Dawson 17:02
good recently. Yeah, recently, but I am six

17:06
or so months ago. Woman through

Hamish 17:11
training electronics recently

17:13
over commerce woman.

Corie Dawson 17:16
Yep. Awesome. Questions. Yeah, you need to have everything boxed up in a certain way. Right? So yes, use this information, commercial builder for employees aged started to 250 to 15 years. That’s weird. What are the boxes with? Okay, how am I gonna? What am I gonna ask? Okay, so you don’t ask in a direct way, which I already heard me ask, you know, sort of indirect way in a complimentary way. You know, when you’ve been around for 1515 years? How old? Are they starting with you? You don’t really ask him to start, you know. Or I’ve seen those jobs, you’ve done a pretty big jobs. And I’m amazed that you can do such big jobs with only four members. How do you how do you do that? Either be with them for years, we’ve actually got a whole bunch of contractors that have just had an interest in total I How many contracts? We’ve got, I’ve got 200. Yeah. But you can ask questions you don’t know. So you need to be? And why do you think I’m asking these things? I’m all about portability. Right? I want to know, right? Why this guy is spending so much money after 15 years, and it’s just started. And who started with exam has had a hell of a pitch, or they got him on the right day. So that’s what I’ll be probing with, then I’ll be asking things like, you know, Hello, I’ve noticed that you’re doing some AdWords, I’ve looked at you know, I’ve done some research is any reason why you’ve chosen these keywords? I don’t really know that the marketing coming up as chosen those. Right? Do you do those services? Or not? Really? Oh, that’s interesting. See, why ask the questions. You know, like, one of the things about doing a report is he’s actually having information and saying, I’m just interested in Oh, why chose to do this? And they go, I don’t know why. And I say, well, we don’t know why either. So that might be worth saying us. You know, I don’t seem disruptive. Complete travel but in a very quiet way. You know, what I’ll do for you is I’ll get your report and all the keywords that that they’re going for and based on what our discussions are, it doesn’t make a lot of sense. But let me call you back and we’ll discuss it for me, which is something that probably you know, to be honest with you. Normally we would do with you upon launching campaigns and you understand Yeah, look at that they didn’t do it matters. Usually the seller pretty good. I’m not too fast for the keep them or not. Let them come to you. Right, you start backing them, right. You’re just gonna shut down the doors, because no one’s admit the manufacturer. Just like before I sent you how many of you guys are using that too? Oh, and always have you I’m using the tool. I’m using the tool. I mean, it was everyone’s fucking perfect. But one of you said, Yeah, you know what? Sometimes I don’t use the one I forget not one of you. You’re using the Falcon tool. You’re perfect. Right? It’s human nature. So What Else is in This? That? So at the end of day, what do you think would be my pitch or your pitch? So Hamish?

Hamish 20:33
On Yeah, I just brought it up with him find out as much as possible about how he finds the supply, what he thinks is going to happen with the campaign, how he feels about the future with it.

Corie Dawson 20:46
And the tie Oh, give me and he goes, I’m not overly excited about it. So what what are you going to propose?

Hamish 20:53
How we propose can considering has just started, it’s very difficult to just steal off the bat. So I propose going down the website, redesign path of the self starter. And if the campaign doesn’t work out with them, then we’d be happy to start working on so go straight

Corie Dawson 21:09
into the cube. That’s what I would do. Who told me that you’re not happy? I’m calling for the kill? I’m not going to fuck us around. Yeah. I’m gonna say look, you’re not overly happy. Let me do some research. I’ll get back to you. Right, give me about 10 minutes, I want to see something. Use those words, I want to I want to see something. Let me put, let me put it this way. You go the doctor, doctor walks in there, into the room. Something’s hurting you. And he says, Just wait a minute, I need to go see something. Perfect. Mission accomplished. So you go see something, you might give a shit. Who cares? Go for a walk around the block. Okay, these a lot of handy campaign, you probably SEMrush these are the keywords you should be whatever the strategies are, give it time. And here’s what my point is, don’t try. This is what you guys want to do. You know, you’ve got in there. You’re too fucking like set in your ways as salesmen with meetings. The difference with me is I’m just very careful when I sell it we like you know, blah, blah, blah, blah, blah, look, if you’ve got 10 minutes, I’m just gonna have a front I need to look at something for you. And then I’ll come back to you right? The power or hang up the phone and pick it up and call him back again. It’s like your second meeting. Now. Don’t underestimate it. It’s kind of like, you know, when you’re buying something might be a sports car or whatever. Pretty car. The guy goes, Oh, you’re after that, that and the other. Right payments over the phone picks up. So I’ve got that part for you on it. Yes, I’ll come pick up now. Like John said, it’s like that thing that something’s happening. We’re doing something we’re doing something together. Okay. Now, if he picks up, what does that tell you? It’s King. If he doesn’t pick up the boys, you call what I’m telling you. So don’t be scared, hang up the phone, pick it up, right get more casual with your meetings. It doesn’t have to be so fucking structured. Right? You’ve got the mean, they have the phone. Let me call you back. And you might have some legitimate research to do, which I would suggest. But what I am saying to you is it’s not about fucking news about him or her. Right? getting hung up on and then you bringing them back? And I know it sounds bizarre, but you’d be very surprised. Right? The impact in that relationship from that point forward? Is the same thing if he did if he taught to do that, right. I said, Look, I just want to check something for that you come in, right? I’ll call you back in a minute. You hang up the phone. What are you doing? You’re looking at your phone? What’s wrong with me? It’s my asshole gonna fall off. Right? The call comes in. Everything’s just fine. I just want to check some X rays. And just double check with my supervisor to make sure we asshole doesn’t fall off. He seems to be fine. Right? But just pop in and have Young said it gives you credibility because you’re entering a different realm, right? Is you’re not a salesperson anymore. You understand the hang up the phone means I’ve got confidence that I’ve got something important and you are going to pick up my fucking phone call. Right? Try it and say, right, I’m not saying this really golf and hang up the phone and ever ship it every single time. Right but I just happened to write sometimes as part of your closing sequence. Right and when you start to close the very first call, but mostly we’ll look at closing or something at the end. Right and what are you closing? Exactly?

24:52
Essentially your closing,

24:53
we are passionate about what we do and we can you’re

Corie Dawson 24:56
closing off that you’re not a fuckwit who want to very different view on closing. For me closing is I’m closing off the chances that you’re a fucking scumbag salesperson. That’s what you’re closing off once that is closed off and that person trust you. The deal will drop like a fucking fruit of a tree. That’s right. Okay, you know when you pick a fruit? What happens when you pick a fruit? That’s right. Yeah, what happens if it’s not right? It’s really tough. Yeah, it’s like I’m wrestling with the tree. We’ve all been there before. Right? And the fruit tastes garbage? No, it doesn’t have sweet, okay, you’ve had something that’s not right. It doesn’t taste sweet because it’s not ready. You’re forcing it. Okay, you need to be patient, the fruit will come off when it’s ready. It will tell you, okay, because it will start falling on the floor. That’s how you get $11 A day. It’s not because I’m some magical closer. It’s because the fruit, right? And how do you get them to sign up is you work for 90 days flat stick and get your leads built up and built up and built up and built up to the point where it’s just like a fucking tsunami of people going? Yes, I want to sign up. Right? That’s a tool. It’s not rocket science. Okay, it’s all about creating the pipeline. And that’s why I’m saying to get in the routine. Okay? You talk at the gym, you know, you’re not expecting to go to the gym and rock up like Arnold Schwarzenegger. Right? You know, that takes years. You know that. So what I’m saying to you in in with the sales side of things, is getting the habits of doing a 70 calls every day, every day, every day without any? Anyone miss days? No? Excuses. Okay. You didn’t get to meeting. It’s got 15 minutes. Okay, so you understand so many calls a day. Keeps you paid? Very simple. Right? If you’ve got excuses, right? For whatever reason, Dylan, like, you know, you don’t want to do it can’t be bothered doesn’t work, then don’t complain. When you don’t get your results. Right. And the 70 calls. It’s all about attitude to if you’re going to say because of the way I’m rushing myself blah, blah, blah, okay, the leads, well, you’re just convincing yourself, right? To get there attend to essentially cause and positive mindsets. I don’t do this any cause I want to get the results, it’s going to work. And all of a sudden, what happens is with this guy here, it becomes less important. Okay, this is the whole thing. You’re coming here looking for a mystical bullet. The silver bullet in your bullet is, you know, simple is the one shot kill perfect. Silver Bullet is the answer. Right? I’m not a brilliant salesperson, believe it or not. You might think I am. I don’t think I’m much better than you. But what I am is I understand odds, probabilities. And and same pipeline. So what happens is this a guy like me, right, is I built up a huge fucking stockpile of like, leads upon days upon days upon days upon days, so I’ve got so many fucking leads coming in. Right? Now have a chat with this guy here. And I’m so fucking carefree. Because I know I’m sitting on a massive tsunami of fucking leads. And he can smell that he’s like, this guy doesn’t really care. And I’m mad at him and like, talk about your restaurant this week. Next week, two years from now all good. Let’s just cut the bullshit, let’s run you through a campaign. Just relax. Right? I’ll call you back in a minute. Right? I’m gonna get into something right? I want to have a ship first, we’ll have a conversation, right? But this how relaxed you gotta be, you get on the phone call with him. I found some findings for you. This is what I’ve found. Difference between us. And Penn is very simple. Our customer service was smoke everyone in the market. That’s it. Right. That’s the word to you smoking. Now, right now, as a customer, you probably don’t care about customer service, as we told you are going to tell you what results. And this is something I’m going to tell you is I don’t know whether we’re going to get better results or worse results than our competitor that you currently have signed up with. Because I’m not that sort of dominant attendee that will get better results because they might be a great company. They might not be recommendable, I can tell you, based on us having lots of client interactions are the ones coming in now for nine months, right 12 months, one year, just bumped up and kids rounded up. Or being you know, whatever. What do you want to say? I’ve had dealt with hundreds of courts. And the number one reason why people go that’s not because we can get better results because we there’s no proof that we all do roughly the same thing. There’s a couple of things why I think you like is our customer service is spectacular. Right? And the other thing is, I will be honest, rather than saying we pay 2800 bucks. That’s why I don’t understand so can you just get my head around it for me please? Because I’ve got a gut feeling that If I can probably save you 50% of that and give you a very similar if not better result and give you better customer service. So what are you doing? Exactly? Are we doing SEO? Okay? Because I’ve got a report here and I can’t see what’s going on with SEO doesn’t look like they’re doing much, to be honest with you. Give me a minute, I’ll call you back in a minute, I’m gonna just pull some reports because I don’t want to fabricate information. Let me call you back in five minutes, I just want to do a deep dive, get some of my colleagues to really have a look at your campaign. I’ll send you back some actual factual information. And you do that you hang up the phone, you say max of battery for my sample? I’m going to be honest with you, I can’t see what they’re doing. It doesn’t close with doing much. You know, I knew it. That ain’t me for fucking ride those cans? Well, I’m not saying that. Okay, but it doesn’t look like you understand. You eventually, depending on the company, the damage is done. You don’t need say, yeah, they fucking fucking you over. Right? You just, you just need to say, look, we don’t know that, like they’re probably doing something, but for the value you’re paying. It doesn’t make any sense. Right? So maybe just have a chat with them, and find out exactly what they’re doing. And I’m not gonna be called back next week. I’m saying it’s on your terms. I’ll give you a call back next week. I’m not going to the close. Because you need to have a conversation. Give me a call up. Did you have a chat with no, I didn’t even have time. Right? That could be one of the things which says do you want me to say, look, I’ve got some other ideas in the meantime, that you need to get onto anyway. Right? So are they moving towards how you feel about your website just out of interest? You understand? I’m treading carefully every step of the way. I’ve never taken fixed position on any conversation until I know that the customer is thinking that way. So the customers here the website spot. You I didn’t want to say it but yeah, I mean, I wouldn’t have said it’s fast. And this is get back on the defensive. So far. It’s just it just needs a little tweak. Province give a little love. You understand that they’re so fucking heavy handed. You want to work with him alongside him not Chris outside the table. That’s how I would approach it. And always be genuine as well. Don’t be fucking bullshitting. Right, but never ever take go too far to the left or too far for the right. Data. See what I’m saying there? Yep. You don’t need to let him lay on his own sword. say look, yeah, I and to be honest, we don’t need to spend massive money here either. These are all things that he wants to fucking hear for either one of these websites or piece of shit. Right. But you need to say that in a very diplomatic way without saying it. And he needs to come up with that. Because the best ideas are, what is his ideas? You just need to provide the stimulus behind the thinking. So you know, what do you think viewers are? Yeah, like, Okay. Let me ask you a question. You’ve been running for 15 years. If your competitor if I’m looking at your competitor, right, once you’ve given me a list of Have you seen their websites? Let’s have a quick look through it, man, man and man. are we reading all that? So please? Okay. Remember, I think that their websites look, much more pressure on us. What do you think? Yeah, you’re probably right. See, you’ve got to word it nicely to allow that honest people that say, oh, you know, your charts terrible. And this is so much better bang? Or do you mean, right defense, you just have to pretend that you’re dealing with the most offensive person on planet Earth. Right? And you’d be fine. Where they’re gonna take offense to everything but be suggestive. So what I’m suggesting is let’s not spend a million bucks on a website right? Because that’s what he wants to hear. Just give this give this a shot with us. And let’s just make some changes. Or at least at least have a meeting on our web development people or what have you want to fucking like John Seremban with it he just wants to know that it’s safe because last time anyone that’s ever built a website I promise you this let me flip it around the other way. I don’t think there’s anyone on Earth that’s going oh my god my web development has this amazing format our competitors for that way you can almost guarantee right the thing in their head is it’s not about the money it’s about the last guy was a fucking nightmare to deal with that is the primary issue secondary issue is they told me it cost this and it cost me that

Corie Dawson 34:50
so if you say you know to look it’s an easy changes. Have a quick chat with the guys. You know, it’s not gonna cost you a huge amount of money. They’re all good things. You know, you went so it doesn’t look that great, you know, but I wouldn’t change it that much. That’s what he wants to fucking hear. Because it seems like Okay, so you just wanna make a couple of tweaks? Yeah, that’s it a couple of tweaks. Alright, now it’s done. Right? Low commitment low, everything bad. You’re in the door. Okay. It totally goes in there. You need a new website, domain name and bank system, I say grim. This morning assessment takes place there. Do you understand what the name of the game here? Okay. In regards to the marketing spin, okay. What we’re talking about

35:34
which we need to make sure we know where it’s going. We can’t just assume it’s all SEO. Like, it could be ads that could be mixed in there could be I

Corie Dawson 35:41
don’t mean your software to look at things. You should be saying, well, I noticed that you’re doing this unless you’re doing that. The more of things that you notice, you know, one of the things that you know, we will do some hiring yesterday. So recruitment, why did the guy get the job, ladies

35:56
didn’t do his research on us at all, he was just talking about himself, he obviously didn’t care about a career, he’s wanted a job. He didn’t put the effort in at all.

Corie Dawson 36:05
You all you guys are, is you can understand this, you just apply for jobs, a job interview every day. That is literally all you’re doing. So if you take the time to say I’ve noticed this, I’ve noticed that and I noticed this. So if you try and notice, say 20% 30% of the information he’s giving you, you’re gonna build rapport really fast. You understand? Let’s take you into your personal situation. You have a car with a problem. I’m the mechanic that you got referred to one of you got your Audi. Right. Let’s just say for example, it’s making a bit of a rattle as annoying, right. And you give me a cold and you got minus athlete blah blah is referred to from Dylan. He said that your great ally mechanic. I gotta Yeah, that’s what I do. How can I help you? Right?

37:00
Yeah, I can hear this this rattling current up, Andrew, but I don’t know what it is. It’s super annoying. Why does

Corie Dawson 37:04
it sound like it’s coming from our feet? I just bought the radio. Just buy the right ad. Is underload. Like when you when accelerating? Slowing down? I’m speeding up. Right, I’d probably reckon it probably be where the exhaust manifolds connect to the source. Easy job more than likely. Just do me a favor. Next time you driver. What I want you to do is just get one of your friends to rev the engine and just apply the handbrake and just remember and just listen to the rattle. If it’s at the rear of the rear, rear of the firewall, let me know what was at the front. Let me know. Right. So can you just do that? Yeah. Yes. So Benny called me up. And you say it’s at the rear? Right at the back? Yeah, more than likely. Pretty easy fix. Probably. If you can get the car in on Tuesday, I agree on Tuesday. You need to talk for half a day. Should be a knock off. We’re probably gonna get some gaskets. We’re gonna order some parts in. And it’s the Let me guess as a 2012 model. Yes. What? 2014 14 same zone? Yeah, almost a bit bit more householder. That’s what it is. But I uninspected for you. Let me just double check for the voice. And I’ll see you on Tuesday. Beautiful Things don’t bother dealing. Right. But if I just say to you, right, you give me a call.

38:31
Hey, a choreographer to my art is doing ahead and as a revenue manager.

Corie Dawson 38:39
Where’s it coming from?

38:39
It’s in the engine bay.

Corie Dawson 38:41
Oh, that’d be anything. Can you bring it in for me?

38:44
Yeah. whereabouts? i What

Corie Dawson 38:48
is that? What is it? Those that we’re going to do though? Ya know what? You might do that? You might do that. But well, how do you feel?

38:57
I don’t feel like you’re taking care of me that you know your stuff. It sounds like you’re a little bit unsure. Sounds

Corie Dawson 39:01
I don’t know anything? Yeah, sounds like a flying fucking blind. Just get it in. This problem is you’re just going through the exercise. That’s the problem. You’re always going to have to exercise you’re not feeling what you need to be feeling in this day. So I need you to feel the comment. Okay, feel it. Okay. That’s why I take your car. So I say to you that yeah, just bring it in. Right.

39:29
I’m just feeling like, you know, like, Well, there’s

Corie Dawson 39:31
two things now you feel under pressure. You must be patient because you’re like, Oh, what the fuck is going to cost me and like, February now I’m committed.

39:41
You don’t make me feel at ease at all. Like I can be put in that car for two grand for a couple 100 bucks. Yeah.

39:47
Listen to what his public was. Like. You haven’t he hasn’t sort of said all that was sound coming from our right. Yeah, just bring it. Bring you anything. Yeah. All right.

Corie Dawson 39:59
Let’s try it again like this time you’ve got a leak

40:04
all right yeah,

Corie Dawson 40:06
can we call Ring Ring Ring?

40:08
Ring ring Hi Cory I got referred to my friend Danny said you very well it is yeah oily kind of Assam tank gets super annoying you got an oily character where the sump tank just underneath the engine man

Corie Dawson 40:21
Okay bringing in screening

40:30
once again the same thing feeling like you just like what me in that I don’t know what it’s gonna cost you what

Corie Dawson 40:35
we hit on that have you put your hand under the FE

40:38
had a quick look I can’t see and maybe

Corie Dawson 40:39
if I’d get a rag wipe it down okay for the trend neath and then look for whether it was coming from you I can do that for you. It’s more than likely a loose would you like to have

40:50
a service 2000 K’s ago so pretty much

Corie Dawson 40:52
guarantee that the waterfall at the bottom at some point is either not tight enough or it’s gone to $2 job. So have a look at it. And let me know how you go call me back. So I create this

41:04
how to log your spot on it’s loose other washers not tight at all. I think it’s a little bit I think my snaps as well

Corie Dawson 41:11
as why not snapped? Because the bolts impossible snap but

41:17
to try and tighten it. I tried to tighten and I think that’s I’ve gone against the grain I’ve thrown at it. So Oh wow. Okay, I’m gonna

Corie Dawson 41:28
bring it in and I’ll have to recreate it fully. Okay, so ordinarily, let’s just say it wasn’t too melodramatic for deputy a fucking retards crossroad that I just had you look. I’m really happy to hear that. Why don’t you bring a car in and I’ll just double check it for you. And maybe from now on you service it here. Because obviously the guy you’ve got to it didn’t point it out properly, which is a bit of concern. So I just want to check oil levels. It makes it kind of oil in there. Just check out a few things. I wanted to try to just bring in you know, you might leave it for 15 minutes an hour sneak you in do on the hoist. Just double check everything. Make sure everything’s tickety boo. And then we might be looking for the service. Hello. Wow. That’d be amazing. Just had an interest even when I asked him would you pay for your service? And

42:13
we did it solitaire paid like 13 1400 bucks for

Corie Dawson 42:17
Yeah, I mean, give me an idea. The basic terms? Yeah, yeah. Basic service. Here we 650 Oh, well. Okay. Because time stitched up, boom, came price, better service. Bang opinion. You understand? That’s that’s the you got to stop thinking about sales from your eyes, that you’re selling something. Okay. That’s the problem. You’re trying to sell something. Let the compiler do understand is not wordplay. Okay, let them bite. What does that mean? How are

42:55
you letting them make the decision rather than you trying to make your for the deciding on oneness rather than we were asking, Do

Corie Dawson 43:01
you have enough? It’s not enough for you? More than that? It’s what do you think?

43:04
Like you said the best ideas that his ideas like him want to buy it

Hamish 43:10
have the value of what we’re offering? How

Corie Dawson 43:12
many times you as a client? What do you think?

Corie Dawson 43:22
If I didn’t know where you are

43:28
you just essentially push me through the motions.

Corie Dawson 43:31
You don’t have a conversation for fucksakes asked me, What do you think? What do you thoughts? Do you like that you don’t like that, you know, like someone’s actually very easy. Especially just ask them what they want and tell them what they want. While they’re talking to you, right? That’s one and the other can buy they’re not going to buy probabilities of increasing of them wanting to buy or increase based on you actually understanding like hitting what they wanted to buy. But what you’re relying on is purely guesswork. That’s the difference with me is I’m like literally, like so with my hand here, right? This is the product creator. Right? Creating products. So I’ll ask you, okay, you know, what do you want? And as you’re talking to me, Oh, look at that I made that product I’m doing a web package right because told me the hate website. Were saying that and I’m like you were just not that bad. Yeah, it’s fucking terrible. Now it’s not that bad. It was just like, you know, you understand you create the product as you speak to them. But if you don’t ask him how they feel. And what are your thoughts? How do you feel you should be asking them minimum of three times so you know where you are. Generic GPS words.

44:52
Signal to summarize, and comes back to show your location you

Corie Dawson 44:58
should just guess not doesn’t matter. I prospect might tell. So good. Just go down that path and road straight down the city. GPS goes, Well, I’m not giving anything until I’ve got fucking, if it’s a GNSS I think wants four satellites minimum. You guys need a satellite there may in fact be one over there one over there, but we’re all good about the prospect. That’s alright. That’s how GPS works. So what correlation is having this out? Shush.

45:37
You use questions and feedback to gauge exactly what you are to figure out.

Corie Dawson 45:41
Oh, this chat GTP answer. Just very give it to us very simply. Dylan goes help me out here for God’s sakes, you asked the following questions, asked me a question is finding a fix for questions. What do you think has at work? Right ask? And then satellite will give you some feedback feedback will say yes. Okay, I’m ready. I’m ready to go to bed with you. Or no, you’re not if I can close. Because ask the gods in question. You know, what do you think has it made you feel? You know? It’s very simple, like, ask the question. If you cook something for someone, what do you normally ask him? How’s it taste? Right. And then the following question for you would normally be if I was Lucas when I’d be honest. Right. And I would say something like you’re too salty. It’s not salty enough. And then what would you do?

46:40
You’d go he was making it’s just texted asking for it. I’m like, Okay, go. Okay,

46:46
morning