Service Revolution: The Art of Turning Expertise into Scalable Products written by John Jantsch learn extra at Duct Tape Marketing
Advertising and marketing Podcast with John Jantsch On this episode of the Duct Tape Advertising and marketing Podcast, I unravel the intricacies of service advertising and dive right into a groundbreaking method that transforms experience into scalable merchandise. The dialogue revolves across the revolutionary idea of productizing companies and its profound impression on company development. Key Takeaways: Uncover the game-changing […]
Walking Billboards and QR Codes: Revolutionize Your Sales Strategy written by John Jantsch learn extra at Duct Tape Marketing
The Duct Tape Advertising and marketing Podcast with John Jantsch
On this episode of the Duct Tape Advertising and marketing Podcast, I interviewed Amanda Holmes, CEO of Chet Holmes Worldwide, and a maestro within the realm of gross sales technique. We dived into the fascinating world of unconventional advertising ways and the transformative energy of the Dream 100 technique.
On this eye-opening dialogue, Amanda Holmes, a trailblazer in gross sales technique, reveals the unconventional but extremely efficient strategies she employed to revolutionize the gross sales sport. Because the CEO of Chet Holmes Worldwide, Amanda inherited a multimillion-dollar enterprise and doubled its gross sales by 1176% within the first 12 months.
Holmes emphasizes the importance of the Dream 100 technique, a potent method that originated from her father’s work with billionaire Charlie Munger. By focusing on a choose group of high-value prospects, Amanda explains how this technique, rooted in old-school rules, grew to become the quickest and least costly solution to double gross sales for quite a few firms.
Amanda’s unorthodox method at commerce exhibits entails strolling round with a four-foot billboard strapped to her again. Uncover how this attention-grabbing tactic, mixed with strategically positioned QR codes, grew to become a strong offline-to-online conversion software. Uncover the secrets and techniques behind Amanda’s capability to create a buzz, seize consideration, and convert leads seamlessly throughout completely different mediums.
On this episode:
[03:02] As a member of the family, what was it like being thrust into an ongoing group?
[06:13] In turning issues round, what was the toughest factor so that you can change?
[08:14] What’s been essentially the most pleasing half for you?
[09:43] Has your background in music introduced a degree of creativity to the group that didn’t exist earlier than?
[13:19] Who’s your typical consumer?
[14:43] Describe the idea of the ‘Dream 100’?
[19:30] Would you say in some methods older processes are working higher than ever?
[21:28] The place can folks join with you and acquire a replica of your ebook?
Extra About Amanda Holmes:
- Join with Amanda on Instagram
- Go to Chet Holmes International
- Get a replica of The Ultimate Sales Machine?
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Speaker 1 (00:57): Howdy, and welcome to a different episode of the Duct Tape Advertising and marketing Podcast. That is John Jantsch. My visitor at this time is Amanda Holmes. She is the CEO of Chet Holmes Worldwide, which is labored with over 250,000 companies worldwide. At age 24. She inherited her father’s multimillion greenback enterprise, which focuses on serving to firms double their gross sales. Loads of their work’s primarily based on the bestselling ebook, the Final Gross sales Machine, of which they’ve a brand new version popping out. Amanda’s identify can be all around the re-creation as effectively. And she or he has merged her father’s confirmed course of together with her personal forward-thinking Concepts to attach the old-fashioned gross sales course of with hybrid, on-line and offline, prompt gratification and quick consideration span that we see in customers at this time. So Amanda, welcome again to the present.
Speaker 2 (01:47): Thanks a lot, John. It means a lot to me that you simply interviewed my father and then you definitely interviewed me so a few years in the past, and right here we’re once more. It means quite a bit. Not lots of people interviewed my father both.
Speaker 1 (02:00): I used to be going to say, I is likely to be one of many few podcasters who has interviewed you each.
Speaker 2 (02:06): Sure, I’ve by no means heard it from anyone else, and I’ve finished lots of of interviews, so you’re the just one.
Speaker 1 (02:12): That is humorous. That was about 29, 20 0 9, 20 10, one thing like that possibly. And podcasting was in its infancy on the time, however in some way I’ve caught with it.
(02:24): So we even have one other shared connection. My daughter has truly labored for me for about 12 years. She is our chief working officer, so I actually form of should go there. You did not work within the enterprise as a member of the family, you actually introduced, got here into the enterprise. I must assume in some ways in which was a fairly tall order. Actually, I feel you have been learning music in school and never essentially making ready for a profession as a CEO. Proper. I suppose I used to be going to ask you what is like working with household, however that is not likely, it wasn’t actually your expertise. So what was it like actually? And I do know you have instructed this story many instances, what was it like mainly being thrust into an ongoing group, however as a member of the family?
Speaker 2 (03:11): Sure. Effectively, it was exhausting as a result of me and my father have been very shut. I used to be truly born on his birthday. We shared the identical birthday February thirteenth, and it was as if simply the celebs aligned. And so shedding him was like shedding air. It was like I did not know the place up was or down was. I could not eat. I could not sleep. So getting all of that whereas on the identical time, I can keep in mind simply days after his funeral. And the one motive why I do not forget that, as a result of all that point is such a blur, however I simply keep in mind all of those flowers round my room from his funeral, and I used to be sitting there they usually had simply despatched me the PL of all the businesses, and it was the primary time I might ever seen it, and it simply felt like this p and l was by no means ending. I saved scrolling and scrolling and I simply broke down.
(04:01): I used to be like, how is that this attainable that, so my father battled with most cancers for a 12 months and a half earlier than he handed, and he spent 352 nights within the hospital, and by no means as soon as did he spend it alone. So it was me, my mother, and my brother. We rotated spending all nighters with him. So I spent simply 100 all-nighters with my father within the hospital. By no means as soon as did he say, Hey, Amanda, let me clarify to you what my companies are. Let me clarify to you who runs them. Let me inform you about the place I might like this to go. We by no means had that dialogue, and there was time, and I communicate on that as a result of I feel it is vital that extra dad and mom take accountability for the truth that there are different folks that should you go away this world with out a plan, you are hindering them. So I do speak on that each every now and then.
(04:57): So it was completely surprising and it truly is. I look again and I feel it is a miracle that we’re right here at this time primarily based on the truth that I knew nothing. I used to be making an attempt to recover from the lack of my father whereas couple hundred employees, this loopy enterprise, however right here we’re. I stepped in and it took me two years to step in as a result of it simply appeared like, that is loopy speak. I do not know why I ever would. However then over time I fell in love with our purchasers. I acknowledged that there was one thing that was actually lovely about what my father had constructed, and it could possibly be carried on. It simply wanted that coronary heart within the middle of it to make all of it work. And yeah, I elevated our leads by 1176% the primary 12 months I stepped in and doubled our teaching purchasers a number of years in a row, and this 12 months we’re up over 300%, and that is with out the ebook releasing simply but. So it is plenty of great issues. My father had an ideal system and an ideal framework for find out how to develop organizations, and I needed to study it from his books and his coaching packages as a substitute of him explaining it to me. However nonetheless, I feel I’m in all probability one in every of his best success tales simply due to that. Proper.
Speaker 1 (06:13): What was exhausting for you? I imply, you clearly made some modifications. What was exhausting so that you can change? I imply, not essentially resistance, however simply actually exhausting so that you can even wrap your head round altering.
Speaker 2 (06:27): So we had by no means processed an order on-line. My father was very strict round each sale ought to come from a salesman having a dialog both over the cellphone or in individual. So I may keep in mind the primary time that I put some pricing on-line and I took a second and it was like, I am so sorry, dad. I do know you stated this, however instances have modified and I’ve to do it. I’ve to place a few of our stuff on-line. In order that was a giant turning level in studying find out how to do digital advertising was crucial in promoting issues on-line. After which additionally an enormous change was for me, the folks that I encompass myself with, plenty of them have been very completely different than who my father surrounded himself with. So I discover that the tradition that he thrived in is completely different than the tradition that I thrive in and making that distinction, as a result of at first it was anyone that my father revered, in the end they’d say, effectively, your father stated I used to be the perfect within the planet on this.
(07:30): And I might go, okay. And I might put them up on this pedestal of who was the perfect, proper? As a result of my father stated he was the perfect, although I began realizing that everybody stated that my father stated they have been the perfect. So then I began studying by his emails to attempt to work out what he actually considered them. That was the best way that I’d discover out. After which the subsequent degree was okay, simply because my father stated he was the perfect, now I’ve to discern, is that this any person that I can work with? And there have been fairly a number of of them that didn’t work with me very effectively. And that is okay. It is just a bit little bit of a distinct modus operandi, however nonetheless the methods are the identical. So it was fascinating to see that tradition shift.
Speaker 1 (08:10): So shifting gears somewhat bit to possibly a extra constructive, much less of a problem, what’s been essentially the most enjoyable for you?
Speaker 2 (08:17): The advertising and gross sales half. Oh my gosh. Oh, you will respect this, John. So I simply, I am on this entire ebook tour factor happening proper now. I simply went to all these completely different commerce exhibits. I spoke at HubSpot’s inbound. That is the place I noticed that you simply’re in HubSpot Community. Congratulations on that. That is superior. So I went there with a 4 foot billboard strapped to my again. I used to be searching for a approach for those that my father teaches, the very first thing you want in a commerce present is to get observed. And I used to be googling like, oh, possibly we’ll do a backpack and we’ll design a backpack or one thing. After which I discovered, I typed in human billboard and this enormous factor, it is a backpack that straps and it lights up. It glows a billboard signal. So I have been strolling by all these commerce exhibits with this 4 foot billboard on my again. I name her Bessie now as a result of I am very keen on her. And on the final day of trafficking conversion, truly they shut me down as a result of I used to be creating such a buzz and producing so many gross sales that the sponsors, the cubicles have been getting jealous. However that is been a blast, and simply being actually artistic about methods to get consideration after which changing that focus into gross sales and leads and gross sales, that is a ton of enjoyable for me.
Speaker 1 (09:39): Would you say that your, and I do know that is going to sound form of stereotypical, however would you say that your music background, your arts background, has introduced a degree of creativity that possibly did not exist?
Speaker 2 (09:51): Completely. So the brand new addition of the ebook, the foreword, as a substitute of claiming, expensive Reader, I as a substitute stated, expensive dad. And that was one thing that Julia Neeson, my ebook coach on the time, had instructed I do. And after I wrote it, everybody that learn that majority of grown males that learn it could cry studying it, they usually thought out of each web page, each sentence, I made certain that it was some solution to double gross sales. However that letter to my dad, everybody stated, lead with that as a result of that is going to the touch extra folks than simply doubling gross sales strategies. And I put that right into a video, truly, and that is been what I have been utilizing to advertise the ebook. So to me, that video is a music video. I wrote the lyrics, although I am not singing them, they’re written. However every thing that I had as a songwriter, I put into that video. To me, that is the one that got here out with this re-creation of the ebook, which is form of humorous to consider, however man, it’s hitting folks in a totally completely different approach that I by no means anticipated, and it was essentially the most nerve wracking factor on the planet to place that factor out. I actually thought that. I did not assume that individuals would love it, however all people saved saying, I like it. I like it. It’s best to put that out. And it has been such a loving response. So yeah, that songwriter in me, I feel helped
Speaker 1 (11:16): Describe who CHI, Chad Holmes Worldwide works with. Who’s your typical consumer?
Speaker 2 (11:22): Sure. Okay. I am going to reply that by asking you a query, and also you in all probability know the reply to this. What share of companies do you assume make it to one million in annual gross sales?
Speaker 1 (11:32): I do not know the precise reply apart from it is comparatively small. The numbers, yeah, you must guess. I will say 9%.
Speaker 2 (11:40): Okay, that is shut. It is shut. 5% of firms make it to one million of that 0.08%, make it to five million of that 1.5%, make it to 10 million so it will get somewhat bit higher. Then 0.004%, make it to 100 million and past. So what we train is find out how to get from one million to 5, from 5 million to 10, from 10 million to 100 million and past, as a result of it is truly not about our services or products, which majority of entrepreneurs assume, sure, if I simply tweak this somewhat bit extra, then I am going to get extra. Proper? If that was true, would not be the primary grossing hamburger joint on this planet. Proper? It is a horrible burger abilities it takes to develop the enterprise and abilities might be developed. So we help entrepreneurs to develop from that one to 5, from 5 to 10, from 10 to 100 million and past.
Speaker 1 (12:34): One of many core ideas, I’ve truly not seen what you have finished within the second version but, however actually within the first version, and I do know it is a core idea of your teaching, is this idea of the Dream 100. I ponder should you may describe that. I do know that is a giant E for you.
Speaker 2 (12:49): Sure. It is the quickest, least costly solution to double gross sales. This one technique has doubled the gross sales of extra firms than some other. My father invented it working for billionaire, Charlie Munger, co-chairman of Berkshire Hathaway. So he doubled the gross sales of 9 completely different firms for Charlie all inside 12 to fifteen months, and a number of other of them a number of years consecutively. So he realized that he had a system for doubling gross sales, and it went one thing like this. So he was given an inventory of 2200 potential prospects, they usually stated, okay, go chilly. Name these 2200. However when he did some analysis, he realized that solely 167 of them bought 95% of the area. So as a substitute of going after 2200, he led an intensive Dream 100 to only these 167. Now, it being of their face, of their place, of their area, what can we do to supply essentially the most worth for them?
(13:41): For him, again then it was junk mail, chilly calling and faxing. So twice a month, he was doing junk mail. 4 instances a month he was chilly calling and following up with a fax in an e-mail each every now and then. And he did that for months. For the primary 4 months, he acquired nothing and talked across the workplace, what is that this? Why is that this knowledgeable in gross sales? And he hasn’t generated a factor. However within the sixth month, he closed the biggest contract that the trade had ever seen, after which subsequently after that doubled and doubled and doubled. Now. So by definition, there’s at all times a smaller variety of higher patrons than there are all patrons. That implies that advertising and promoting to them is cheaper than advertising and promoting to all patrons. And I’ve even, as I have a look at this, and what you will see within the re-creation is so many individuals get, they see the Dream 100 they usually go, oh my gosh, how do I do junk mail?
(14:31): How can I make this work with junk mail? And the way do I get 100 folks on my checklist? You are lacking the purpose should you’re tremendous centered on simply these two issues, as a result of we have now so many advertising mediums in our use at this time, I present how I used a dream. One, I centered on one potential dream consumer, and I adopted up with them each single day utilizing social media. Each time they submit one thing on social, I might remark with one thing of worth. Each time they posted one other factor, I might add one other piece of worth and one other remark, and one other, for each single day, for 3 months, I commented on each single factor that this individual stated, and three months in, they got here again to me and stated, Hey, I might like to purchase 650 books of the Final Gross sales Machine. I am nonetheless reaping the advantages of that three months of pigheaded self-discipline and dedication.
(15:19): Immediately, they purchased one other thousand books. Truly, it was the CEO of ClickFunnels. So Dave Woodward I did this with. So the purpose is, it is about selecting who’s one individual that would utterly change your world, after which are you able to multiply that even by, you can have 4, you can have 10. I am calling it the Goal 12. It would not should be 100, proper? The entire level is simply to get laser centered and comply with up with pigheaded self-discipline and dedication, whichever medium which may be. If you wish to use junk mail, that is nice as a result of it would land doing junk mail. However if you wish to do it on Instagram dms, that is the place I did it to get that consumer proper. It could possibly be on LinkedIn, it could possibly be on voice drops, on cell telephones, or
Speaker 1 (16:03): All of them. Or all of them. Or all of them, proper?
Speaker 2 (16:06): Yeah. For those who solely have 100, proper? And should you’re doing Fb advertisements to them, in case you are sending them textual content messages, should you’re arriving at their door, they’re like, you might be in every single place. It is like, yeah, I am solely in every single place to the choose 10, choose 100. So that they’re simply amazed, proper?
Speaker 1 (16:21): Yeah. And I feel what’s so necessary about that lesson is now you can afford to spend time and cash and vitality that’s going to only swamp what anyone else is doing to that very same individual, as a result of they’re spraying it 10,000 folks at a time.
Speaker 2 (16:39): Completely. We had a consumer, so I’ve created these bootcamps, and a consumer went by the bootcamp. They went after 4 folks that had already stated no to their companies. It was a tough, no, I am undoubtedly not . After which he led with an training to these 4. After he gave the presentation of an training, he closed $8.4 million value of gross sales in simply six weeks. Six weeks, and the common gross sales rep would promote 8 million in a whole 12 months. He did it in six weeks. He focused his dream. He solely wanted 4, dream 4 to generate 8.4 million.
Speaker 1 (17:17): So one of many challenges, you form of alluded to this, we’re so centered on digital proper now, you could have yourselves firmly in what you are calling old skool processes, however they actually, in some methods, among the old skool processes are working higher than ever. They
Speaker 2 (17:36): Completely, I imply, take what I simply did at commerce exhibits, it is surprising how many individuals at commerce exhibits don’t know find out how to have a face-to-face dialog. I might stroll as much as a sales space and 90% of them had no concept find out how to begin asking questions. I might ask, what do you do? And so they don’t know. They give the impression of being starstruck. Like What? You are speaking to me in actual life? I do not know what to do. It is so weird how we have misplaced the frameworks and the essential foundational rules. Everybody thought, oh, a billboard. Yeah, that is sensible. However then I additionally had a QR code there in order that I may acquire folks that have been taking photos. In any case, the primary few days they have been taking photos of me. They thought it was hysterical, however then they did not understand that now I am changing them as a result of they’re clicking on that I am getting their e-mail, after which they’re shopping for.
(18:25): So it is mixing of the 2. My funnel on-line acquired me the gross sales, however me strolling round with a 4 foot billboard on my again in a commerce present acquired the eye and the press, and now I’ve taken video that I acquired from influencers within the area that have been recording me. They thought it was hilarious. And I am utilizing that in my advertisements and I am repurposing it. So there’s so many alternative ways in which I feel in individual too. I used to be simply at a mastermind with Grant Cardone two weeks in the past, and there have been 80 folks within the room, all of which might’ve beloved to speak to Grant Cardone. He walked out of the room and no one adopted him. And I am wanting across the room going, are you kidding me? That is a billionaire. I might love to speak to Grant Cardone. Why not? So I run on the market and I begin to have a dialogue with him. It is as if we solely can talk by a textual content or in a social media side. He was proper there stay and respiration, and I handed him the ebook and I stated, it is best to watch Expensive Dad. It will make you cry. I am going to ship you a ebook. And he is like, I’ll undoubtedly cry from that. I am certain I’ll. I really like that. Thanks,
Speaker 1 (19:26): Amanda. Thanks for dropping by the Duct Tape Advertising and marketing Podcast. Inform folks the place they will discover all of the work that you simply’re doing and positively get a replica of the brand new ebook or the revised, up to date, totally up to date ebook.
Speaker 2 (19:37): Sure. Final gross sales machine.com is the place all people can choose up the ebook. It will provide you with a bunch of additional bonuses that you simply would not get on Amazon. After which if you wish to on-line, I am plenty of completely different locations, however I spend extra of my time on Instagram. My identify Amanda Holmes was taken, so I might use my salsa identify Manita Holmes, so you will discover me on Instagram at Amanita
Speaker 1 (19:59): Properties. Alright, superior. Effectively, nice having you again on the present once more, and hopefully we’ll run into you once more. Certainly one of lately on the market on the street.
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