Marshall Atkinson Right. Right. And that's so right. So I'm a big believer when I call a human to human marketing, which is you have to see... we have to see each other as people. And that's where the trust starts, where we recognize that we're not perfect or we, you know, we come to our place with different skills or different experiences or different ways I can help you. And if I don't have something you need, the trust comes in where I can go. You know what? I know a person. Let me bring them in and then we can solve that problem for you together. And I think that's where a lot of that starts because, you know, good selling to me. Isn't, uh, isn't transactional, per se. I think really good selling is about relieving the other person or the anxiety that comes with selling or the purchase. Don't you think? Sara Webb I totally agree. You know, when I look at our clients and people always talk about the lifetime value of the client. Well, when you're looking at some of those things. Those facts and figures, you know, I've been with many of our clients since, you know, they, they got married and they had babies and their kids are now graduating from high school. Those are the stories. Those are the ones... that's where, you know, every life is just so much richer and the conversations are deeper and you actually end up selling more because you're so ingrained with who they are as an individual versus what you're trying to sell to them. And it's like, I, you watch just, just looking at the numbers beyond just being a normal, nice, person. You know, when you look at the numbers, the value is there. The investment is there. And I think so often we're scrolling and clicking and all the things that we're not really investing. And that's really where the good stuff comes from. Marshall Atkinson Oh, I totally agree with that. I can't tell you how many clients I've had over the years where I'm still talking to them when they're on their third or fourth time. Sara Webb Yeah, absolutely. Well, I mean, look at us today! You know, I have you in my brain from previous relationships and knowing how you work and that trust is there. So it even makes additional future opportunities. And you're who I go to when I have t-shirt printing questions even still to this day. Marshall Atkinson I've learned something over the years. What are two things anyway? And I appreciate it. In a saturated market. What are the most common mistakes people make when they're trying to sell? And how are you doing it differently? Because we want to avoid those mistakes, Sarah. Sara Webb I don't want to tell you something that you guys don't already know, but what I'm about to tell you, you already know. You got to follow up, man. So at the end of the day, when you think about a contractor that you need to come to your house and they're going to replace your back deck, or they're going to paint your walls or ceilings. How many of those contractors are you actually reaching out to that don't even respond? And, I know this because I've just had our basement redone and I can't tell you how many people we had to go through and the person that got the job, it wasn't because they were better or cheaper or more fancy than the other guy. It was because he called me back. He set the date, he showed up. He gave me a quote. He followed up. He came to my house. I paid him. And you know, when we, when we talk about what makes InTandem better, how is InTandem going to continue to break through the noise, to break through the saturated market?
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