More Cheese Less Whiskers

Today on the More Cheese Less Whiskers podcast we're talking with Ross Thiebaud who sells metal roofs that run anywhere from $50,000 to $200,000, and he does almost all of it online. No salesman in the home. No three-hour kitchen-table wrestling match. A husband and wife watch a video in the comfort of their own home, answer a few questions built right into it, sleep on it, and then get on a 15-minute call where all that's left to talk about is the price. I love the elegance of it. By the time someone reaches out, they've already sold themselves. We also talked about the nine-word email, which brings in 25% of Ross's business from people who didn't buy right away. That got me onto one of my favorite ideas lately, RevPUP, or revenue per unconverted prospect. The leads everyone writes off as junk are usually just buyers who aren't ready yet. Check back in 18 months and almost all of them bought a roof. There's a lot here about patience, premium pricing, and treating your list like a time capsule of the customers you're going to have.   Key Takeaways: Why selling over video beats selling in the room: guard's down, they can rewatch the key parts, and they sell their spouse for you. The "no pushy salesman required" hook that filters out tire-kickers and pulls the ready buyers forward. Why making people watch the video before you'll talk price isn't a barrier, it's a qualifier. If they won't watch, they were never going to write the check. How the nine-word email quietly produces 25% of the business from leads everyone else gave up on. The RevPUP idea (revenue per unconverted prospect): why "junk leads" are usually just buyers who aren't ready yet. Why doing the same thing cheaper is the hardest way to make a profit, and doing something different costs more is the easiest. Show LInks: ProfitActivatorScore.com BreakthroughDNA.com 90minutebooks.com

Today on the More Cheese Less Whiskers podcast we're talking with Monique DeBose who's in LA. You are in for a treat if you like music, and jazz music particularly, because Monique has a wonderful jazz album that's debuted on the iTunes charts at number two in the jazz category. We had a great conversation to brainstorm ideas around how to make her music dreams come true. We talked a lot about the importance of getting people to know you, like you and then to trust you, and by trust in this context, we talking about people trusting they will have a good experience when they come to see her perform or they buy her album. She has the opportunity to model some of ways this has been done in other situations and really take an approach of starting in her local market to lay the foundations before looking at different ways of distributing her music or who else might be interested in sponsoring or participating in an event with her. You're really gonna enjoy this episode. There's a lot of parallels no matter what your 'performance' is. It's the same in a lot of ways to what I do. You know I go on tour each summer to Toronto, London, Amsterdam and Sydney, and I'm able to do small events like this because people know me, like me and trust me from all the time we get to spend together on the podcasts here, so I think you're really going to enjoy this episode, no matter what you do.   Show Links:Show TranscriptProfitActivatorScore.com     Want to be a guest on the show? Simply follow the 'Be a Guest' link on the left & I'll be in touch. Download a free copy of the Breakthrough DNA book all about the 8 Profit Activators we talk about here on More Cheese, Less Whiskers...