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What's your vision?

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I'll get it then.

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Yeah, yeah.

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What's my vision?

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Yeah, it's something that formed over a long time.

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So I've been in sales for a long time, 25 years or so.

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But we moved down to New York City 10 years ago.

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And there's a longer story here.

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But essentially I took this job, I took the job that I have right now, almost eight years

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ago, and there's no marketing, no cold calling.

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You're going to go out, you're going to network, and people will refer you.

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I was like, great.

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Now I had some experience networking, but had never been my full time role.

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So I was like, all right, let's see what happens.

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And yeah, I got into it.

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I built a good community.

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And it's been very successful for me and the team that I work with.

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We have 40 employees and I'm driving enough business to keep them all very busy.

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We continue to grow.

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But in that time, I did come across some people in the networking space that really struggled.

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They didn't, they don't have the experience.

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They never worked in sales.

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They didn't have sales leadership to help them hone their messaging or practice how

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to create a more compelling way to communicate things.

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And that was really, that was really the catalyst for it was how can I help some of these folks?

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Because the reality is a lot of the people that I saw struggling, they're often the most

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technical people, right?

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There are certain forms of attorneys, they were engineers, they were finance people.

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And what I really think is that American business, for the most part, needs those people, like

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the most technical of us, really can drive a lot of improvement.

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So I wanted to create a space where those folks could come and start to sharpen their

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networking skills primarily, but also help them develop early sales skills, sales process,

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CRM, right?

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All the things that you would need to do to drive leads, close deals and build a client

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base.

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So that that's really where it came from.

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Interesting.

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Now, and the only reason I said it because I'm a chemical engineer.

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So I write to that character, and I am actually the probably I do not consider myself good

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at sales at all.

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I really am not.

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Because that's I mean, I, I'm an IT consultant, you know, I do I do the I do the computer

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stuff, I deal with my customers, for the most part, our manufacturers.

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And so, but to your point, exactly what you're saying, I'm curious to know then, okay, so

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based on that, so what, and I'm going to shift my banner a little bit.

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So what is your vision for those you serve, you kind of said a little bit, but just, you

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know, restate what it was that you're looking to do and how you're helping the community

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of people that maybe are not as good at sales as somebody who's actually done a lot more

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research or study.

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Yeah, I mean, look, the thing that I want to try to deliver to people is twofold, right?

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One it's a lot of these folks are in corporate America, they're doing something potentially

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value for some big company.

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But maybe they want to get out of that.

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And they don't necessarily they know they have a skill set that is valuable to a group

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of people.

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But if you've never been in a sales role, that can be a huge hump to get over, right?

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So I want to help them get over that hump, so that they can build the client base and

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build a business.

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I think people, you know, are better off doing something that they love for their own reasons

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for themselves.

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And if I can help somebody leave a job that's maybe not fulfilling and do something that's

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very meaningful to them, and be financially successful at it, that's a huge win.

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And then the second the second fold is, I'm also then helping a very talented person access

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small business, I happen to think that small businesses at risk in this country, I think

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there's a lot of obstacles to being an entrepreneur, I think those obstacles are becoming more

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numerous and more challenging.

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And you have to become more competitive to be successful, you have to have better advisors

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to be successful.

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So if I can help these super talented, technical people become better at sales, they're going

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to have a better time finding clients in that small business community that can really use

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them.

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And I think together they can become more successful, right?

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So that's, that's what I want to see.

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That's the end result.

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But the way that I want to do it is I want to do it in a learning community.

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I've been lucky enough to find my way into a couple different business development mastermind

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groups here in New York City.

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And I see the value of having a close community that you trust that you can where it's okay

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to say, I don't know, what should I do here, and then have people who actually are accomplished,

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give you the direction that you need to move yourself forward.

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Right.

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And that's what Troupe is meant to be is a safe kind of a safe space, I don't love that

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term, but a safe space for people to not know, and to get some direction.

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So, all right, so one of the questions pops in my mind, just thinking about what you're

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saying is, so what are the tools that you use to provide those, you know, because obviously

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me walking in, I'm going to say, you know, what is it?

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Well, you know, what's up?

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And so obviously, you have to have something that you're able to say, this is how we go

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about doing this.

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So explain to me a little bit about that.

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So there's, there's two things that we're offering.

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One is basically a real time learning community, we're hosting it on Discord.

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And it's vetted people, right, who are looking to join the group, we have two levels that

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people can join at it, there's a very affordable option where they can ask general questions

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in a forum setting.

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And it'll be moderated by me and other members of the group.

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And then there's a higher level where there's actually networking groups, there's workshops,

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and webinars where I'll be bringing in people that I know from my community to share, you

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know, maybe we'll definitely be networking, that's a big thing for me, but lead generation

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sales in general, so that people can start to put these pieces together.

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And then obviously, we we offer one on one coaching as well.

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It's a little bit more of an investment.

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But if you want to work one on one with somebody, that would be me.

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We would basically start from the beginning.

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And we'd ask some of the questions you asked today.

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Who are you trying to serve?

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What is the skills that you have?

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What is the niche that you're going to start with?

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How are we going to present that to the networking community?

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And with someone like you, you're a chemical engineer, right?

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You have a member, there are members of your community who are very technical as well.

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And you should be able to speak to them as as equals and on similar ground because you

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have the same vocabulary, right?

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But the larger portion of your networking community is not going to be technical.

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So how do we make that?

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How do we make that chemical engineering skill set something they can understand?

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And more importantly, how are they going to recognize opportunities for you when they're

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working with their clients?

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Right.

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So it's a little bit of role playing and some workshopping around that.

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And then from there, get you out, get you start to building that network.

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When you start to receive referrals, how are we going to handle that first sales call?

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What do we need to get from the prospect to estimate the work?

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We're going to do that.

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How we present our estimate.

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What is the process of closing that deal from a receipt or referral to cool their client

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now?

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Right.

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So it's really beginning to end.

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So do you offer some sort of like training courses as well?

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Or is it more just is more hands on, you know, open discussion type of thing with, you know,

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so what's the structure you use to maintain that?

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So in the online form, it's structured by it's structured by a series of channels.

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Right.

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So it's literally, we can use a sales process is the easiest way to break it down.

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But it's like, hey, I just received a referral.

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What's my next step?

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I have a call set up with a prospect.

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How do I approach that conversation?

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Okay.

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I had that call.

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I'm not getting good response from them.

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How should I follow up?

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What are some good follow up techniques?

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Right.

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That transcends the entire process.

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But we're breaking it down right through that series of you meet somebody new.

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How do you build that networking relationship?

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How do you become top of mind with them?

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How do you how to manage a referral?

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How to manage an initial call?

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A proposal presentation, whatever, right?

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Everybody may have a little bit of a different sales process, but we would help them develop

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their own and then really do role playing.

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It is very hands on.

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I absolutely want to create digital product products, but I don't want to do it based

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based on my idea of what people need.

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I want to have those.

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The reason I'm doing it the way I'm doing it is I want to have more of a hands on approach

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that I can understand how people are thinking about these challenges so I can build a product

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that has real value.

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So we'll get to it.

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So what's your OK, I'm glad you say that because I'm in product development.

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That's really my job.

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I'm a product lifecycle manager and I deal with that concept and pretty much a product

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is anything that provides added benefits than the original.

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So it could be a service product, could be a physical, tangible product, could be several

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things or a concept, even just a process to be a product.

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So in your case, when you're talking about this, I really like that because it meets

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my interest because I'm thinking if you were to have a.

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Obviously, you're going to get feedback from people as they start to go through this process,

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which is maybe a little more open at the beginning, but hopefully you're beginning to see certain

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trends and certain concepts that are going to help you to say this is where a company

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built on a technical company, let's say like me, for somebody in IT, how they're going

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to approach their sales pitch or their way of garnering customers or building their client

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base is going to be a lot different than somebody, let's say, in the like a lawyer or someone

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in the medical field or something like that.

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So obviously it has to be tailored specifically to certain industries, right?

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Absolutely.

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The well, so Troupe is really focused on B2B services, people offering fractional outsourced

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business B2B services.

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So attorneys are definitely in that space.

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You would be in that space too, but you would have a very specific niche, right?

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Whereas a marketing firm could work theoretically for any business, right?

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You cannot, right?

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As a chemical engineer, you need companies that are playing with chemicals, right?

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And we can go in and we can do some stuff.

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I know you're in IT.

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I'm just using that as an example.

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That's all right.

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So an element here is, yes, there will be digital resources, but they will be very general

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in nature, right?

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I think for the most part, my community is made up of newer salespeople or, you know,

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I spoke with someone yesterday who was in financial advisory many years ago and he was

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a very successful salesperson in that space.

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And now he's in the accounting world and he's having trouble navigating the sales process,

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right?

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So I'm learning through, that's what I mean by having these conversations.

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I'm learning through people that even a transition for a successful, formerly successful salesperson

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can be challenging because it's a different sale, right?

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So how do we reimagine our skillset?

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So there are resources that are very general.

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Like, you know, here's what a sales process looks like.

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Here are some, maybe the seven critical sets of messages you need to have in the networking

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space just to help people understand what you do, to give them a framework to work from.

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But the goal is to have them ask the questions in the forum and create a culture of peer

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to peer coaching, right?

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This is going to be my challenge to create, but what I am excited by is the idea of helping

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people learn to dig into a person's problem versus immediately diagnosing the solution,

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right?

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So I'm in the forum and I say, you know, I'm having trouble with whatever, closing this

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deal and you might be tempted to say, well, you should try this.

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Instead, what I would like to help my community learn to do is say, what have you tried?

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Right?

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And kind of dig into that a little bit and sort of create it because I know that that

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act, what have you tried is a sales technique, right?

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We're not trying to be the expert.

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We're trying to get details.

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So I want to actually take a good sales mindset and just, I don't know, saturate the community

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with that because I know that people will quickly learn to help each other and through

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that they will learn to help themselves and be better salespeople.

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I know it's very high minded a little bit, but that's what I'm trying to do.

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Hey, you have to start somewhere.

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And I appreciate that.

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And so Michael, something I'm thinking about a little bit here is just more or less a comment

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than really anything is that I love the way that you're taking this thing and saying,

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I want to be fluid about this and not try to be so structured initially because it really

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is, you know, as with, as with like my job is the same thing.

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I never walk into a customer and tell them you have to do this, this, this, this, because

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I know your business.

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I don't.

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And I can say, look, industry standards or best practices may be this, but it may be

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not quite so applicable to their particular situation.

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And I'm sure the sales cycle is exactly the same in that concept because everybody has

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their own way of doing things.

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Everybody has a, and you never want to try to force people into this box if they're not

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going to fit there.

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And I'm sure that that's really what you're trying to describe to me is obviously you're

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saying that this is what you're going to do as well.

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I think that this is really just, it's a segue to what you're excited to catch up over there,

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but I think this is really where you might be interested in talking a little more with

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this first class business to understand the business model here as well for marketing,

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which I think would be very similar in your concept of being able to say, can I apply

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this to a sales perspective of marketing, taking marketing and say, okay, this is, this

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is the way we do things, obviously to promote, but let's take it back and say, can we apply

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that to something that's more along land, you know, landing customers and being able

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to generate revenue and things like that.

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I suspect that's really what we're looking for.

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This might be something like that.

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And I say, I'm not really trying to promote necessarily for myself because again, this

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is, but this is what I have seen from what Jackson Calamities has provided through a

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first class business is really designed to get to know the customer first before you

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ever try to do anything.

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Because if you, if I come in, it's called the power launches, the power launch is the

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process where he's checking us to see, okay, what's your business about?

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Because obviously my business is very niche as you're saying, it's very, it's very specific,

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very focused, but that doesn't mean that it cannot apply.

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It just means that he has to learn the vernacular.

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He has to learn the concepts.

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He has to learn the customers that I think would be potential customers and take it from

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there and say, okay, based on this, we can apply certain concepts to give you what you

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need when you're going out to the field to dangle the carrots, to get the people coming

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to you, then you going out to try to find people.

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I think that's really what you're trying to say, right?

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That really is the case.

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Although I will say that there is a, you do have to sometimes bridge a gap between conceptual

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and literal.

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What I find is that even in my own sales process, conceptual is where you begin.

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It's how you get to know somebody, start to know their pain points, how those pain points

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are affecting them and their business, their teammates, right?

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It's usually very big picture, but then you drill down into those specific pain points

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to specific details and you're ultimately solving those specific details, but then you're

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able to tie it back to something more emotional, maybe more conceptual, right?

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So there is a relationship there, but absolutely concept first, then the specifics because

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it has to be repeatable.

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I just created a top to bottom sales process today, actually, from the moment you receive

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a referral, the entire sales process, the interplay between operations and sales, everything.

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And it does begin conceptual.

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It is just what it is.

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What's going on in your business right now that this is a critical for you.

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Well, Michael, this is what's going on.

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And hopefully it's emotional because if it is, great.

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You have a great shot at helping them overcome.

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It's harder when people are very dispassionate, cold.

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They're like, well, you can do it, but it's a different kind of sale and you should be

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ready for both.

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But anyway, I think you hit the nail on the head.

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There is a combination of conceptual coaching and tactical hard nose.

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This is how you're going to do it.

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But it's unique to each person and even within an industry, right?

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You used a marketing firm.

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Well, you might be a boutique marketing firm doing everything on a one off or very unique

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special businesses that need your help that way.

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Or maybe you're like, you know what?

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I got a business starter pack.

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It's 2500 bucks.

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I'm going to give you a one page website.

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I'm going to set you up with one social media channel and I'm going to give you a couple

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of content pillars so you can create.

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But it's very specific.

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It's this or nothing.

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And those are two different sales processes.

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Awesome.

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Yeah, I agree.

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I agree.

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That's a good point.

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And strangely enough, what you just said, the way I translated to my speak would be

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somebody does what's called engineer to order, which basically says a customer comes to me

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and says, I want to build something that's very unique.

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Nobody's ever done before.

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And I'd be like, all right, let's work on the design where the design is the most important

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piece of the whole aspect.

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Because if you don't do that piece, then of course, whatever comes out the door is not

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going to be good enough for you.

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But at the same time, you have commodity products where you could care less.

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You're just you're rubber stamping and just getting it.

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It's high volume, low usually, high volume, low revenue.

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And it's just like get them out the door.

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It's kind of what you're saying.

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There's some of these really the same concept.

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It's amazing how you can translate so many concepts in the industry to so many different

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types of businesses.

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Thank you for being here today.

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I'm really happy that you tuned in to Vision Pros Live.

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I'm looking forward to seeing your reactions as these episodes continue to move forward.

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This is going to get more and more fun.

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We'll have more and more engagement as well.

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We'll invite people to participate in the show.

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And thank you for giving us your time and attention.

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Have an excellent time building out your vision and becoming a Vision Pro yourself.