Ep 3: How Risky Is It To Quit Your Job and Try Out Entrepreneurship?
Interview with Grant Tanner of ClickGrabber.com
[00:00:03] Welcome to Conversion Marketing Radio. Uncovering the secrets of how to convert your dream clients Into paying customers. If you’re here To learn about maximizing Your business, Without wasting money on “Vanity” results, then consider subscribing to this podcast. And Now, Here’s Your Host, Ben Willson.
[00:00:24] Hey Guys, Welcome to Conversion Marketing Radio. I am super excited for today we have a special guest on the show. His name is Grant Tanner; someone that I’ve known for quite a while and is an absolute rock star at selling. He’s also taken into the Internet marketing world and even quit his job recently to do so. And I can not believe that the Internet is just trying to prepare itself for brands and he’s able to do what he does selling on the Internet.
[00:01:00] It’s just going to change everything. So welcome Grant. Thank you. Absolutely.
[00:01:07] I know Grant from when him and I used to be at the small consulting agency in the health care industry and Grant actually was he came in to be a business development guy and to absolutely change the way that the company was selling their services. And so I wanted to kind of pick Grant’s brain because he’s known for selling being some of the best sellers and all his companies and businesses that he’s been in. And see what some of his tactics strategies his secrets are of how to close any deals.
[00:01:41] Yeah absolutely.
[00:01:43] So before you get into a sale is there any secrets any tricks you do anything to get your mind repaired.
[00:01:55] Yeah I mean depending on the context right. So.
[00:01:59] I like to look at sales and some of my formal sales training is you want to look it’s you know I’ve I’ve been formally trained as more of consultative or more consulting as opposed to selling like you’re like teaching people or you want to have a conversation with someone.
[00:02:18] OK. And really the whole thing is you want to.
[00:02:23] This you want to you want to find the facts you want to discover their issues.
[00:02:28] You want to learn about their needs and you want to really when it comes down to is what is driving them right. What is their ultimate motivation?
[00:02:40] And so there is there is some formal sales training is called Find.
[00:02:44] If I end the facts issues issued these drivers and that can be more of a foundation or a way of selling.
[00:02:52] Right. So we use that we use that in the financial industry a lot of people would come in and kind of start with the facts. Hey what brings you into my office today and why are you here and what can I do for you. You know sitting down and having a conversation and yet they come in and say hey here’s my issue right the lay down an issue and they say Oh well I am wanting to open up college savings account for my kid or I want to do this or that. And then you go from the issue to me. OK so really the ultimate need is you’re going to need some X amount of money you’re going to need X you know down in the future and ultimately you want to kind of get to the whys you know like why is that.
[00:03:34] Why is that even important to you.
[00:03:36] And then they can open up and say oh well it’s always been my dream to pay for my children’s college education because I want to see them succeed in life and that’s on my bucket list. Right.
[00:03:47] And so you can get to that as you can discover really what drives them and what motivates them or another way of saying it is a lot of people sum it up is the one word in what pain. Right.
[00:03:59] What is the prospects. Pain. Right. What’s the pain point?
[00:04:05] And you want to discover that pain point like hey why what’s the issue. Why is that such a big deal to you? And what if I told you right now or what if what if there were a solution and what would that look like. Right. And having a conversation around what the solution is and being able to do you know just talk with them about that and ultimately if you get to their driver.
[00:04:34] And kind of circle back to that motivation then at that point it’s I mean it’s like the deal is already close to right you don’t really have to sell us this stuff.
[00:04:44] Right. So.
[00:04:47] How do you find.
[00:04:49] I mean you try to offer everyone the same price or are you more so trying to target the people and understand their wives and maybe their needs before you ever even talk to them or sell them. You’re I mean are you preparing for this or at least try to sell people the exact same thing.
[00:05:09] That’s obviously good if you know if you have a target audience. Right and you kind of has a persona in mind of who you want to talk to.
[00:05:17] Some companies go into really specific personas and they say OK well you know let’s dry out my perfect client.
[00:05:26] And they say my perfect client is and really detailed right.
[00:05:30] His name is Billy. He’s 6 2 to super fit. He goes to the gym every day. I mean they get really detailed because they have an image in their head of who their private client is and a target audience. Right. So I mean ideally Yeah absolutely you wouldn’t try to sell you know your thing to everyone. Because.
[00:05:52] I mean that’s silly right. No one is going to go out of it. Your product is not perfect for everyone. So the more you can hone in on who your product is good for then obviously. It gives you a leg up because there are going to be more.
[00:06:09] A tentative right to your message. So. That’s important. Right. I mean you can’t always do that.
[00:06:18] But we have technology now that helps us that allows us to do that.
[00:06:21] Right I mean it’s essentially your or your list of.
[00:06:26] Right you could start out with cold calling and you say OK here’s a list of businesses. We’ll that’s one step ahead right. At least you have a list and you know their business. That’s a start. Well you could hone in even further you could funnel it down. OK. Well there’s a business and this is a list of carpooling businesses and I have a product for barbequing businesses.
[00:06:46] OK I well that’s you know when it’s down even more so the more you Jinich down your list I would say the better just because maybe some of your qualifying questions you won’t have to ask if you get your your list honed in even more.
[00:07:01] And that’s a technique that most salespeople will have is they’ll have qualifying questions so you get someone on the phone.
[00:07:08] And for example let’s say I’m going to go to a dentist a dental office or something and I walk in and I say you know or even for this example let’s say I just walk into a building and I have no idea who’s inside the building and at the front counter I ask are you with dentist. Or is there a dentist in this building that would be a qualified question right.
[00:07:34] You know and for the most part or even a qualified question for someone I know as a dentist I could walk in and say do you market do you market here or are you taking new patients. Because if they said no we’re so swamped.
[00:07:47] I’m not taking new patients right now. Then you can say OK. Thanks very much have a great day. Cause they’re not right for you. And that’s a qualifying question even before you can get into you know any type of consultation and you need to have some qualifying question for who’s right for your business or no.
[00:08:07] No I think that’s absolutely important. You’ve got to figure out or even put out say you’re going to like who your dream clients are.
[00:08:17] The type of people you do want to work with and they’re figuring out what are the costs and questions to help any business become a dream clients. Right. You definitely solidify like that’s definitely increases your conversions.
[00:08:34] Now you you recently quid’s the financial industry. I did.
[00:08:41] Right. I did. So I was kind of scary. Yeah. And at the same time pretty exciting right. Hopefully very exciting. So I don’t know. What.
[00:08:54] What enticed you to take something that was paying you and to jump into online marketing. Yeah. And what are you doing these days.
[00:09:03] Yes. So I did work in the financial industry since school.
[00:09:08] You know I graduated college in 2008.
[00:09:11] So you know we were coming up on a decade and it was always comfortable. Right.
[00:09:20] It was always the big company with the benefits and the big 401k match and the great health insurance plan.
[00:09:30] And you know for me I guess it just came down to a certain threshold of you know I kind of looked around. I have a question I’m a questioner it like a personality trait I’m a questioner and so oftentimes I look around and everyone around me seemed to not be enjoying what they were doing.
[00:09:52] And you know that’s not only one company that’s almost almost any company you go to you’ll take a look around and you’ll see people who are are not excited to be there and who are not wanting to be there.
[00:10:07] So I looked around and I said you know what’s the point.
[00:10:11] Why why are people why do people do this.
[00:10:14] Why do people just are still coming to work and they’re still doing this. You know and I know that people need to pay the bills and you know there’s financial needs that needs to be met.
[00:10:23] And it got to the point where I was asking the same that same question to myself is I wake up not excited to be at work.
[00:10:31] And I would say well why am I. Why am I doing this. You know what’s the point.
[00:10:39] And I had always done. I was actually I did get a finance degree in college but before that before I switched to a finance degree I was I was in marketing and you know I was I was always kind of the fun side of business or the creative side of business. And so I was kind of did some of that on the side. So you know the occasional web site design that I would do and the occasional It was really just web design for the most part. And I decided I had enough skill to be able to launch a website design company and without really even having a client base I essentially got so fed up of my job and I just decided to take the leap and I had you know I had some some financial cushion I had some savings that I could rely on.
[00:11:28] My wife was very supportive and we’ve got two kids and we just said All right let’s do it. You know what’s the what’s the worst case scenario. Right.
[00:11:36] Sometimes you have to think instead of letting fear prevent you from doing your dream or doing what you want to do because that happened to me for a long time.
[00:11:47] You know I stayed probably an extra couple of years at some point you just have to say well what could. What’s the worst thing that can happen. And in my case that was OK I will you blow through your savings.
[00:11:59] You know you go a year without making a dime and you blow through your savings and you have to go back and get it and get a job.
[00:12:07] All right. We’ll find out if that’s the worst case scenario. That’s bad. You know I can I could go get another job any year and you know I have credentials and I’m certain you know different certifications that I could rely on and I have a network that I could I could find a job again. You know it’s not like I’m disabled in any way that would prevent me from getting another job. Right.
[00:12:29] Without the fear of not getting the job that it prevents you from not using not getting another job.
[00:12:36] Yeah. Know yeah I can see that before and the reason why it didn’t never take the initial risk to jump into what they wanted to do was I believe the fear of actually not being able to come back. Right. And it was a lot easier for them to just continue going right in versus taking the viewer especially with you know some of the people talking about today’s economy and today’s economy is amazing. Right. You can’t get a job. You just have to show your talents right.
[00:13:07] You can get a job. Yeah. You can always get a job right.
[00:13:11] And even if it’s not at the same role or position or from where you were before and you may have to work back to that that’s kind of worst case scenario.
[00:13:25] No I mean we never limit ourselves I know personally I’m limited myself. Starting a podcast.
[00:13:32] Like just literally talking into a microphone. You want me up to see my face but just even that small then limit me. And by that I’ve been limited by a lot of other things. Right right.
[00:13:47] And I started realizing the only person who’s helped me back is myself right. Right.
[00:13:55] There’s all these other influences we want to put blame on.
[00:13:58] And they really have been other influences and a lot of our lives that have influenced us which prevented us from getting to where we want to go.
[00:14:06] Right. But I think mainly just builds up enough of us some in ourselves or like our own little beliefs.
[00:14:13] Wonder if you’ve ever heard that term where we believe after being cut down so many times we just have this fear that is going to happen again we end up just uproot cutting ourselves down. Right Ray or something ever happens.
[00:14:26] There’s a lot I mean if you go study the best motivational speakers or the best salespeople and you look at Tony Robbins and the grand cartoons and you know they’re all about what your what you just said.
[00:14:41] Right. It’s all about eliminate these limiting beliefs. You know the sky’s the limit. You you can eat what you kill.
[00:14:52] Have that motivation it’s all about this internal drive. And as. And that’s and that’s true right. You do have to have kind of this internal hustle or this internal drive. But.
[00:15:09] I feel it’s not you know these these big big time speakers they make it sound like it’s easy or that you know if you don’t do it it’s life and death and that kind of thing. But I think it’s oftentimes we underestimate. We overestimate what we can get done.
[00:15:28] In a short amount of time. We overestimate that but we underestimate what we can get done in a long time. So is this consistent daily.
[00:15:40] Challenge. Right.
[00:15:42] You wake up. You set your to do lists you get stuff done right. As long as you’re working toward the goals that you sat day after day.
[00:15:53] You’re going to get stuff done and you’re going to be fine. Right. And.
[00:16:00] Worst case scenario if it doesn’t work out the way you thought it would.
[00:16:06] Then you go back and you get another job because really because you can because you’ve done it before and you can do it again.
[00:16:14] And don’t don’t fall into this fear of oh I’ll never get a job again if I leave this company knowing that will you get another job.
[00:16:23] I’ve been laid off before many times and it’s is it might be you know the first time I got laid off was a couple of months outside of college and and that’s and it was scary.
[00:16:34] Right it’s like I just graduate college. I need money to provide for my family. And you know it was kind of a scary time. But more than that every time I got laid off because it just it happens or I quit whatever laid off or quit.
[00:16:52] It got less and less scary.
[00:16:54] And so just like anything else if you practice something then you’re going to get better at it.
[00:17:01] And not to say that I’m proud that I’ve practiced getting fired because it sounds terrible when I say it like that but the reality is everyone is going to get laid off at some point in their career whether they deserved it or not.
[00:17:18] I don’t know at this point I almost consider myself employable just because not because I have you know what a dramatic set of talents that would be that would be valuable for an employer.
[00:17:30] It’s the fact that I don’t want to work for anyone else. Right. I mean it’s almost like you couldn’t pay me enough to go back to work for someone else because I don’t want I don’t want that anymore.
[00:17:42] Like yeah I do miss some of the comforts that a corporate job may provide. But being able to be my own boss and. I can do whatever I want to do when I want to do it. And and that is. Life changing. You know it feels feels great.
[00:18:06] So what’s your. Know we’re running out of time. Your book. If I were you to leave something your say you did run as rance. Wowhead What would you suggest to anyone is questioning.
[00:18:24] Someone taking Molly or what would you suggest to someone or a business owner who’s looking to improve their business.
[00:18:34] Is there something mental that they are using holding them back and they get there or what would you label that person.
[00:18:42] Yeah so I would say don’t be afraid to fail because in the entrepreneurial world failure is learning. Failure is education and a lot of business owners are afraid to try new things. And they’ll say this is how we’ve done it.
[00:19:08] And it’s worked out OK or maybe it hasn’t worked out OK or whatever. And this is just how we do it. But the business landscape the technology technological landscape now is different. Right. I mean who cares about a newspaper anymore. Millennials don’t care. I’ll tell you that much. Right. Who cares about even radio advertising is so expensive and you can’t even tell what your return on your investment is. And so a business owner who stuck in this we did you know we do direct mailers or we do radio spots. And that business owner who’s never tried social media advertising for example who’s never set up a sales funnel to you know set up some of that social media stuff in the in the redirect and you can do on Facebook and Instagram and Google Adwords and some of that technology and that that marketing is so so powerful and there they may think it’s oh it’s they have these excuses right. Like oh it’s too expensive. Right. There’s no way I could afford something like that or you know that’s that’s not for my company or this and that.
[00:20:28] So I think for the person who’s Are you a business owner I would say don’t be afraid to try something new. But at the same moment make sure you have the ability to analyze or measure.
[00:20:46] What’s going on. Right. You can’t just throw spaghetti at the wall see if it sticks. You have to have a way to track and analyze. Right.
[00:20:57] And then to someone who is not an entrepreneur or business owner or someone who wants to try something.
[00:21:05] I would say consistency would be the word.
[00:21:10] Right. There’s something that you’re proud that you’ve thought about doing whether it’s oh I should i should start a blog or I’m really good at photography I should probably get my name out there and do photography some people or you know whatever it is.
[00:21:26] I mean everyone we have everybody has a hobby and I guarantee you that that hobby Gide converted into you know its followers that follow you because they’re interested in the hobby and I guarantee you that you can monetize that somehow. So I would say don’t be afraid to consistently show up.
[00:21:45] In whatever chosen form of medium that you want whether it’s a Web site or it’s podcasts or you know an Instagram account or whatever just consistently show up and engage with people who like what you do and then you know people’s passions meet up and there’s always a way to monetize it.
[00:22:08] So a lot of that was the best way to end any broadcast. Thank you so much for your time today. Absolutely. Thanks Ben. And I if you like what you heard day and consider subscribing and look for us and.