Overview

After 500 shows, you will notice a few changes around here. First, the show is now The Small Business Radio Show to better reflect our audience and what we are talking about each week. Second, we are on a different radio station that allows us to go with an expanded format with longer interviews so we can go into more depth with each guest.

This week on The Small Business Radio Show, we first talk about one of the biggest complaints I hear all the time from small business owners: “I hate sales!” This is a problem because only by driving sales is your company going to grow. We will show you a system that will feel more natural to you, and you won’t even have to say the word sales! Plus, outstanding talent is scarce and it is getting harder for small business owners to find the right people to grow their companies. We will show you a tool that will help you recruit the a-player talent you are looking for. Finally, word of mouth is probably the best marketing strategy there has ever been, but amazingly, very few companies have a strategy for it. We will show you a strategy that will help you ignite word of mouth for your business.

Listen

 

Segment 1: Mo Bunnell is author of THE SNOWBALL SYSTEM: How to Win More Business and Turn Clients into Raving Fans. Over the course of his career, he’s worked in nearly every area of business development and used this knowledge and experience to build the GrowBIG business development system, resulting from years of testing and peer reviewed research into why people buy and what makes the buying process happen faster, in greater volume, and with more enjoyment. BIG has now certified over 100 professionals as licensed GrowBIG trainers who have trained tens of thousands of professionals around the world, from individuals to Fortune 500 companies, including Aetna, American Express, and Sotheby’s.

2:30 – Why do so many people have such a negative feeling about sales?

4:15 – Words you can use instead of “sales” to take away the negative connotation associated with the process.

5:45 – Do people have to like you in order to purchase from you?

6:45 – How do you get people to like you?

9:00 – Should you do research on the person before you meet with them to see what your commonalities are?

10:00 – The deepest relationships have mutual benefits. How do you apply this to business relationships?

11:15 – How to use the Mere Exposure Effect to build and strengthen business relationships.

15:00 – The 7 step process in the Snowball System will help you take people from target to raving fan.

17:00 – What’s the best way to cultivate referrals?

18:45 – How do you best create momentum in teams?

Click here to access Mo’s free 8-part video course for the Snowball System.

Segment 2: Monica Lewis is the head of product for LinkedIn Jobs, which provides technology for companies, big and small, to find and hire winning teams. In her current role, Monica leads several teams working to bring AI and human-centered design to help small businesses hire more efficiently, and effectively.

24:45 – In a 2017 study, LinkedIn found that a key pain point for a majority of small businesses (51%) was finding enough qualified candidates to source. What’s the good news?

25:45 – How small businesses can be successful at recruiting talent from bigger companies.

28:00 – A new feature on LinkedIn Jobs called Recommended Matches allows small businesses to post a job on LinkedIn, and then we serve up relevant candidates whose profiles match the job description. How does this work and what problem does this solve?

30:45 – How can a company put their best foot forward in a job description? Should you include a salary range in the job description?

34:00 – How do you ensure only qualified candidates apply for your job?

35:00 – How to paint a picture of what success looks like at your company in your job description.

36:30 – Leverage your network to hire and to build a diverse workforce.

To get started with LinkedIn Jobs, click here.

Segment 3: Daniel Lemin is the co-founder of Selectivor, a food intelligence platform that helps people stay healthy through personalized eating. A former communications leader at Google, he is the author of the online reputation guide Manipurated (Ma-nip-YOU-rated). He has been featured in The New York Times, USA Today, CBS Radio, and Fox News, and speaks in front of audiences worldwide.

42:30 – Word of mouth is more vital to the success of a business now than ever. How do you define word of mouth?

43:15 – If word of mouth is so important, why don’t more companies have a strategy for it?

45:00 – What is an example of a talk trigger that sparks word of mouth?

47:00 – What other ways can we inspire word of mouth?

50:00 – How do you find the talk triggers that will spark word of mouth for your business?

Sponsored by Nextiva and Square Payroll.