WMTW 016: Jack Daly cares most about the customer [podcast]
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Adam and I first saw Jack give a presentation in Brisbane and have subsequently seen him in Sydney numbers of times. I can honestly say that Jack is the best business presenter and one of the best presenters I have seen live on stage.
Jack has built businesses since he was 12 working on a newspaper run. As CEO, he built a mortgage company to 750 employees and 22 offices in 18 months AND in the first 3 years of business to $42 million in profits. He’s led sales forces numbering in the thousands and he’s married to his high school sweetheart Bonnie. He’s run 65 marathons, 13 Ironman Triathlons and played 82 of the US’s Top 100 golf courses.
And now he’s written a new book Hyper Sales Growth which hit #1 on Amazon in 7 countries!
His catch cry is “If you think you know sales, then you don’t know Jack.” And man does he live it!
Jack’s Sales philosophy:
- “When you care more about the customer rather than you do about the sell, you’ll end up selling more than anyone else out there.”
- “You build such an absolute foundation of trust, that repeat and referral business just stands in line to do business with you.”
Jack’s Marketing philosophy:
- “Multiple channels in multiple categories and it’s got to be about them, not about us.”
- “Takes 9 touches before they even know you exist.”
- Sales people aren’t bringing information and data any more.
- Use the web for pre-work to understand the prospect and customer better.
The good, the bad and the ugly
What has worked well: Social Media
- 20% of attendees at his public events are coming via social media providing value. (Here’s another video we did with him about generating enquiry through facebook)
What hasn’t worked: Webinars
- 1hr webinars at $100: customer feedback was that they were getting bombarded, that he was selling too hard on the webinars. Didn’t get the numbers he was after.
- Changed up webinars to be free. Attendance of 1,000+ people
- Bring your customer value at every turn.
Marketing catastrophes: Buying leads
- Buying internet leads. Very cheap. Disaster – there was very little conversion. Disproportionate amount of time on junk leads. Tread lightly and inspect deeply. “You tend to get what you pay for.”
Kicking off your business from scratch:
- Model the masters – someone has probably already figured this out.
- Leverage – how can I generate more business with less work?
- They’ve engaged a company Kirk Global.
What’s next for Jack Daly?
- Speaking gigs
- Growing public events
- Sales Management – virtual coaches
- Lucky in the gene pool
- 50% or more of success is in your head – “I love life!”
- You focus on those things that you have control over, and those things you don’t have, don’t exist.
- Takes care of physical – physical check ups every 6 months, cognisant of what he eats, enjoys wine.
- Put yourself in a place of passion.
- Measures everything since he was 13.
- 10 mins a day reflecting on what he did.
- Broken down by day/week/month.
- Goals are posted.
- Quarterly report on personal goals.
- Board of directors of his life – meets with one on one each quarter to hold him accountable.
- It’s like breathing.
- Jim Pratt – father figure.
- Voracious reader – 2 business books this week – The Challenger Sale, Nick Saban – Disciplines of Life.
- Desert island book: Endurance, Alfred Lansing
Connecting with Jack:
- email: jack [at] jackdaly.net
- website: www.jackdaly.net
Websites and books mentioned:
- Endurance – Alfred Lansing
- Hyper Sales Growth – Jack Daly
- The Challenger Sale – Mathew Dixon and Brent Adamson
- How good do you want to be? – Nick Saban
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