150 Monday Musing: Not All Customers Are Created Equal

You’ve probably got some customers that you feel really lucky to have and you’ve probably got some customers that you would really feel lucky if you could get rid of them. On today’s Monday Musing, Jeff is here to tell you that you can, and probably should, fire some of your customers.

Wait, what? Get RID of a customer? It sounds crazy but listen to today’s Monday Musing and find out how carefully evaluating your customers can make you more productive and more able to serve your other customers.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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Significant Quotes

149 Taking Shots with Christina York

Nobody likes pain, but can you sell someone on a highly technological solution to reduce pain for even the most vulnerable patients? That’s the challenge of our guest today, Christina York, CEO and Founder of Spellbound, a technology company in Ann Arbor, MI, focused on using augmented reality to improve the patient experience in hospitals.

We discuss her amazing technologies and how she beat back all the negative talk that comes with any startup and drove her business to success.

On today’s podcast

4:00 – Jeff and Christie are “Spellbound” by the augmented reality tech that Christina is using.
8:56 – Virtual reality is providing new ways to manage pain for vulnerable patients
14:11 – How augmented reality changes the way your brain experiences pain
20:39 – Spellbound is born out of a “disillusion”
28:00 – How Christina proved the naysayers wrong and reduced her sales cycle from 18 to 3 months.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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147 Connecting People to Solutions with Brett Ruffino

Sometimes life and career change for the better and sometimes they change for the worse. Either way, you can make your own success if you have the right attitude and the right gameplan. Our guest today, Brett Ruffino, had both and he’s here today to tell his story.

Through his principles of customer experience and customer loyalty Brett helped turn around an underperforming, multi-store retail operation. but his passion for leadership training moved him to a higher calling.

As the founder of 10 PAPERCLIPS, he leveraged his executive leadership knowledge and skills to bridge the gap between what C-Suite leaders want, what the field needs to execute, and what the customer needs and expects; creating a synergy that yields a powerful ROI.

On today’s podcast

4:37 – Brett discusses the lifestyle of the successful franchise owner
8:17 – The early secret to record franchise growth (without growing).
11:49 – The push and pull of balancing a corporate job and a franchise business
16:00 – Brett learns a lesson and shares his biggest piece of advice for those that want to become a franchisee.
18:30 – Brett’s been in business school for 39 years
24:00 – The birth of 10 Paperclips
34:00 – Brett Ruffino’s “why”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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146 Monday Musing: That Icky Feeling is an Opportunity

In any business or personal relationship you have a role and you have a choice. Whether it is to begin a relationship or end that relationship. In business that decision is complicated by the opportunities that relationship might present to you. On today’s Monday Musing Jeff Bajorek discusses how to navigate this thorny subject and come out the other side without an “icky feeling.”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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145 The Customer is Always Right Field with Andy Appleby

What takes you out to the ballgame? Our guest this week makes it his job to find out. Andy Appleby is the Owner and CEO of the United Shore Professional Baseball League. The United Shore Professional Baseball League was founded by Rochester-based General Sports and Entertainment, and is the culmination of a 10-year effort by General Sports to bring professional baseball to the Detroit area.

Andy got his start in sales with the Detroit Pistons and used his sales experience to drive his philosophies on customer outcome, experience and loyalty.

On today’s podcast

3:00 – Andy goes from the Detroit Pistons’ front office to owning his own baseball league
7:45 – Andy’s customer experience philosophy
12:20 – If you build it…will they actually come?
17:00 – How Andy’s sales background is helping his league succeed
21:21 – Treat every game like the world series
27:00 – Andy Appleby’s “why”

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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144 Monday Musing: Netweaving

Are you networking or netweaving? What’s the big difference? Christie breaks it down for you and gives you actionable tips that will help with your engagement, your follow through and the results you’ll ultimately see from your next networking event.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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143 Channeling Our Inner-Hype Man with Rajiv Nathan

Rajiv Nathan took his hip hop talents to the world of business startups and people can’t get enough of his hustle and flow.

Go see Jeff and Rajiv talk about how NOT to suck at pitching in Chicago on September 20th!

It might be easier to tell you what our guest this week DOESN’T do. He’s a hip hop artist, a record producer, a yoga instructor, a podcast host, he’s a business and personal development speaker, he is a nation unto himself.

WATCH: Rajiv’s TED talk on vulnerability

Today he’s here to drop some lyrics and wisdom on us about telling the story of our product or business and making sure our pitch has a purpose.

On today’s podcast

2:50 – How did Raj take his hip hop talents to the SaaS/startup world?
6:00 – Why the Hamilton musical caught fire with audiences and what that has to do with business startups
9:30 – The best example of a great pitch courtesy of the Fresh Prince
11:11 – Refreshing your message
18:20 – The basic problem with the basic SaaS product pitch model
24:00 – Thinking like an entertainer instead of an entrepreneur
28:30 – What drives all of Raj’s decision making

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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Significant Quotes

142 Monday Musing: Why Would Anybody Buy This?

“I don’t know why anybody would buy what we’re selling?”

“Cool, now we’re ready to go sell.”

This was the culmination of the conversation that serves as the backbone of this week’s Musing. Jeff kicks off customer loyalty month with a conversation about why people would ever consider buying what you’re selling. It’s the most interesting and important question you can ask about your sales process.

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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Significant Quotes