DANNY DE HEKnbsp» Entrepreneur Decision Maker Connector Podcaster EducatorELITE : SIX Think Tank meetings are discussed over ZOOM with our members every Friday at 9:30am.

Facilitated by DANNY : DE HEK meetings are recorded for our Podcast, we’ve been doing this since COVID-19 if you’re interested in joining in with us check out our Website.

Transcribed by Otter

DANNY : DE HEK 0:00
Welcome to ELITE : SIX Business Networking Think Tank, facilitated by your host, DANNY : DE HEK. The place where decision makers come together to share their experience, knowledge and skills.

Good morning, everybody. How is everyone tonight?

Welcome to the Danny and Helen show. We haven’t got Facebook stream live, so we probably won’t get a few people that forgot to tune in, but we probably get a few clicks of souls along the way. That’s okay. We had a brilliant meeting last week. I think we hit I don’t count everyone. I probably did about 10 or 12 people. And we didn’t miss Stefan at all that we guys are of course

David Clarkson 0:48
We did we miss the smiling face. Yeah. Then

DANNY : DE HEK 0:55
Somebody’s trying to figure out how to get into the zoom meeting. I think it’s a good idea to ring me at the time. I want I’m trying to get him online. Could we go around the room and introduce ourselves? So we know who we are? I’m not going to say who’s next you can pick with him speak and put your hand up if you want to go first. Brilliant, Stefano, how are you wiggle your fingers?

Stefano Pietroiusti 1:21
Working partner. We’re from the odd wife and we help SMEs with the comparison systems integrations and just streamlining the processes and making things better for them. Were from Auckland!

Paul Starling 1:40
It’s okay, we won’t hold it. Gotcha. Okay.

DANNY : DE HEK 1:49
Just thinking because this person has asked me for the zoom, link, how do I answer that without being sarcastic? Because I’m terrible.

David Clarkson 1:55
know just just answer them Danny Be nice. Be nice.

Paul Starling 2:00
Pretend they’re gonna spend lots of money with

David Clarkson 2:03
Friday.

Helen Oakes 2:07
Therapy Thursday, which we’ve got and thank god it’s Friday.

Fun Friday.

DANNY : DE HEK 2:17
Yeah, Jude. Oh, got me crazy.

Mark Scown 2:21
Put it up on Chat. Link

DANNY : DE HEK 2:24
No good for everyone isn’t in here though. That’s good. All right. So yeah, so we are doing a podcast here. Theme today is actually a quite a good he is Recruiting Clients obviously I’ve just blown there. You get them on the big jobs. I somebody could have told me my green screen is not proper. I can fix it. You know the click of a button

Paul Starling 2:50
Whats wrong with it.

DANNY : DE HEK 2:51
That is not good enough. There we go. Oh, wait, can we see the difference? Can’t see any difference with glasses? Yeah. It might be one pop up. It isn’t is it? Alright guys. Alright, so here we get up to.

David Clarkson 3:11
So it’s about me. I’m David Clarkson. From dynamic communication, we build more confident, more competent, more credible communicators run them. In the training business. We train people to be better communicators using public speaking as the medium by which we do that. And we operate out of Christchurch, clients are normally medium to large organisations and train your staff to improve your communication skills.

DANNY : DE HEK 3:41
Excellent. It’s time straighten the deep end Richard Andrew, what do you do?

Richard Andrew 3:48
I spend my mornings trying to get at work ahead and get in the zone. But once I mastered that, what do you see my password doesn’t work out or why it used to work in your site. Now it doesn’t. I haven’t bothered to do the chance to reset it. Yeah, yeah.

DANNY : DE HEK 4:03
The meeting yesterday that you’re at, but you’re

Richard Andrew 4:06
I was probably in deep conversation.

DANNY : DE HEK 4:08
Oh, here’s what I do with them. That’s good. All right. So what did you do we get to the point where we asked you what you did?

Richard Andrew 4:15
Na?

David Clarkson 4:17
Yes we did!

Mark Scown 4:21
He’s from Australia,

David Clarkson 4:23
What came here?

Richard Andrew 4:24
You guys run on the Sami

DANNY : DE HEK 4:28
Language, waving my hand across my face. All right, Max down. What do you do? Yeah, mask

Mark Scown 4:33
Mark Scown. Insurance broker. I specialise in personal risk and small business risk advice, but my particular speciality is projecting over the long term what future premiums are going to be so I’m able to have those discussions going on around not only fit for purpose now in terms of cover, but what will it look like in 1015 or 20 years time, and so I can restructure that too. To avoid those huge and massive premium rises that happen to people later on their life

DANNY : DE HEK 5:07
At your age, you mean?

Mark Scown 5:09
Well, you don’t want to get to my stage might be paying what I was paying insurance, that’s for sure.

DANNY : DE HEK 5:14
Yeah. Excellent. Helen.

Helen Oakes 5:17
Helen Mode de vie I’m a photographer, a digital artist. And what else am I? It’s more of the personal branding photographer.

DANNY : DE HEK 5:30
Yeah. Before I put it on trade me guys we bought new cameras the other day and the old ones are for sale. Sony’s 6000 very good camera. If you want that let me know really quick before I put on trading for $1 reserve. We selling products on here, nanny Oh, and comes with a free pair of steak nice.

Paul Starling 5:54
steak knives. You get one free move.

DANNY : DE HEK 5:59
That’s cool. All right, um, who we got now we’ll go for who isn’t? introduce themselves? Ray. Ray Raman.

Raymond Lum 6:09
I’m sort of productions, a film producer, content producer. I specialise live streaming. I’m sitting in the live streaming truck if you would here last week. This is not a green screen. This is actually the format truck. Also, I promote people’s businesses on Facebook, YouTube, or this awesome google maps that anyone can do that. You guys can put information on other people’s. Right people? Yeah, I’m married with a wife. Of course. She’s currently working as a nanny, and to stick kids and they’ve gone back to the father’s today. The turnaround is on a Friday. Brilliant. Yeah, it looks like you’re in the top

DANNY : DE HEK 7:07
Anyway. So that’s good. Yeah. Yeah. And Shawn ever got you there? Nice. Now you come back. He’s he says you’re watching he just his green.

Shaun Jin 7:21
There is. Yep. Shawn from quality clean. And one stop shop service for the property improvement. We’re doing property related stuff. Not really building size, but make your house more cleaner.

DANNY : DE HEK 7:43
Yep.

Shaun Jin 7:44
And you kill bugs. We kill bugs. We do inspections. We do moisture inspections with Joe. And healthy home checks. And we we control flot if you got flood inside of the house. Well, unfortunately. Yeah, people have a accident. I mean, yeah, we pretty busier does wake because we got to several jobs. And people got flooded from top to bottom.

DANNY : DE HEK 8:23
Oh, did a real video on Tuesday. I think it wasn’t I walked the dog and there’s a big puddle in the middle of the Pelican. I thought I had somebody hitting or sleeping.

Shaun Jin 8:31
Not really those kind of lot. But you like forgot to turn on the pebble for tabas. Tap, Broken broken pie. The most serious flood? Yeah.

DANNY : DE HEK 8:44
All right. We’ll just keep moving around the room. Y’all see that? Right? Yeah, Yo,

Hongze Yao 8:49
I want to run sorry, I just finished a meeting in town. And so I’m driving. So hopefully everyone can hear me clearly. So my name is Yao. And then I’m a financial GP who look after people’s financial health. On the other hand, I’m also a pollinator who like to connect people with mutual interests. So this could be jobs, relationship business referrals, you name it. So yeah, look forward to meet more people. And then yeah, I enjoy that.

DANNY : DE HEK 9:21
You’re looking very daper today, I must say.

Hongze Yao 9:23
Yeah, made a very a lot of genius today. And then you have like a public breakfast business breakfast this morning. So what’s

DANNY : DE HEK 9:33
Napier? Isn’t it?

Helen Oakes 9:36
Yeah, yeah.

DANNY : DE HEK 9:38
Yeah, call lochlan. Next, that button. He’s talking usually voice will grab a lock on when a sound starts working. Can’t hear the moment when you realise you’re talking to yourself just wondering as to who we know. Yep.

Lachlan McNeill 10:00
Cool. Yeah, so I just put a new computer in. No, I’m a technical recruiter, I recruit for engineers, attics and general project managers in the construction industry. At the moment. I’m just about to hop on a plane to Wellington. My wife said, Can you bring a couple of dresses that are making at the moment, and some spices because I’m making a cake. So I’m like a cross dressing. drug dealer if they stop me. Yeah, so that’s my other. That’s my other life.

Helen Oakes 10:28
Yeah. And if you have too much to carry on, just wear the dresses.

Lachlan McNeill 10:32
Yeah, that’s what a border. Crazy. I really enjoyed it idea. Obviously, that’s the other side of me. You’ll probably never see.

DANNY : DE HEK 10:42
Awesome stuff. And there’s a new computer got a new webcam on it as

Lachlan McNeill 10:46
well. I just had to plug the one in. Oh, no. Yes. Good.

DANNY : DE HEK 10:51
Luck here. And you’re looking younger as well. Yeah,

Lachlan McNeill 10:58
it’s actually just a fast up. It’s one of these little tiny things cedars, I couldn’t believe I’ve got this tower box, which is about this by this. And this new one is about the size of like enormous lift. It’s like that by that. It’s amazing.

DANNY : DE HEK 11:12
stuff, man. Since we met with Matt, Matt sit up Matt

Matt James 11:19
Oh, sorry. Sorry. Sorry. Just

Paul Starling 11:23
pull the camera down.

David Clarkson 11:27
To do that, man.

Matt James 11:28
Yeah, I know. Exactly. Yeah, I didn’t want to say

DANNY : DE HEK 11:32
yeah, look like a hermit.

David Clarkson 11:33
Oh, wow.

Matt James 11:42
Matt James North can be business services, supporting small and medium sized enterprises with either startup issues, or just general support some a coach and business tormentor.

DANNY : DE HEK 11:57
Make people accountable. I won’t get into and I think I’ve got everyone. Anyone I missed. Does anyone know? If I miss you, I didn’t mean to that labia. Don’t take it personally. Alright, so we have actually got I think I’ve shared the screen I have. We’ve got a think tank meeting today. And the topic is recruiting new clients. So here we get new clients as a topic. And if you haven’t been here, before, which you guys have we first of all talk about people’s experiences trying to do it. And that sort of merges into problems quite nicely. And hopefully, we’re going to come up with some solutions, and then we’ll let you go. When you told me some takeaways.

Helen Oakes 12:35
So what are we doing? Well put it on this so I can type?

DANNY : DE HEK 12:38
Oh, Helen wants to talk take charge straightaway. Yeah, wonder what

Mark Scown 12:41
Matt has already put up referrals.

Helen Oakes 12:44
Word of mouth, I was gonna say. Mouth, which is referrals really isn’t?

David Clarkson 12:49
Yeah, well made of word of mouth referrals. Kevin by phases?

Helen Oakes 12:53
Is referrals. Double ah.

DANNY : DE HEK 12:56
Was it recruiting new clients? Was it hard to get?

Mark Scown 12:58
It’s actually it’s actually triple A, because you got an eye on the front as well.

DANNY : DE HEK 13:04
Spelling does not interest me, guys. Okay, so people’s experience and getting new clients, we talking about how we actually the tricks that we use to get them as it were we talked about Yeah, it wasn’t really a trick was not a trick. Yeah, it should be high.

David Clarkson 13:22
You can target people, you know.

Raymond Lum 13:27
I mean, friends.

DANNY : DE HEK 13:28
Yeah. It’s like when these people get into Arbonne, and all of a sudden, all their friends and their customers. They’re not we’re not talking like that, though. Are we

Matt James 13:38
suddenly lose all their friends? Yes.

Paul Starling 13:41
Solving people’s problems?

David Clarkson 13:45
Just talking about that I had somebody that I was in an organisation with. Not not an employment situation. But I knew they were the size of company that I was interested in. And so I just approached that person because I knew them. And it was easy to do. And just say to them, Hey, you know, I can do this. This is what we offer. Can we be of assistance, and I gained a long term client has a resolver.

Helen Oakes 14:13
So that would be really cold calling. Wouldn’t that David?

David Clarkson 14:18
Well, no, I had a connection already. Yeah.

Mark Scown 14:22
For me, for me the insurance game on picking up most clients through doing PowerPoint presentations to variety of nitwit groups out there. So you got to see me captured audience who you and built a relationship with so that’s probably generating about 60% of my annual business.

DANNY : DE HEK 14:43
Does it other networking groups? Mm hmm.

David Clarkson 14:46
Yeah. But there’s also other groups out there that you can go to, like the likes of rotary and roundtable and lots of organisations like you three, eight. who are looking for speakers who have expertise to explain what goes on in their businesses and what have you. And that’s a great place to go looking for clients and spread the word about what you’ve got to offer. But you’ve got to offer them something in terms of the quality that you’re giving your and your PowerPoint presentations you’re talking about.

DANNY : DE HEK 15:22
One thing that really helped me along the way, as always having a speech, really to give, and I think you told me there quite a few times Dave, and Michael hypsi, was doing a seminar on Monday at 1130, in the dyslexia organisation was actually going to come on to his seminar. And they pulled out last minute for whatever reason. And then he said, Danny, I know it’s last minute, but can you come on the show? And it was great to be able to say yes, and have one of my speeches ready to go printed it out and gave a 85% Polish speech. And then I got other people standing, contact me on LinkedIn, her on the seminar, and started asking me questions, which I invited on here today. And he said he didn’t want to be here. But he said he might have a new job he starting so he obviously not. But that was, you know, another way of doing that, too, is putting yourself out there and doing a bit of public speaking gigs. But I think you’ve got to make yourself available. And people know that you’re out for hire

Helen Oakes 16:26
leaders to get people on board. So you’re giving something away to get them on board, like an email lists are a good one, get people to sign up for something and then email them and recruit them that way. Yeah.

David Clarkson 16:41
and upsell them.

Helen Oakes 16:44
upsell, yes, yes.

Mark Scown 16:46
And I’ve just pulled out my promo pamphlet. And I found that is a great way as far better and more powerful for me than my business card, which is just giving you basic contact details, but just in one a4 folded brochure is actually giving them a little bit of an essence of what I specialise in.

Helen Oakes 17:04
Yeah, I find business cards don’t work. I don’t even hand out business cards anymore. Mine are quite old, too. But I don’t even use them. And I’m not going to get any more printed. I just find people get them, put them in a bag and never get them out again or throw them away. You know?

DANNY : DE HEK 17:22
I see printed questions on the back of my business. Purpose. The gimmick is sound must be shocking, isn’t it? Because I haven’t got my stereo

David Clarkson 17:35
We can hear you. Okay.

DANNY : DE HEK 17:37
Now you should hear me perfectly with my stereo sound. Wow. Welcome to my Crib

Paul Starling 17:51
I can hear you breathing?

DANNY : DE HEK 17:54
Yeah. So what are we looking at? We’re looking at people’s experience with recruiting new clients. If you think back the last client you got How did you get him? Oh, Raman, you’d be my last one. Go to Raman.

Raymond Lum 18:11
And this answers the question that I was thinking before someone mentioned, you’re talking about your testimony about Sunday. But I was thinking of the elevate chin speech like you got to pitch in 30 seconds or something and how long it takes the elevator to go up? Because why don’t you just say hello. Next question is using cultural Franklin all the developing make nachos? What do you do? And it’s what you’re going to question and you’re going to pitch it because people’s attention spans are quite short anyway. is another matter if they’re listening or not? Because that goes into the psychology of it. You’re gonna have a hook as well.

DANNY : DE HEK 18:57
I reckon it’s a really important thing. It’s like having your every media package where your media pack ready to go when somebody says, you know, right through to your email signature, you know, to be able to describe who what you do within I call it 150 characters actually.

David Clarkson 19:16
If you have an elevator pitch, you’ve got to practice it. Yes, you’ve got it organised doesn’t mean to say I got embarrassed we while ago because I forgot mine because I hadn’t used it for a while. So just to remind the folks, if you’ve got an elevator pitch, make sure you’re up to speed with it.

DANNY : DE HEK 19:37
When you when you pull it up.

Mark Scown 19:41
David on that day your elevator stopped at the third floor.

David Clarkson 19:46
Now you got it wrong with the second floor.

DANNY : DE HEK 19:50
Elevators don’t stop travelling either. They keep going right to the top.

Lachlan McNeill 19:55
When it comes to elevators, it’s the time you do could do with something like a business card because Often people are not really that bad thinking about going to the seventh floor David, and and you’ve almost got to just drop something with him and then leave them a card. So I do use business cards in that situation.

DANNY : DE HEK 20:11
Yeah, 80% of the time, when I made a new contact, I search for them on LinkedIn and connect with them returned. And then if you do that, quickly, then your letters connections will actually be at the top.

Helen Oakes 20:24
Your business cards

Lachlan McNeill 20:27
I am basically cute, right? Firstly, and also but on the back. This is called recruitment. It’s got the sort of symbols as referees we work in. And it’s got my numbers down there. But look, some people just keep them for a while. I mean, I have probably used a third of the ones I’ve that they need. But in those situations quite often you’re at a place and you’re not really you’re at a social event or something people say, Oh, hang on. Yep. They don’t want to talk about recruitment right then. And then you say, Hey, give us give us a call. And you swap cards, particularly back pocket. You discovered them three days later. But then you make contact. But yeah.

DANNY : DE HEK 21:01
All right. Can we go on to problems perhaps? issue? That’s a really good one. Somebody who just posted that. Stefan, actually, Facebook business groups?

Helen Oakes 21:12
Yeah, that’s actually a really good one. Yeah,

Stefano Pietroiusti 21:14
Yeah, there’s lots out there. And what we do as well, if we specialise as technologies, we actually join those business groups. And then you can actually start learning about other problems that people come across. And we’ll also help you condition your services in response to those problems.

Helen Oakes 21:34
Yeah, that’s a really good idea. Because you can chat in those sort of groups, and then sort of, you know, befriend people as well and say, I can help you with this and that, and then they come to you, which is, yeah, really good idea.

DANNY : DE HEK 21:45
And they would go back to my every time I fill out a social media profile. And they asked me for me to fill out every box, I fill them out completely. I put the same branding throughout. And then I started chatting or chit chatting. So last night, I’m chatting, I deleted all the people I follow on LinkedIn. And I’ve now only following teen authors that I actually want to come on my podcast. And and now I had one, I fit two of them. One of them say is going to come on my podcast and one of them’s been chit chatting to me. And big overseas ones in England and ones in America. And so I’m focused on using that conversational and I’m not going to straightaway saying didn’t come on my podcast. But I’m actually just starting to chitchat and build a relationship with them before I say, Hey, have you thought about doing this or whatever it is? Good on you, man.

David Clarkson 22:38
One of the problems if you’re cold calling is getting past the gatekeeper.

Helen Oakes 22:42
Hmm, that’s a good one. Yeah.

DANNY : DE HEK 22:46
What some ways of doing that?

David Clarkson 22:48
Oh, well, one of the ways I think I’m not sure what I talked about other than a group yesterday, Danny, but was certainly is when you front up and you’re cold calling, say a company. And it’s a good idea to to ask the receptionist who’s the person in charge of whatever, say it’s who’s the who’s the person in charge of purchasing and what have you. And and invariably, they will tell you and you just what you can do is just leave the your business card with them and said, say would you mind giving this to them? And make a note of their names. And then leave it a day and give them a call and say oh, I popped into your business yesterday and lift in my cab with your receptionist? Can I talk to you about whatever it is that you’re in the business of promoting?

DANNY : DE HEK 23:43
I used to do that and I used to carry around a whole lot of $5 notes and slip them away five to get away when

David Clarkson 23:51
it’s called graft Danny

DANNY : DE HEK 23:54
bribery.

Helen Oakes 23:55
We were listening to Grant Cardone ebook, and he was saying with that sort of thing he getting past the gatekeeper and he said he he flew somewhere and went into some office and pretty much said I’m not leaving until I speak to the head honcho and he finally got to speak to them but he was pretty adamant and I guess if you’re quite bolshie, you can do that. But yeah, it’s sometimes quite hard to get to the person you want to get to. Hmm

Lachlan McNeill 24:22
It’s a very common recruitment of course.

Richard Andrew 24:26
I spent seven grand with a local telemarketer expert expert little small business to cold call into because I want a new leads in Australian schools. We’ve got one lead

Helen Oakes 24:46
on seven grand Wow.

DANNY : DE HEK 24:47
Yeah, I’m a telemarketer mate. If you only want one lead, I’m happy with it wow,

Lachlan McNeill 24:56
Danny better idea of your fibres. I’ve got some little envelopes here which is just file size or self addressed them and send them to you.

DANNY : DE HEK 25:05
When we started the lease six Indonesian we hired a telemarketer. And that was actually quite good, because it was the right area. And then I went down there before I started the minister knocking a few doors for the morning. And I bumped into three or four companies that had received a phone call from a telemarketer. But I think, you know, it was just a obviously, somebody ran businesses for business networking, but I think they would have to be finding the right type of client suppose

Richard Andrew 25:31
it does depend on your industry, I just happened. I happen to have lucked out on the teaching game, which is impossible because it is it is I’m not just making excuses. But getting past the gatekeeper is like, this is the same person that you used me. And she couldn’t believe it. She’s never struck anything like it. But then you get your name, but you can’t you can’t call in because teachers are the busiest animals on the planet. So they never sit almost never sitting down. You can’t actually are Can I speak to john smith is not as desk or you get into the staff room, and no one picked up the phone. I never used to pick up the phone because it’s a distraction from what I need to do. It’s just one of those industries. So I’ve sort of dropped that. My, my own now is all it’s all digital. It’s, you know, lead magnets and building up an email list and quality email streams. That’s that’s really, for me, that’s that’s the way to go. So

Paul Starling 26:32
what about teaching conferences?

Richard Andrew 26:35
Sorry

Paul Starling 26:35
What about doing demos at teacher conferences?

Richard Andrew 26:38
Oh, yeah, well, I’ve done that as well. But when I priced it, like, for example, you know, did the Melbourne the Victorian mess associations, huge, right. So, but when I priced it, so I got what probably 60 leads of which 20? I mean, and I lead, you might talk to them for 30 seconds, but then you email them, I go, why are you emailing me? like who are you because that they don’t remember you, you’re one of many people open to I priced it, I thought, you know, like the whole gig in the middle, it’s a bit more expensive than flying from New Zealand. But you know, at the end of the day minimum, even if Australia’s like, to a $2,000 investment, at least that’s not including the materials and whatever. Yeah, but for $2,000 with a decent lead magnet and on Facebook, I can get I can get leads, like a much higher number of leads who are then in, in the email or stream and etc, etc. So, bang for buck in my industry, it’s a lot cheaper to do it remotely, then.

DANNY : DE HEK 27:44
You know, so the problem could seriously be not knowing where to spend your advertising dollar. Hmm. Wouldn’t it really be a costly exercise?

Richard Andrew 27:55
You learn that by spending it in areas that the waste of time and then you narrow down to, to you know, find out what’s important, but I guess the biggest, the biggest lesson I’ve gotten the last 12 months is that the email list is the most is your strongest asset. That is actually the bee’s knees and for me, you know, I can’t I sort of knew that but it’s hard as a solo operator to know what what software to use, you know, I use MailChimp for a while it’s crap. And and because I dived into that other sort of digital marketing world and saw what people were doing. It’s like, Okay, this is this is how it works. And so I’ve I’ve now adopted those principles, but that’s and now it makes sense. So you can have different emails to it, but you have to know how to use it.

Helen Oakes 28:45
There’s one Richard called Infusionsoft which a lot of people use, but it’s pretty expensive.

Richard Andrew 28:52
Mine’s mine cost me about I don’t know, I think it’s about 40 bucks a month or something.

Lachlan McNeill 28:57
Yeah. Great kits quite good, isn’t it? Yeah. devert kits mend to be pretty good.

Richard Andrew 29:02
Well, there’s lots of people saying lots of things I’m on to me with any of these tools that and because I’m in the game of marketing, this sort of stuff now. And and the thing that blows my mind is that no one talks about what I think’s The most important thing. And obviously, the tools got to work. But I mean, surely they will work. But the most important thing to me is what’s the customer support, like? Now I’m with AWeber. And they’ve got 24, seven chat, tech support, which is a game changer and other other you know, it’s the same with website design or whatever, you know, if you send a support ticket, because you aren’t, you’re on a roll, you’re doing something here that you hit a brick wall. So you send a support, if you don’t get a reply for 60 hours, like your productivity is through the floor. Whereas if you can just jump on and chat to someone within two minutes, and then you get a really detailed answer. Like it’s a game changer, but no one talks about that as a South side’s point. So in my view, with all those It’s really important to say that you need to get on top of so that that’s really important. But I’ve, I’ve gone really deep with AWeber. So I know how to tag and so you have one campaign for some lead magnet that you put out there. And that campaign talks about that tutorial, or whatever it is that you’ve put out there. And then that funnels into the main campaign, which mine goes for 18 months, so once every 10 days, and then I can also send live campaigns and how, as an auto, it’s just, it’s quite amazing to see how that works. But yeah, so that’s sort of my, that’s my mantra. Now,

DANNY : DE HEK 30:38
Obviously, recruiting your clients one way of doing it, obviously, having a good mailing list that accomplishes what you want to, and you can track it, and, obviously, is a big important thing. Anyone that’s got any other sort of marketing stuff that they use?

Lachlan McNeill 30:53
Well, I think in terms of the work you’re doing, like, Richard, you know, you’ll have people have a certain interest, but quite often recruitment, you know, a bit of a challenge, because to be fair, and recruitment, quite often the we have two types of clients, we have clients who give a look what come to us and say, I need an architect, that tends not to happen, what happens is they might be advertised for magic, they’re getting nowhere. So you have to contact them. But if you advertise recruitment services, they think, well, we’re already doing it, you know, so you’ve got to approach him. So the phone is magic for recruiters. But the rest is have works in tandem, that phone plus is the hybrid thing works the best. And also for candidates, the best candidates who tend to be gainfully employed, and, and those who are sort of hanging around street corners, they’ve got the time to sit and search. So you’ve got to be proactive. So the phone is great, but certainly, you know, it’s where the magic tends to happen. But we use it and the other and the other areas.

Richard Andrew 31:47
Yeah, no, I wasn’t suggesting what I’m saying as everyone but certainly for I guess that’s, you know, there’s there’s businesses that are pretty much fully online, and then those that are much more. Yeah. world. So. And I guess it’s a comparison is a lot of people who are marketing on Facebook and with their Facebook profiles, or pages or groups or whatever, but don’t really have the email list sorted. And, well, that’s ridiculous, you know, because once you’ve because email list is the only thing you actually own. I mean, Facebook just had to change the algorithms or so.

But it’s taken me a long time to realise that message, like, you know, for, for shops, for example, or online shops, or, or whatever, you know, if you if you buy a decent product, to have a little email stream that goes five emails that support that product. Yeah, that makes a huge difference. So because you’re looking for it’s not, you know, trying to get a salary trying to get a repeat customer. Yeah, have an email stream that supports what you’re doing. For example, like I run, my main business is running courses, online courses for teachers. And, and I actually, couple of my courses are quite popular if I sell them over the phone to as as run by team, so like a whole department will do a course together. And then I usually the head of departments, the team leader, and I’ll support that team leader, and I also reply to everyone’s posts and all that. But my problem is, I’ve never been able to keep in touch with the last team leaders, right, let’s say because especially if they drop off the wheel and aren’t posting, and it’s like, you know, it’s a hassle. I like it, I just don’t want to have to go through my spreadsheet and work out who they are, and all this sort of bullshit. So now I’ve got a tag now. So I just tagged them as a team leader, and that though, in an automatic email stream, which goes for 12 months, and then only get one email, every one month or two months, it was the end. But it’s a reminder, hey, Richard here, you know, like, how’s it going? You know, and so there’s an easy way for them just to reply, rather than me having to chase them. That’s like, that’s automated marketing thing, but I’m just saying is that the uses of of email like that,

DANNY : DE HEK 34:05
Major, I think we can have a discussion, all that mailing on a whole Think Tank would be good. But today’s topic is actually recruiting clients. And honestly, email systems is one thing. But I think if then we look for other things. I mean, obviously, it’s a strong part of your businesses having an email list, I think the strongest part for any business is having a database that is nimble enough to upload in to all those systems. We use resumes to handle a lot of our customer inquiries. But it’s a real pleasure when you can actually integrate that really quick with your existing website content, and pull out all your contacts without having to load them one at a time and do the the things.

Helen Oakes 34:43
What about so that’s recruiting new clients? I mean, obviously, doing a mailing list needs to stay on that topic for a little bit more. But where do you get your mailing lists from? How do you build that list? You do things like lead magnets where you offer them something to get there. email address. So a lot of places nowadays will say, we’ll give you a free tip sheet for how to take 30 photos in 30 days, and people got all cool until you send it off. And by sending it off, you get the email address and that goes into your email list. So it’s giving away some sort of freebie. What software are you using to drive all that manager?

DANNY : DE HEK 35:21
Facebook has plugins and there’s there’s numerous things where you can create will be like, what those were, what do you call them? Richard?

Richard Andrew 35:29
Or SAS files I’ve got under this software. And again, like you might have heard of Click Funnels don’t ever go. Yes, right. It’s the big talk. It’s just, it’s like Nike they’ve spent this is a marketing exercise. But the software is crap. But I found software that’s really damn good. And you can have a free lead, like a could be a survey or a case study or a little module or a video or whatever. But you can have that as the lead magnet. So they see that on Facebook or on wherever on the web, you know, do some sort of advertising and I click the link, and then I’ve got to hand over their name, first name and email address to access it. But then there’s upsells, I go for five bucks, you can have this and for 25 bucks, you’re gonna have this and now they’re in the email stream.

Helen Oakes 36:18
Funnel. And that’s how it works. Yeah,

Richard Andrew 36:20
But the thing I like, it’s easy to build this stuff inside the funnel. So it’s like a website, but it’s just every page has either Yes, I do. And now I don’t there’s no other clicks, click links to click on. So it’s very simple as the idea of a satisfying video.

DANNY : DE HEK 36:36
I think that’s what we’ve seen a similar sort of discussion. It was as he David, he came up with old fashioned ways of building clients. And I remember when I was building up elite sexes, I was involved in so many social groups, I’d be out mountain biking, hiking, walking, anything to do Is there any, I think that’s a great way of building those relationships up an issue going there, I literally would never talk business. And I’d go there for six or eight months without any, you know, view of trying to generate leads, but often fellow got business from the friends, they would refer you up because they you know, they eventually if you don’t tell somebody what you do for a living the best thing to know. And I always try not to say because I think they’re genuinely interested, they pry it out of you some way or form or ask a friend. And then when a friend is telling you what Danny does for work, it’s so much more better as a referral. If that makes sense. Yeah,

Richard Andrew 37:30
It must be a name for that, Danny,

David Clarkson 37:32
let’s be friends. That’s Relationship Marketing is what it is.

Richard Andrew 37:36
I know they I won’t tell you what I do.

DANNY : DE HEK 37:41
And isn’t really because everyone, when you meet somebody, the first five or 10 seconds they go, what do you do? And I hate answering that question. Yeah. Yeah, because even I don’t know how to label and I do sometimes.

Lachlan McNeill 37:54
But sort of looking at it even in the formal thing, you’re talking about solutions here. Certainly, taking a long term view is, is pretty wise, you know, we talked about the elevator pitch. But, you know, that often just starts the process. I know, as a recruiter, as often on sixth or seventh time we deal with a client interact with a client there, she would consider giving us work. And knowing that is so powerful, because it’s very disappointing. When you start out recruitment, you pick up the phone and talk to them, they don’t want to talk to you and your story and off. Whereas old dogs like me, just you get patients and when you first through three or four phone calls are almost throwaway calls.

Helen Oakes 38:32
Yeah, cuz you got to build a relationship first. Yeah,

Lachlan McNeill 38:35
I’ll ring up and ask clients questions. So I recruit for activation, quite often. And I’ll, if I’m dealing with some roles in Auckland, I’ll ring up someone and say, Look, I’m not Can I just put my recruitment hat off for the moment, I can just tell me what’s happening in the industry in Auckland at the moment. And you ask him, if you could see the projects going on what’s happening, has it been for you, and you’ll have a chair, and then you’ll do the same thing, and three to six months time. And you generally want to know that you’re not just making up some story. I want to know that. And that’s useful for my other stuff. But you call them the third time and the other like an old friend, huh?

DANNY : DE HEK 39:11
Yeah, I used to go and find a common interest with somebody. And that was my goal, you know, that was outside of the work sort of thing. You know, and then we talk about this.

Helen Oakes 39:22
It’s funny, though, you might build up a friendship with someone, and it might be ages down the track before they go. And you might say what you’re doing they go Oh, really? I didn’t realise you did that. So you know, sometimes it can take a while. Hmm.

Mark Scown 39:38
Well, I’ve certainly found that that sometimes the the slow burners, you know, end up generating the strongest clients, because I’ve had time to get to know you and respect you. And it’s also about timing for them. If you pitch too early, then if it’s not the right time for them, you may have lost them forever.

Helen Oakes 39:57
Yeah.

DANNY : DE HEK 39:57
Is it really good point, the time It’s never right. And you know, and that’s really important to acknowledge that, you know, when they need that, you’re going to be the first thing on their mind if you keep dripping away your social media or they keep seeing you around. I mean, you start to be really annoying, like a fly as what I do. Ziz

Richard Andrew 40:17
Yeah, and that’s, and that’s another reason for an email list. The email stream, it goes on, you can just drip feed. And

Helen Oakes 40:24
Yep, you’ve got to be careful though, with email list, because you can almost spam people too much disagree. No, you can’t, or no email, people like, one a day or two or three a day, and it’s just too much. So

Richard Andrew 40:40
I signed up something to something a while ago, and this guy was highly recommended by this other bloke I was following. I got seven emails in one day is just, this is what not to do in marketing. It’s just but yeah, the emails have to be good quality this. Yeah, most Mostly Mozart

DANNY : DE HEK 40:57
is what you just said was really good as good quality content. Yeah.

Stefano Pietroiusti 41:03
What’s a good balance? Like when you try and like email people? Like, is it once a week, once a month?

Paul Starling 41:09
You want them to read it, don’t you? So yeah, unless you’ve actually said, like, for example, you might be saying five ways of whatever. And you might send them in that batch one a day. Yeah. Then when they’ve signed up for it, they’re expecting it. Most people, if you get in more than once a week that’s over the top.

Helen Oakes 41:30
Yeah, I think stiffer. No, it’s got to be regular. But yeah, not not too many, once or twice a week, something like that. Yeah.

DANNY : DE HEK 41:39
I went crazy on LinkedIn. And I basically, every time somebody was celebrating the year anniversary, or it was their birthday, I’d come up with four conversations I would have with them if I got to point a on post. Question two, and it was quite good, you know. So eventually, I did get conversations going. But I was really surprised how many people wouldn’t respond to me unless I see something really personal to them. So you scan through the LinkedIn profile, find something really interesting that they’ve just commented on. And then going in, say that I’ve just read your comment on such and such article. I have to agree that’s really well said, or something like that. And then that would spark up a conversation, but all the other tricks and techniques I did wouldn’t really. Yeah.

David Clarkson 42:25
yeah. Then talking around content, Danny, I think one of the things as business people we’ve got to do is be on our metal when we’re having conversations with people who could be clients or even people from other industries. So if we stay alert, and stay with the conversations, we will very often pick up the sorts of leads that can lead us after a little bit more work to, to, you know, work down the track. And I think oftentimes, we’re inclined to dismiss people because we think all these not not likely to be any business. They’re gonna stay with it, and just listen to what they’ve got to say. You just never know your luck. Hmm. And I reckon being genuine, obviously, is the biggest thing. Yeah. Yeah, absolutely. You know, but I definitely agree with you never know who you’re talking to.

DANNY : DE HEK 43:18
You know, we had a I years ago, but I remember getting a job for a friend of mine who was a window cleaner. And he finished up getting us the Todd family’s house to paint, because he used to clean the windows. And he used us because he said, I know you guys are private and you you won’t tell people who you work for this was years ago. But that led to doing six houses for the richest family in New Zealand. And that used us to do everything and they come from a window cleaner. So here my people don’t have to assume that window cleaner wouldn’t know anyone. You know, that’s that’s the other one too, I believe is be around people who are productive. We’re filming sex. We used to have a lot of real estate agents, but real estate agents taught a lot of people each day so the mortgage brokers, insurance people, they talk to people they’re around about town, so they’re good people to hang around with, you know, so you know, I mean, Ramin on this track the I’m sorry, man. You got no friends. But, you know, never know who Raymond might need. He might be doing that. You know, I want to be in touch with Bill economy. Is he still alive? Yeah. Oh, yeah. So you know, what, I’m asking for new business. If you ever meet somebody before, and you ask them how they’re going, like, oh, fleck tech, do you feel like referring them? But if they say I’m currently looking for new opportunities at the moment, then you might stick your neck out for them and and think he I know somebody. So rather than closing the door by saying you’re you’re, you’re too busy. Who wants to refer somebody who’s too busy? Yeah, I

Lachlan McNeill 44:53
Think there’s two sides to it. You know, they say if you want something done, give it to a busy man. Yeah, yeah. So, but those people are talking, they’re busy people obviously busy, get stuff done. That’s slightly different. But if people just talk all the time about being busy, I’m not so sure.

Helen Oakes 45:08
We need to come up with something different when you go to the supermarket. How’s your day are busy. The first thing is, have you been busy? Then other people ask you about your work? Oh, yeah, I’ve been busy. And needs to be something just a default. Why do you want to be busy? Yeah, exactly. Why do we have to come up with busy all the time?

DANNY : DE HEK 45:27
To say, what’s a good answer with someone here today? going? What do you guys say?

Paul Starling 45:31
I usually say are you go to the same training school learn because every every shop, you go, you get the same question.

Helen Oakes 45:39
We need to come up with something. Yeah. Original because, yeah, it’s just what everybody said. And busy. The reason I think why people say busy is because they want to look like they’ve got loads of work. And this. And if you said, that’d be like, oh,

DANNY : DE HEK 45:54
Maybe we should be bought in our brains at the moment. I was hoping to have a conversation with you to make my day. A rainbow.

Yeah. Currently looking for new friends.

Paul Starling 46:12
But thing that’s appropriate.

DANNY : DE HEK 46:17
Oh, yeah, he’s in charge. Yeah. Okay. What that comment near? Where was it gonna go? If you can try to put it in brackets where you want your comment to go? I like the way that mark does. He puts a bracket east. So that means solutions for Danny

Helen Oakes 46:34
Mark. And Matt. Well done. Yeah. Gold Star. Yeah.

DANNY : DE HEK 46:40
And you got using relationships with others for cross promotion? businesses?

Helen Oakes 46:45
That’s a good one. I totally believe in that. Yeah.

DANNY : DE HEK 46:47
Let’s make a new box now. All right. So here we go. For time we’ve been not go over time today. It’s really nice to see right here. I really appreciate your time that you spend here. So it makes a huge difference for us. We’ve got about seven minutes left, so we can probably start discussing some takeaways and thinking about Oh, sorry, mate, he’s gone. When you go. He fell off. He’s gone. He’s got other friends to talk about now. So what do we get from the meeting? anything of interest? Today?

David Clarkson 47:19
We’re calling those business relationships.

Richard Andrew 47:21
Dave, I think I think you mentioned this. Have you got not just Danny Booker is but you were you were mentioning some other networks like to have speakers? Or do you have a couple that you’d recommend in that in that Trump? Like? Well,

David Clarkson 47:39
yeah, for me. And what I use, I have used on a number of occasions have been people who are looking for, as I said earlier, are looking for speakers all the time, people like rotary Roundtable, if you’ve got something to push around jewellery around education, which you think really needs to be said, and people need to hear, then do something on that, and then go out and give it a folk. And you’ll you’ll, it’ll, it will, it will very often had a button. And it will be somebody who’s been at the meeting, goes back and talks to their partner, or talks at a social gathering or around a dinner table. And somebody says, Now I need somebody like that, or that’s a great idea we should be looking at now. That’s what I mean.

DANNY : DE HEK 48:31
Yeah, well, Funny enough, Michael, empty. Obviously, that just leaves the organisation pulled out. And he literally was on social media and saw my video of me talking about dyslexia. And he said, I don’t know why I didn’t think of you first. He said, and then that’s why I got the gig. You know, so I mean, I’ve put a we promo video together. It’s one minute, I think it’s three minutes 4939. And I’ve got at the end, people can see how I talk. And I’ve put myself out there as a speaker about understanding dyslexia.

David Clarkson 49:01
And the just to get to go back to what you were saying before, if you look at groups around the city, you’ve got people like you three, a, and those other groups that I’ve thought I’ve talked about, they’ve got they’ve got numerous clubs or groups around the city, and you can maybe put yourself in front of a couple of hundred people under each sort of heading without any bother at all. Now, that’s the best sort of exposure you’re going to get.

DANNY : DE HEK 49:34
We learn a lot at the National Speakers group as well, just on how to groom yourself as a speaker that really resonated well with me Toastmasters sort of keep me in the game a lot as well, but it’s, there’s another great group to be part of it. One point I was part of three different Toastmasters Group, a morning lunch, and an evening one. And it was so good because it keeps me in the game of being a public speaker. And just like David said earlier on that He got rusty with his elevator pitch because he hadn’t used it for a few months. And then even during the speech on Monday, it was quite, you know, I’ve done a bit more speaking lately, but you get rusty real quick. So I used to be a member of rotary for about five years, and it was really just giving back to the community. But I did get people, even though the average age of the person in my Rotary Club was 71. They seem to refer the family to me when they needed the computers fix or the computer website stuff. And that’s where the the business come from. You know, that’s precisely my point, Danny. Right, we’ve got quite a few takeaways, we’ve got some really good content. Awesome. We need a good topic for next week. Something that would get our teeth into recruiting new clients

Hongze Yao 50:51
How about Networking.

DANNY : DE HEK 50:58
I think we’ve done that we’re not too far away networking, different ways of meeting people. could be another.

David Clarkson 51:07
One about maintaining our enthusiasm for our business.

Stefano Pietroiusti 51:13
I think we have that. Yeah. Right.

Lachlan McNeill 51:17
But what about something more specific, like, like business graphics or something, you know, you know, getting your imagery across to people? Why? branding, the branding image? And I say digging down a little bit, because something I find sometimes these things can be so General, but that there’s so many things to discuss,

DANNY : DE HEK 51:37
That are in it’s great. I’m thinking also that might be a good one. Is he doing the elevator pitch? In a way isn’t that we had something on a face to face meeting we while ago, but you know, being able to actually say who you are and what you do without sounding like you’re, you’re doing a plug.

Helen Oakes 51:54
I’d love to work on an elevator pitch. Yeah,

Richard Andrew 51:56
Yeah. what’s what’s an elevator pitch again. I’m a shocker.

DANNY : DE HEK 52:03
I say you’re one of David dynamic communications, we build more confident, more

David Clarkson 52:10
confident, more credible communicators. So if you’ve ever found yourself in a situation where you had to give a speech, and you didn’t know where to start, give us a call. If you’ve given a speech at any stage, and you’ve sat down afterwards, and you said yourself, that sucked, then you need to give us a call. or been meeting us that they’re like a Stan mullet. Knowing you could have or more you should have had plenty to say and you didn’t, then you need to give us a Kool Aid class, dynamic communication. We’re your one stop shop.

Richard Andrew 52:49
Is that your picture your business card.

David Clarkson 52:55
Business Card mighty,

Mark Scown 52:56
what my view on that elevator pitches and this forum, I don’t think read it would go the distance over that time to break it down into that level, I think it’s important to be able to, to, to be able to state what you do in a standard paragraph. But I don’t think as a topic, it will actually travel well.

David Clarkson 53:20
An actual fact mark, I disagree. And the reason I say that is because elevator pitches can vary. It can vary in their length. And I take your point that maybe all you’ve got is two or three sentences, what which is what you got with what Danny gave us right at the start of my startup, my elevator pitch. If I’ve got more time, then I go forward. So I can do it, literally for half a second, I can do it for up to a couple of minutes. And if I’ve got the time and can go fully into explain what we do, I can do it for five minutes. I believe in actual fact, you’ve got to have the option to be able to do each of those so that you can seize the opportunity that’s available.

Helen Oakes 54:03
I always struggle I’d love to get a really good pitch because I do lots of things and decide which one to put at the forefront. I mean photography is at the forefront, but I do other stuff as well. And it’s you know, do I just talk about the photography do I add all the other things and what kind of weird

Lachlan McNeill 54:22
never know that we try at all? I mean, I listen to David’s I think that was frankly a pretty good one. As I say it’s structured because you open a lift with elevated with David, he says how many floors you go. And I’ll say I just forgot the facts.

But but but truth be told, why don’t we all then come up with one or two elevator pitches for our own business to test because it just doesn’t get the business but it does start the process. Yeah, I think the context of that. I mean, I like David’s one because Honestly, a lot of people who do coaching, you say what do you do? And they say, Oh, well, I just do anything.

Helen Oakes 55:05
Yeah, yeah.

Lachlan McNeill 55:08
And that just falls flat.

Helen Oakes 55:09
Yeah, I like didn’t put with mine. I would like some help, because I just yeah, I struggle.

Lachlan McNeill 55:14
Hey, why don’t we then why don’t we do one for ourselves? And then one for someone else in the group? Yeah. Yeah. So we’re back.

DANNY : DE HEK 55:23
Yeah. Yeah, I like the DAO kalanidhi approach in some ways, too, because a lot of people that people like talking about themselves. So if you master the art of asking questions, and you go up to somebody and go, you know, how long? For example, don’t how long? Have you been a public speaker trainer? As a better question than saying, what do you do? And and then you say, Well, how did you get into that? Then it was gone. I didn’t tell my story. And then you go, and going forward? Where do you think it’s gonna take you? You know, in those cases, make people feel even better about talking and they need a walk away from the conversation. So I had a fantastic conversation with Danny. He’s a great

Hongze Yao 56:03
guy.

Lachlan McNeill 56:05
So, so quickly, who wants to do an elevator pitch? Try for Hello.

Helen Oakes 56:12
My website if you start because Yeah,

Lachlan McNeill 56:14
what was?

DANNY : DE HEK 56:17
Potentially what you could do, because everyone in here, except for Yo, has a profile on the elite sex website? Yeah. So that means that you can go on to the end, look at the profile for David or Richard and see what they’ve got on the about themselves, and then see if that truly represents who you think they are?

Richard Andrew 56:44
Personal profile? I’ll be 12 months before I can have the profile that I want, because I’m developing these other assets.

Mark Scown 56:54
Because I think and maybe it’s my past industry as a as a principle is that? Yeah, yeah, you can assign people and say, you know, you come back to us and you do Santa. And do I think the best bit for people to learn about others in the group, as you go around, do your homework about everybody. And then part of that elevator pitch as it would be in real life is suddenly put on the spot. And you know, someone was in the group that you can talk about.

Lachlan McNeill 57:19
All right, well, I’ve got a challenge. It’s gonna be there.

DANNY : DE HEK 57:21
I’m gonna make a challenge for you. Well, today, we’ve got a even if people aren’t here today, so have you go to do hc.com. And you look at the console, make this into our blog, podcast, and and then you’ll be able to see everyone who spoke today. And I’ll try my best to link it through to the profile. And that means that you can see everyone that’s here today, and then maybe we could give a summary. Even if we use the profile information, and who we think they are our own point of view, we could do a summary of everyone and actually what they do whenever there’s like a challenge. Yeah.

Mark Scown 58:00
I get distracted later today, per se. I just see in the link that the referendum results are out at two o’clock so you might be smoking weed for the rest of the afternoon.

Helen Oakes 58:12
Profiles the elevator pitch,

Richard Andrew 58:15
killing ourselves.

DANNY : DE HEK 58:17
And we have introduced who’s gonna start smoking dope.

Richard Andrew 58:23
Danny, I can’t start because I used to do it 20 years ago.

DANNY : DE HEK 58:28
I’ve never tried it. I’ve never done any drugs. I’ve smoked one one night like a whole packet of smoke.

Richard Andrew 58:34
It is not for you.

DANNY : DE HEK 58:38
I stop time podcast anyway. And thank you for being here today. If you’re wondering who these people are, go to dehek.com or danny.co.nz to get their profiles and feel free to join us.

Transcribed by Otter

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