WEBVTT
00:00:01.840 --> 00:00:03.680
Jeffrey Shorts.
00:00:03.919 --> 00:00:18.239
In these quick episodes of the Sellin' podcast that I call Jeffree Shorts, I record a quick episode from my car after I've made a sales call or attended a networking event or had some experience that I can share with you.
00:00:18.559 --> 00:00:20.960
A story and a lesson learned.
00:00:21.039 --> 00:00:24.640
No editing, just recording and uploading direct to you.
00:00:24.879 --> 00:00:32.000
In this episode, I wanted to share with you that today I went to a charity golf outing.
00:00:33.119 --> 00:00:44.240
And with most charity golf outings, they had a silent auction where people bid on various items to purchase in support of the charity.
00:00:44.560 --> 00:00:53.039
Whoever writes down their name and their bid price, whoever whoever makes the highest bid pays for and gets the item.
00:00:53.359 --> 00:01:10.400
And as I said, usually when attending a charity event where they have items in a silent auction for sale, they put out a pen and a pad, and whoever writes down their name with the highest bid gets the item.
00:01:10.640 --> 00:01:16.879
Well, today I wanted to bid on several of the items.
00:01:17.439 --> 00:01:20.000
They were golf outings, so I wanted to bid on them.
00:01:21.760 --> 00:01:24.079
Well, there were no pen and pad there.
00:01:24.640 --> 00:02:07.040
Under each item that was for sale, you needed to register by iPhone, you needed to download an app on your iPhone, go to the charity's portal, uh register, create a username and password, confirm that you are who you are, you needed to receive a confirmation code, you needed to set up a username and password, you needed a confirmation of the registration before you could ever get around to bidding on any of the items that you wanted to buy in support of the charity.
00:02:08.240 --> 00:02:09.599
Forget about it.
00:02:09.759 --> 00:02:15.919
I'm golfing, I'm having fun, I'm networking, I'm doing business, I'm schmoozing, I'm walking the room.
00:02:16.159 --> 00:02:19.599
Think I want to take 15, 20 minutes to register?
00:02:19.840 --> 00:02:24.319
Username and password, a portal, a confirmation code.
00:02:24.639 --> 00:02:25.840
Get out of here.
00:02:27.280 --> 00:02:28.800
It's not for me.
00:02:29.199 --> 00:02:37.680
Needless to say, unfortunately, I didn't I didn't register and I didn't bid on any of the items that were available, which is a shame.
00:02:37.840 --> 00:02:44.800
I really wanted to bid on some of those items and I wanted to further support the charity.
00:02:44.960 --> 00:02:54.560
So it's a shame that they made it so complicated to bid on the items that were there.
00:02:55.599 --> 00:03:03.280
I just didn't want to set up, I didn't want to go to a portal, I didn't want to waste my time and register, it was ridiculous.
00:03:06.479 --> 00:03:11.280
In business, this is called business friction.
00:03:12.960 --> 00:03:28.719
Another good example is earlier in the year I had uh registered and paid for to attend a business conference, and when I was looking over the website after I registered, I wanted to also uh be a sponsor.
00:03:29.039 --> 00:03:43.360
So I went back into register, and it wouldn't allow me, their website wouldn't allow me to purchase a sponsorship because I had already registered.
00:03:43.680 --> 00:03:54.560
See, they only wanted you to pay for a sponsorship at the same time that you're registering and paying for your tickets in order to attend.
00:03:54.800 --> 00:04:06.159
Every time I went back in to pay for a sponsorship, it said invalid, this email address has already been used during registration.
00:04:06.400 --> 00:04:17.680
So I didn't I didn't I wasn't a I wasn't able to pay for a sponsorship, which is a shame because I would have had to have registered under a different email address.
00:04:17.759 --> 00:04:19.040
It's ridiculous.
00:04:19.279 --> 00:04:21.040
This is called business friction.
00:04:21.199 --> 00:04:30.079
See, I wanted to support the event, I wanted to pay for a sponsorship, but whoever coordinated this was ridiculous.
00:04:30.399 --> 00:04:43.759
It it was inconvenient and needless to say, I paid for my ticket to attend, and while I wanted to be a sponsor and I wanted to support the organization, it was just too complicated.
00:04:43.839 --> 00:04:50.079
So I ended up not paying for a sponsorship in addition to paying for my attendance fee.
00:04:50.240 --> 00:04:52.240
Let me give you a good example.
00:04:52.720 --> 00:04:54.720
I never go to Starbucks.
00:04:54.800 --> 00:04:57.279
I'm a Dunkin' Donuts guy, right?
00:04:57.519 --> 00:05:00.000
And I'll tell you one of the reasons why.
00:05:00.399 --> 00:05:06.480
First and foremost, when you go to Starbucks, there's always like a 20 minute, half an hour line.
00:05:06.720 --> 00:05:19.360
Waiting in line while people are deliberating whether they'll be ordering a vente, espresso, cafe, latte, mocha smoka with almond milk, uh cappuccino.
00:05:20.079 --> 00:05:22.160
No, no, no, no, that's it's not for me.
00:05:22.240 --> 00:05:23.680
I don't want to wait in line.
00:05:24.000 --> 00:05:37.360
Or maybe the person in front of you is contemplating whether they want a tall uh caramel macchiato, cold foam brew, acian, dolce latte with hazelnut cream.
00:05:37.600 --> 00:05:38.639
Get out of here.
00:05:38.800 --> 00:05:40.000
I just want a coffee.
00:05:40.160 --> 00:05:41.839
I go to Dunkin' Donuts.
00:05:42.000 --> 00:05:45.839
They always have a short line, they keep the line moving quickly.
00:05:46.000 --> 00:05:49.519
You go in there, it's not ordering a vente mocha smoka.
00:05:50.240 --> 00:05:52.639
It's ordering a coffee.
00:05:53.040 --> 00:05:54.879
And it's just coffee.
00:05:55.199 --> 00:05:56.879
That's what I want to order.
00:05:57.120 --> 00:06:01.439
I go into a Dunkin' Donuts, I'm in and out in three and a half minutes.
00:06:01.759 --> 00:06:05.680
Go to a Starbucks, you could be there the entire afternoon.
00:06:05.839 --> 00:06:07.120
Forget about it.
00:06:07.360 --> 00:06:09.040
That's called business friction.
00:06:09.199 --> 00:06:25.439
Business friction is anything that creates resistance to buying anything, anything that causes delays, confusion, or unnecessary efforts in order to purchase the product or the service.
00:06:25.759 --> 00:06:33.759
Business friction is anything that creates resistance to buying anything that you have for sale.
00:06:34.079 --> 00:06:55.839
Reducing business friction means making it easier for your clients and your prospects to understand your product or service, making it easier for them to decide, making it easier for your customers to purchase your product or service, reducing business friction.
00:06:56.319 --> 00:07:16.480
My brothers and sisters on the path to success in sales, take three to five minutes right now and think about how you or your company may be causing business friction, obstacles that make it difficult for your customers to buy from you.
00:07:16.720 --> 00:07:30.399
Now take out a sheet of paper and a pencil or a pen and write down some ways to decrease business friction in the sales process.
00:07:30.720 --> 00:07:35.759
You want to make it easier for your clients to purchase from you, right?
00:07:36.399 --> 00:07:44.160
Reduce business friction by making it easier for customers to do business with you.
00:07:44.959 --> 00:07:47.120
Now get out there and sell.
00:00:01.840 --> 00:00:03.680
Jeffrey Shorts.
00:00:03.919 --> 00:00:18.239
In these quick episodes of the Sellin' podcast that I call Jeffree Shorts, I record a quick episode from my car after I've made a sales call or attended a networking event or had some experience that I can share with you.
00:00:18.559 --> 00:00:20.960
A story and a lesson learned.
00:00:21.039 --> 00:00:24.640
No editing, just recording and uploading direct to you.
00:00:24.879 --> 00:00:32.000
In this episode, I wanted to share with you that today I went to a charity golf outing.
00:00:33.119 --> 00:00:44.240
And with most charity golf outings, they had a silent auction where people bid on various items to purchase in support of the charity.
00:00:44.560 --> 00:00:53.039
Whoever writes down their name and their bid price, whoever whoever makes the highest bid pays for and gets the item.
00:00:53.359 --> 00:01:10.400
And as I said, usually when attending a charity event where they have items in a silent auction for sale, they put out a pen and a pad, and whoever writes down their name with the highest bid gets the item.
00:01:10.640 --> 00:01:16.879
Well, today I wanted to bid on several of the items.
00:01:17.439 --> 00:01:20.000
They were golf outings, so I wanted to bid on them.
00:01:21.760 --> 00:01:24.079
Well, there were no pen and pad there.
00:01:24.640 --> 00:02:07.040
Under each item that was for sale, you needed to register by iPhone, you needed to download an app on your iPhone, go to the charity's portal, uh register, create a username and password, confirm that you are who you are, you needed to receive a confirmation code, you needed to set up a username and password, you needed a confirmation of the registration before you could ever get around to bidding on any of the items that you wanted to buy in support of the charity.
00:02:08.240 --> 00:02:09.599
Forget about it.
00:02:09.759 --> 00:02:15.919
I'm golfing, I'm having fun, I'm networking, I'm doing business, I'm schmoozing, I'm walking the room.
00:02:16.159 --> 00:02:19.599
Think I want to take 15, 20 minutes to register?
00:02:19.840 --> 00:02:24.319
Username and password, a portal, a confirmation code.
00:02:24.639 --> 00:02:25.840
Get out of here.
00:02:27.280 --> 00:02:28.800
It's not for me.
00:02:29.199 --> 00:02:37.680
Needless to say, unfortunately, I didn't I didn't register and I didn't bid on any of the items that were available, which is a shame.
00:02:37.840 --> 00:02:44.800
I really wanted to bid on some of those items and I wanted to further support the charity.
00:02:44.960 --> 00:02:54.560
So it's a shame that they made it so complicated to bid on the items that were there.
00:02:55.599 --> 00:03:03.280
I just didn't want to set up, I didn't want to go to a portal, I didn't want to waste my time and register, it was ridiculous.
00:03:06.479 --> 00:03:11.280
In business, this is called business friction.
00:03:12.960 --> 00:03:28.719
Another good example is earlier in the year I had uh registered and paid for to attend a business conference, and when I was looking over the website after I registered, I wanted to also uh be a sponsor.
00:03:29.039 --> 00:03:43.360
So I went back into register, and it wouldn't allow me, their website wouldn't allow me to purchase a sponsorship because I had already registered.
00:03:43.680 --> 00:03:54.560
See, they only wanted you to pay for a sponsorship at the same time that you're registering and paying for your tickets in order to attend.
00:03:54.800 --> 00:04:06.159
Every time I went back in to pay for a sponsorship, it said invalid, this email address has already been used during registration.
00:04:06.400 --> 00:04:17.680
So I didn't I didn't I wasn't a I wasn't able to pay for a sponsorship, which is a shame because I would have had to have registered under a different email address.
00:04:17.759 --> 00:04:19.040
It's ridiculous.
00:04:19.279 --> 00:04:21.040
This is called business friction.
00:04:21.199 --> 00:04:30.079
See, I wanted to support the event, I wanted to pay for a sponsorship, but whoever coordinated this was ridiculous.
00:04:30.399 --> 00:04:43.759
It it was inconvenient and needless to say, I paid for my ticket to attend, and while I wanted to be a sponsor and I wanted to support the organization, it was just too complicated.
00:04:43.839 --> 00:04:50.079
So I ended up not paying for a sponsorship in addition to paying for my attendance fee.
00:04:50.240 --> 00:04:52.240
Let me give you a good example.
00:04:52.720 --> 00:04:54.720
I never go to Starbucks.
00:04:54.800 --> 00:04:57.279
I'm a Dunkin' Donuts guy, right?
00:04:57.519 --> 00:05:00.000
And I'll tell you one of the reasons why.
00:05:00.399 --> 00:05:06.480
First and foremost, when you go to Starbucks, there's always like a 20 minute, half an hour line.
00:05:06.720 --> 00:05:19.360
Waiting in line while people are deliberating whether they'll be ordering a vente, espresso, cafe, latte, mocha smoka with almond milk, uh cappuccino.
00:05:20.079 --> 00:05:22.160
No, no, no, no, that's it's not for me.
00:05:22.240 --> 00:05:23.680
I don't want to wait in line.
00:05:24.000 --> 00:05:37.360
Or maybe the person in front of you is contemplating whether they want a tall uh caramel macchiato, cold foam brew, acian, dolce latte with hazelnut cream.
00:05:37.600 --> 00:05:38.639
Get out of here.
00:05:38.800 --> 00:05:40.000
I just want a coffee.
00:05:40.160 --> 00:05:41.839
I go to Dunkin' Donuts.
00:05:42.000 --> 00:05:45.839
They always have a short line, they keep the line moving quickly.
00:05:46.000 --> 00:05:49.519
You go in there, it's not ordering a vente mocha smoka.
00:05:50.240 --> 00:05:52.639
It's ordering a coffee.
00:05:53.040 --> 00:05:54.879
And it's just coffee.
00:05:55.199 --> 00:05:56.879
That's what I want to order.
00:05:57.120 --> 00:06:01.439
I go into a Dunkin' Donuts, I'm in and out in three and a half minutes.
00:06:01.759 --> 00:06:05.680
Go to a Starbucks, you could be there the entire afternoon.
00:06:05.839 --> 00:06:07.120
Forget about it.
00:06:07.360 --> 00:06:09.040
That's called business friction.
00:06:09.199 --> 00:06:25.439
Business friction is anything that creates resistance to buying anything, anything that causes delays, confusion, or unnecessary efforts in order to purchase the product or the service.
00:06:25.759 --> 00:06:33.759
Business friction is anything that creates resistance to buying anything that you have for sale.
00:06:34.079 --> 00:06:55.839
Reducing business friction means making it easier for your clients and your prospects to understand your product or service, making it easier for them to decide, making it easier for your customers to purchase your product or service, reducing business friction.
00:06:56.319 --> 00:07:16.480
My brothers and sisters on the path to success in sales, take three to five minutes right now and think about how you or your company may be causing business friction, obstacles that make it difficult for your customers to buy from you.
00:07:16.720 --> 00:07:30.399
Now take out a sheet of paper and a pencil or a pen and write down some ways to decrease business friction in the sales process.
00:07:30.720 --> 00:07:35.759
You want to make it easier for your clients to purchase from you, right?
00:07:36.399 --> 00:07:44.160
Reduce business friction by making it easier for customers to do business with you.
00:07:44.959 --> 00:07:47.120
Now get out there and sell.
