Maximize Revenue with Value-Based Selling and Training

Transform your sales approach and elevate your business to new heights with insights from Joe Ignace, founder of the Knowledge Gap Company, and his consultant Woody. This episode unpacks their advanced strategies for sales growth, underscoring the importance of sales psychology and effective training processes. Discover how Joe and Woody's techniques have led to significant revenue increases for diverse clients and learn how to apply these lessons to your own ventures. This is your chance to gain actionable tips on value-based selling, building trust with clients, and creating memorable customer experiences.

We dive into the shed industry, exploring its vast potential from small local businesses to major enterprises generating millions. Woody, with his extensive background in roofing and management, brings a unique perspective on the importance of professional sales and operations training.  Learn how to maximize sales by focusing on unique selling points and evolving with customer needs.

Lastly, we focus on the critical aspects of lead management and customer engagement. Discover how to guide customers through the sales process with empathy and understanding, ensuring they feel genuinely supported rather than pressured. With insights on creating a consistent customer experience and adapting to post-COVID shopping habits, this episode is packed with strategies to help you boost retention and foster long-term client relationships. Join us for an insightful conversation filled with valuable industry knowledge and practical tips for business growth.

 http://knowledgegapconsulting.webportfolios.live

For more information or to know more about the Shed Geek Podcast visit us at our website.

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To be a guest on the Shed Geek Podcast visit our website and fill out the "Contact Us" form.

To suggest show topics or ask questions you want answered email us at info@shedgeek.com.


This episodes Sponsors:
Studio Sponsor: Union Grove Lumber

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Transcript

Shed Geek: 0:08

Okay, welcome back to another episode of the Shed Geek podcast. Well into year four now and a returning guest, and I really like it when a returning guest brings along friends to the show, especially such friendly friends and one with such a cool name that's easy to remember. Joe, do you want to introduce yourself and your guest here today and then we can start chatting, man.

Joe Ignace: 0:37

Yeah, 100%. Yeah, I'm Joe Ignace. I live in Knoxville, Tennessee. Pretty much lived here my whole life in Johnson City before that and married a wonderful wife named Danielle. And I am the owner and founder of the Knowledge Gap Company. We're a business growth and revenue optimization company and author of the book the Problem with Potential. And I am here today with one of my consultants brand new this week Woody. Woody has sold and managed, so he's done roofing and Chick-fil-A director managing of Chick-fil-A. He's managed over $40 million in teams at Chick-fil-A and he sold over $3.2 million in roofs in 18 months as a roofer.

Woddy: 1:25

And now he is an esteemed knowledge gap business growth consultant.

Joe Ignace: 1:27

Five days in days in he got his first client on the first day, um in the state market and uh, we're gonna. We're gonna scale uh Tyler's business. That's a client of ours now, so happy to be here.

Shed Geek: 1:38

Thanks for having us yeah, man, absolutely well, welcome back and welcome Woody. Such a cool name. Whenever I met woody, he's like, if you're not sure, man, if you've ever seen the toy story, you remember like Woody and I'm like dude, what a great opener, like I wish I had a cool name like that. Uh, we've actually got. We've actually got a guy named Woody who's uh, very, very like um, established in the shed world, in the shed hauling industry as a matter of fact, I think today or tomorrow he's having like his uh like for celebrating like 40 years and shed hauling or something like that.

Joe Ignace: 2:10

So uh, yeah we went to say is there a snake in my boot?

Woddy: 2:13

yeah, I don't know.

Shed Geek: 2:14

I've never heard that one before we've actually uh, we interviewed him on the show years ago, um, out in South Carolina, but he's just a, just an excellent guy and he's like a, it's like a grandfather to the shed haulers in the industry. Just, uh, we went out to the shed hauler event that was in South Carolina. I mean this, this thing brings, like you know, I don't know, a thousand twelve hundred people in shed haulers from all across the country, different rigs from all, and he stood up on stage and was kind of talking about some of the history of like there was no industry, no shed industry. It was just, you know, a job and guys hauled sheds and built sheds and did what you had to do, and now it's kind of turned into this bigger thing. But, yeah, Joe, welcome back, Woody, certainly welcome. You know so many things to get into, so many cool things happening. Obviously, Joe, last time we really talked about the sales model, sales process, whenever you were on.

Shed Geek: 3:09

I got some good feedback from that and uh, man, that's kind of where we meet you, I think. Uh, you guys said you identify sort of as a revenue growth uh partner. So if you were in an industry, that that might be what you consider it. But my, my favorite thing is you said we're're, we're in the people industry, we're just, we're about people and we're about people who care about people, and that, right there, caught my attention because the authenticity of that can't be replaced. So, man, what's new? Um, you know what do we got for the audience today?

Joe Ignace: 3:39

Yeah, so, um, yeah, today I mean we, we want to drop some awesome sales knowledge for people, some psychology for if you're a salesperson or business owner that will help you close more sheds and just close in general better and understanding how to treat people well. And you know some tips and ideas for the actual owners who have sales teams or sales leaders who manage sales teams, who have sales teams or sales leaders who manage sales teams. You know, when we work with clients and this is all, by the way, from the past 60 or 70 businesses that we've been working with it's based on actually what has been leading to some clients having. This is why we work with a concierge company and they had 956% increase in gross profit compared to last year in five months. And so, like the things that we're going to be talking about really do work.

Joe Ignace: 4:26

And we work with companies in all different industries, from, you know, international abrasives companies like 10X Engineering to you know, real estate, to insurance, aaa, allstate, everything in between. You know, just from our experience, we've developed a system of analyses that we can, you know, we can figure out exactly where the inefficiencies are in the training and the processes and the systems and help people scale their businesses, and so the reason we're not just sales coaches or the reason we don't market ourselves in that way, is because we help grow businesses. We don't just train salespeople. Training salespeople is part of the overall goal of growing the revenue, optimizing the revenue and scaling a business. So that's one of the things that we do, but it's not the overall goal of how we want to brand ourselves. But that's what we've got in store for today. It's going to be fun and Woody's a good fun personality, so he'll be the fun part to my sort of Try to bring him up.

Woddy: 5:17

Yeah, that's right.

Joe Ignace: 5:18

I always got to you, know, know your strengths and weaknesses and, uh, I'm a I'm a somewhat serious person and uh, it's just not.

Woddy: 5:25

It's not a bad thing. You just get passionate about what you're doing, about stuff and what he's.

Joe Ignace: 5:28

You know he's going to be the uh, the entertainer, the. I've always needed that in a leadership team.

Woddy: 5:33

I guess I'll say too, like part of what you're saying about being in the people business, like we used to always say at chick-fil-a we're in the people business, we just happen to sell chicken right and, like I was in the people business, we just happen to sell chicken Right and, like I was in the people business, I just happen to sell roofs and be really good at it. And like we're in the people business, we just happen to be really good at helping businesses grow because of experiences that we've had with people and systems that a lot of people don't get. And so then they come to us and we're like, yeah, we love people, we love helping people and we just happen to be really good at putting the systems in place.

Joe Ignace: 6:02

Yeah, and I was just saying right before we started, you know, just to repeat it, but you know the reason. We're excited to be on this podcast. We like being on this podcast. We can talk about the partnership later, but it's really simply because we just like you and how you treat people and that this is not about you know how big it can be, but really adding value to the people that are listening. We like to brand ourselves as that. We like working with companies that are in the helping others industry. You know we're Christians, we're big Jesus people, so that's why this business is going well in the first place. But so we just know that the audience that you work with is the kind of people that we normally work with and the kind of people that we like to talk to.

Shed Geek: 6:39

So yeah, nailed it, man, perfectly for sure, and I love the comments there. Woody, you know it sounds very Simon Sinek-esque, right? You know, like, find your why you know what I mean. And when you do find your why you know, you really tap into that. You know, Steve Wozniak, Steve Jobs, you know why you do what you do. Why does Harley Davidson do what they do? Why does John Deere do what they do? Why are deere do what they do? Why are they good at what they are? Because they're in the people business. They just happen to be in the, the, the product or service they landed in. And, um, I think I think people who are uh about people and seeing their growth and taking some enjoyment and seeing others do better, they tend to find themselves uh in each other on this journey, and I think that's kind of how you know we find each other and how we find the people that we work with, our tribe, so to speak. So I think it's absolutely perfect and I just want to dive into it a little bit more. I got so many questions.

Shed Geek: 8:46

I feel like Woody's going to really enjoy the shed side, and like all the things related to sheds, because, dude, being in roofing, I mean what a roof goes on every shed, or at least it has so far that I've ever seen or sold. So and there's just it's, you think, sheds, right, because there could be a mom and pop selling a million dollars a year in sheds, or $300,000 a year in sheds or something. But then there's businesses out there selling, you know well over you know, 100, 200, 300 million dollars a year in sheds. So and and so we sort of fit the gambit in between all of that right, and we try to cover all of that. All those who sell, deliver, build those sheds and it gets bigger. They go outside of that into post frame and gazebos and you know how big does it get.

Shed Geek: 9:31

I, I don't know. We just we're just sort of chasing it. We're just kind of like, you know, always trying to find the ceiling and it's it's made of glass. So, um, I think you're really going to enjoy the people woody and the industry. Industry and all that conversation is going to come back. Your commercial, you know residential reefing experience and all that. I mean there's shed guys out there, role formers, you know, for the purpose of building metal sheds and you know, being able to roll out their own metal and things.

Shed Geek: 10:00

So it's going to be awesome, man. I'm really looking forward to this. So, joe, take it away. Away, man, wherever you want to start. Um, you know, kind of you know, do you want to start with the partnership? Do you want to talk about that and at least segue from that into sort of what you guys do?

Joe Ignace: 10:16

yeah, yeah, sure, man, uh, absolutely so. Yes, shannon and I you, I was on the show. I mean, I don't even know the date, but you know, around 12 months ago, 10 months, whatever it was, and I had a great conversation, got some phone calls from it, and you know it just sounds like in the industry there's just not a lot of like when we work with almost everybody. I just ask them a simple question. It's like hey, if you had like professional sales training, operation systems training, if you have, you've been professionally trained? And the answer 99.9% of the time is no, not really.

Joe Ignace: 10:47

And it's crazy to me because that means most people are running businesses, are selling in a way that isn't streamlined, fine-tuned or really in the way that every single person likes to buy. And there's a lot of money on the table and people don't even realize it on the table because they're just not going through the right steps. And when I talk about sales too, it's like the right steps aren't pushy, it's not something that's hardcore. You're closing hard or doing whatever. It's just helping clarify the value of your product or service, in this case Sheds right, how you might help them get set up, whatever the relationship side, and then how you build a relationship. You know, and just going right back to what we were even just saying about, um, how you're in the people business. It's a differentiating factors when you're in a fully saturated market. Sheds have been around since, dear God, ancient Egypt, I don't know, right.

Shed Geek: 11:37

Yeah, always been an outbuilding out there somewhere, right, you know?

Joe Ignace: 11:40

exactly so. It's a it's it, proven market. Like you're going to sell stuff because people need storage. They need storage, man, right. But when you're in a saturated market, you've got to be different, differentiate yourself, and a lot of ways to do that is through your branding and through your mission and vision. Values coming clearly through how you treat people, from the moment they message you on Facebook about a shed or they walk on your lot. It's it's how you sell the value and how you build that relationship that people struggle with the most, and it's the thing that can be in many ways, automated for 80 to 90% of it outside of the conversation.

Joe Ignace: 12:18

And then that conversation, you know landing home and aligning with everything that they've seen online, because you know because the statistics nowadays are astronomical that you have to have a good online presence if you want to be a player in the industry, and so we take all those things into account when we work with people and scale their businesses. And it's been wild because we've seen 70%, 100%, 1,000% increases in profitability and sales. Man, there's this one concierge company. They're just such great people and they just they've gone from making 3% net to they're on track to getting into 40% in five months. It's just wild and we just we like seeing that with people.

Joe Ignace: 12:56

You know a big believer that when local entrepreneurs do well, they're the ones who invest in the community.

Joe Ignace: 13:01

It's really inspiring to us and that's why we do what we do. We want to inspire people to do what inspires them, you know. And so now working with you, since this is such a big need in any industry, you know, we're now partnering with Shed Geek, which I'm super proud to announce, and you know we're going to be working on some, some lead gen with you to help these incredible people, you know, build businesses that improve communities around the country, you know, and so we're really excited about that, being able to do that, you know, and we're hopeful that within just a few months we can, we can have some massive change because, you know, the people who are listening to this are really really hard workers. I used to sell books door to door and we'd go into small counties and there'd be small town communities or all these shed businesses you drive by, even in small town, oh yeah yeah, I sort of think of those people, but they were always just the nicest people.

Joe Ignace: 13:55

They're given to church. They're the ones who are invested in making the county better or the community better, and just that's exciting for us. So we're excited about this partnership and being added to all the you know, the marketing emails, the website, all that kind of stuff to help these businesses. And I just know, after our first five, I think people are going to see some some pretty substantial changes after just a few months working with us.

Shed Geek: 14:17

I think that's great man. Yeah, certainly a lot of salt of the earth, just grassroots type individuals in this. You know the, the backbone of the country kind of, so to speak. You know the get up every day, work hard and it's just um, yeah, it's, it's really, it's really nice to be around that circle of influence. You know what I mean. Like they influence me and um, you know to be better and to do better, and I've found friends for life, sort of through this process. So I'm already excited about that.

Shed Geek: 15:35

So yeah, basically, you know, we've been talking about, you know, consultation for a long time, and sometimes it gets very muddy. On consultation right, like even in our when we expanded into the marketing world, there was, there was always three legs of the table, kind of, uh, the tabletop being the shed geek podcast to uh get the information out and create good content that listeners want to listen to. And then the three legs to hold that up have been, you know, shed geek marketing, shed geek rent to own and shed geek consultation. Been, you know, should geek marketing, should geek rent own and should geek consultation. We've almost found ourself in that consultation side, uh, without definitely without charging for it, Joe, because we, you know, we just really care enough about the customer, that you know we spend a lot of time in the customer acquisition time of anything we do.

Shed Geek: 16:18

I had someone call me yesterday and he said wow, I can't believe you made yourself available for an hour. And I'm like, well, who am I not to make myself available? If there's an hour in the day and I can add value and we can talk and build friendship, man, let's do it. Anybody's welcome to call, let's call. I don't know that I have anything to add, but if there is value there, I think we all have stories and iron sharpens iron, so let's chat. And I find that whenever you do that, good communication and good stuff comes out of that. When you just begin to, like, put ideas into motion and talk about them and and I was like man, I, I, I love talking to the shed industry. That's why I do this is because those inside and outside the industry have value in their stories and those other testimonies and things like that. So, yeah, we're going to, we're going to put a link and basically the way that, the way this will work, I'll try to explain it in this way. You know, um, I might not always be the most organized consultative person, but I know how to align with the most organized consultative people and that's joe and woody and some of the other partners.

Shed Geek: 17:24

So the idea is that, like you know you as as someone in the shed industry or related industry wants to learn how to grow, wants to know how to acquire more growth, more revenue, wants to understand a little bit more how to install systems and processes, and they need someone to talk to on that. You know that's that's a job for somebody and that's what consultation is on that. You know that's that's a job for somebody and that's what consultation is. And you know Joe's going to be part of that network and uh and his any of his partners. So just encourage you guys to call them. Um, they come highly recommended for me. If you trust me, then I ask you to trust them. Uh, I wouldn't partner with someone that I didn't trust. So I mean that's that's huge for us here and um yeah, man that's so.

Shed Geek: 18:10

I'm super excited. Uh, we're going to have to get the website going, joe, cause, like these, consultative opportunities are coming faster than ever than we can, than we can build and we can design. But, um, we're going to get it rolling, but for now. Now, if you guys don't get the newsletter, uh, just go to shedgeekcom. You can sign up for the newsletter or contact my wife, deanna. D-e-a-n-n-a at shedgeekcom should get you taken care of. So let's hop into it, Joe. Now that we've got this underway, man, we're, we're, we're rocking and rolling. How can you increase growth and revenue for someone in sheds?

Woddy: 18:46

Yeah, spill all the secrets, spill all the secrets right now Put it all out there, you ready for four hours of content, let's go man, I've got nothing to do.

Joe Ignace: 18:57

I don't know if you need this, by the way, but our website we can send over to you. Yeah, absolutely, it's knowledgegapconsultingcom. You guys can go there. It'll give you a good rundown of everything we do from you know as simple as hey, you've got a sales guy that you want to sell more and they're kind of greener or maybe they're even a master, but you believe they can get better from the individual sales coaching to team sales coaching to business owner. You know executive level. You know coaching. We also have a process where we go through an analysis of the entire business and can give you all the inefficiencies, solutions, vendor options, connections and even develop assets for you, including scripts, sales presentations, so on and so forth. You know just everything.

Woddy: 19:40

And I'll say to you, like he just said so many things and if you're in the spot where you're like I don't really know what they need, but I just hired this guy. He's brand new, he's never sold. I know he's a good guy, I know I want him on my team. We can help cater what that looks like for your business and for you. So if it means every other week we're meeting and talking, then that's awesome. We want to support in that way. But also if it means, hey, we're doing asset building and you know we're making so much more of an impact on your business, Like we'll meet, suggest that. Like it's not a, it's a customized solution, it's not a one size fits all.

Joe Ignace: 20:13

Yeah, we do like a discovery session. We're big believers in getting the full picture before we give any sort of advice. So we just want you to tell us what's going on for like an hour to really get a good understanding and you know, kind of explain our process in general. But you know it's um, it's a little different for every single person. But you know the solution um that we come up with has has worked with everybody we've worked with in the past. So you can tell us what's going on. We can, we can help you find a solution that's awesome dude I love.

Shed Geek: 20:41

I love what you guys do and I kind of love the camaraderie here.

Shed Geek: 20:44

Now it's nice to have a dialogue with like three different you know two different people, a lot of times I'm going back and forth with just you know one other person, and Woody brings a lot of insight to it and that's awesome, man. I think it's really great. Gosh well.

Shed Geek: 22:27

Shed folks, you know, typically want to. They want to see increase as well as anybody else, right, you know what I mean. They want to see growth, and all the things you're talking about are things that I think, a lot of times, folks struggle with. If they're just getting into retail, maybe all this new digital storefront conversation and online presence and social presence isn't necessarily something that they really know very well. Or, or, if they do, they've already been successful in some, some area.

Shed Geek: 22:55

But, you know, something gives you guys the authority to come speak on these things. You've been successful in your own endeavors, uh, and that's what's given you the knowledge to be able to do this. You like what I did there with the knowledge gap. It's giving you the knowledge to do this. I need a little zinger over here, uh. But yeah, lay it on us, man, give us some, give us some more thoughts. Tell, uh, tell the audience why they, you know, would want to work with you, kind of what you do. I want you guys to take the mic and run with it. Man, we've got, we've got 30 minutes or so for you guys to just give us some. Give us some thoughts, thoughts. So I'll try to step back a little.

Joe Ignace: 23:31

Yeah, I mean hopefully it's clear at this point some of the things that we do. But if you have questions, I mean if you're at all interested in growth, just like contact us. But we want to just go ahead and just here's here's some ideas and go through some concepts. It's not going to be customized to every single person listening to this, because every and vision, values, why they do what they do and a different structure, different sales team and all that kind of stuff. So just really keep in mind when we go through this to soak in the concept, how can I apply the concept to my group? I've got you know, we've got like five to 12 different little topics. Woody's going to share some stuff. You know that's going to be very much and we all hopefully everyone listening is an enjoyer of Chick-fil-A. He's going to have a nice when.

Shed Geek: 24:12

I hired Woody. I told him the other day Jesus chicken man who don't like Jesus chicken? That's right.

Joe Ignace: 24:17

When I was hiring Woody and training him this week I was like hey, you're probably actually going to be even better in the culture building side because of the Chick-fil-A experience. It just means training people to build culture, Whereas my favorite thing I love is sales and just like the recruiting and getting people in the door and hyping it up and scaling and all that kind of stuff, Not to say Woody's not absolutely great at all.

Woddy: 24:40

It's internal training, like you're training me and I'm training you. Yeah, exactly.

Joe Ignace: 24:45

But he's got. What I used to tell you the other day is a little bit more patience. It's sort of the leadership type coaching role. Sometimes I understand all the things I've created 43 people to sell books door to door, like 80 hours a week, let's go right. So we're good at all those things, but we're going to have a nice fun play here. So I want to start out, though, with just for salespeople. So if you're a salesperson, if you're a by yourself business owner, solopreneur as they say, you're going to want to lean into these next few points and I'm just going to try to share some situations that I've seen through consulting Some of the changes that we recommended, how we implemented them, and then basically the result of just doing a couple of these things on the on the top line revenue, and so hopefully, hopefully, it's really helpful for you. But if you're taking notes, if you're just trying to lock something in the brain, if this is all you got today was sell value, not price, your business will grow.

Joe Ignace: 25:42

I was working with an all state agency in a small town, Jacksboro, Tennessee. Lovely woman named Casey Allen. She's incredible Again why I like working with small town, small businesses. She's so sweet, she was just so incredibly nice to everyone in town. I remember one time she actually artificially lowered her sales to do a Christmas tree fundraiser. She'd have people come in and she spent less time selling and more time on that. Just incredible person and I remember watching her.

Joe Ignace: 26:13

One of the things that we do with clients is we like to shadow their sales team to see what they're doing right, what they're doing wrong. And so I shadowed her one time and just give me the presentation. And this lovely, incredible woman was selling on price and getting frustrated with people because in insurance, like Sh sheds, everyone thinks that price matters. It's the thing, has to be the thing you know. And after that presentation, you know, I sat down with her. I said listen, what makes you different than everybody else because I was seeing it. That's one of the values of hiring us is we're an objective third party. We don't think the way you think. That's why it's good we see things just like oh, here's what other people see.

Joe Ignace: 26:56

And so her service-mindedness, how she treated people. She really was more like an insurance consultant. That's really what she was. She wasn't an agent trying to just sell you a policy. She was somebody that was going to follow up with you. I'll give you an example of a bad agent that gave me this idea. I had bought a house a couple of years ago in Airbnb and I had bought an insurance policy for homeowners, and the guy never followed up with me in my insurance policy lap. And then a storm hit and my roof got torn off.

Woddy: 27:29

No, I know a guy.

Joe Ignace: 27:31

Believe it or not.

Woddy: 27:32

Don't tell that story.

Joe Ignace: 27:33

Yeah, save it for the next episode that's a teaser for next time how I met Woody but, and that all happened, you know, and that guy because he never followed up with me, it lapsed because I had forgotten, because I'm busy and I had to pay out of pocket to fix part of my roof. It was nice, I mean, god provided in the way that it was like not that expensive, and then we got like a big booking that basically paid for it. So it ended up working out okay. But I remember just like hey, I need to do my homeowners because she was already doing some policies for me, because I knew she was going to follow up, I knew she was going to talk to me, she's going to walk me through everything. It's a really big deal because when you don't buy insurance for the moments you're expecting, but for the moments you're not expecting, right. And so we rebranded her presentation on selling value and instead of saying you know, here's the price, we're a little bit higher, it's more like hey, listen, people, cause she has people that pay higher price all the time. People pay for this because I'm a consultant for you and I'm there all the time helping you and this you and I'm there all the time helping you and this. They pay that extra price all the time because I bring you peace of mind. You know, like what I'm doing for you, I bring you peace of mind, I'm in the community. You know I invest in the schools. I am not the regular big corporate entity. You know, I'm like your, I'm like your insurance consultant.

Joe Ignace: 28:47

And from that moment on she went from trying to sell a certain number of policies let's call it 14, 15 a month and this month, last month, she sold 45 in a month, which is $44,000 or so in premium from you know, 25% of that just three months ago. And that is the biggest problem I see with people is they try to sell on price and comparison price whatever instead of on the value of what people are getting. Because in reality, when you sell on value, it's like, yeah, you could pay $25 now and replace it every six months, or you could pay $200 now and not replace it for 10 years. And if you actually did the math on the value of your time, right, going back and replacing everything once a year, first off, it's more expensive on the 10 year plan and then also you're wasting a lot of time, you're getting frustrated, right, and so a lot of people most people like, buy into that, you know.

Joe Ignace: 29:43

But we don't. We're not delivering the value in a way that's digestible for people. It's too complicated, it's too messy, there's not enough visuals. People are trying to do this all verbally and it's really important and it comes through from the moment you get a Facebook message or the first contact. I want Woody to talk about simplicity sells here in a second, but I just want to give an example of this. When someone messages you on Facebook and they say I do this all the time, by the way, because I'm always looking at sheds, because I want a barn dominion I see it's like put on a little Airbnb, make a little romantic getaway.

Shed Geek: 30:17

I know a guy like what he said. I know, I know some people.

Joe Ignace: 30:22

So I'll constantly message people and it's just like a fun habit for me to just see like, okay, like is their sales process good, you know, because it's technically it could be lead generation, I guess at the end of the day, right, and I'm always looking, I'm like, hey, like I always hit the are you, is this still here? Whatever that little phrase is, that's the copy and pasted right Is do you still have it?

Shed Geek: 30:41

Is this still available? Oh yeah, is this still available?

Joe Ignace: 30:54

And then they'll. They send me back Shannon Ready, yes, and you know. And so, while that's great, if you're listening to this and you're the guy or the gal who says yes, you're doing it really wrong. You're missing out on hundreds, if not thousands, of sales, depending on how many messages you get. Okay, what you need to say is, yes, it's available, and you need to sell them on what the next step is? Number one and also the value of how you treat people. Hey, yeah, it's absolutely available.

Joe Ignace: 31:18

You know the way we make sheds insert value. The way we make sheds is handcrafted, blah, blah, blah, blah, blah. Just real quick blurb. The way we treat our clients is we like to build long-term relationships with them and be supportive and helping them find stuff. We're very customized, for example, and basically the next step for us is just jump on a quick phone call and see what you're looking for so we can help you send some solutions. When would be? And this is a call to action, by the way, you got to have a call to action, otherwise nothing gets done. Wouldn't it be a good time to hop on the phone? Would a video message call work? Or what's your phone number? And if you just did that. You'd get people on phone calls and you get them into your sales pipeline and people miss that because they're not selling the value right there. And it's that simple.

Shed Geek: 32:03

Hokey to having you know plenty to sell is having your pipeline full. I mean just that. One little thing that sometimes people forget is is not everybody makes a decision in the moment, not everybody makes a decision today, but they will make a decision eventually and you at least want to be top of mind, if nothing else. So, like I try to be consistent because I don't want to let any of my clients or potential clients down, but at the same time I don't want to be like overly aggressive, right? So it's like trying to figure out that balance of, like man, what's I need to be consistent, always present, top of mind, but, man, I try to keep that pipeline full all the time. If I were selling sheds, I'd want to be talking to 10 or 12 people Effectively. I don't want to do it ineffectively, but I want to have 10, 12, 20, 30, whatever it is people constantly. I mean some of the lead generation we're doing. You know 80, 100, 200 leads per month and I'm like, man, if you're tracking that, I know we used to track and try to close one out of every four that came on to the lot, the sales lot, and I was like, if we can bring you 200 leads with 25, 25 sales this month. Do month, do you good? What would that be worth? Worth some value in that?

Shed Geek: 35:40

We get that question all the time like what do your packages cost? And we're like man we have some basic packages on different things, but a lot of it's really custom Like what do you want to do? Because you could spend and we've had people who spend, you know, oh, I don't know 12 000 a year to 500 000 a year. It's like what? What size are you? What do you want to accomplish? Where do you want to grow? Sky's the limit. It's really trying to figure out what you want to do rather than trying to like, like have you fit our mold, we want to fit yours.

Woddy: 36:07

So I think maybe a way to look at that sales process too is like you're you're saying when do you reach out to them? How often I think of it kind of like a gps right, when you put a location in your gps, like you know where you want to go, okay, we're gonna go. Like we went to the zoo last saturday, which was actually really fun. Um, I've got a little girl. She's almost two years old and I this is a bad dad moment. I've been a bad dad Because for the last year my wife's been like we should go to the zoo and she wanted me to be the person that went to the zoo with Harper for the first time. So she's had so many opportunities to go with friends and she said no because she wanted me to be there. So now I've gone, they can go to the zoo whenever they want. We got membership, so we put the zoo in the GPS right, and we drive there.

Woddy: 36:52

I follow the directions on the GPS. I needed help getting there. I admitted it Follow the directions. If I were to go past the zoo and not follow the GPS, the GPS is going to say, okay, do a U-turn in 300 feet. It's going to keep saying that until I turn the GPS off.

Woddy: 37:10

It's just like the sales process. They typed in sheds on Google. Whatever they looked it up, they came to your lot. You're going to keep giving them the next steps until they say either we arrived at our destination, they purchased something from you, you made the relationship, you sold it, or they pressed end and they're gone and that's okay, you can still follow up. Right, it's going to come in your recent searches on Google. They're going to keep reminding you where you wanted to go. But that's our job as salespeople. Right Is to provide that level of guidance through the process until they either say we're here, we got it, or end. But I feel like that's maybe a good example, as you're saying, like, how often do you follow up? Just keep helping them until they don't need help, right.

Joe Ignace: 37:54

Yeah, yeah. Think of it like in general a confused prospect doesn't buy and people don't know what to do to purchase from you. They don't understand it, they're like they come on, they're like so what happens? And if you're not helping them through what happens, they're just like. I don't like this. I have to like work. And if your prospect is doing the work, doing the math, doing the thinking, doing the searching, you're really missing out on the service aspect of differentiation and they're they're going to just close a lot slower because, like I've been shopping for sheds for a long time, I've never gone a lot cause I'm not ready to buy or whatever. But if I was ready to buy, I would just want someone to be like hey, this is what I want, find me it.

Woddy: 38:27

You're going to have a shed by the end of this podcast.

Joe Ignace: 38:29

Yeah, and then if they found something right yeah, I get lots of phone calls, you know, if they found me something that exactly what I wanted, it's just like, okay, sweet Thank you, like that sounds perfect, like just do the work for me. It's one of the biggest issues I see with a lot of people. It's like, oh, like here, read this super long thing, and it's like, whoa, I am not going to read that, I'm busy, and that's how everybody feels Right, exactly. So it's got to be so simple, it's got to be easy, it's got to deliver value right, deliver value clearly.

Woddy: 38:58

And when you want to deliver value, I'll go a step further and say find the need, meet the need, make the sale, and it's that simple. And if you don't know the need like that's where you start yeah, Just get them talking.

Joe Ignace: 39:12

You ask questions until it's super clear, like why they're here, right, so it's. It's just as important to have your why, or mission, vision, values. The company is to understand the why of the person in front of you, yeah, the why they're there, the vision, right. This is called selling the future. Help sell value. Where their destination is is where you're going to get them. If you're doing well at the sales process, they come on. You know the dream is to, you know, I don't know, insert whatever dream and you're like, wow, that's awesome, okay, so what? How do you? You know what's, what's that look like? How does how does that feel? Okay, if I could get you something to get to that dream faster, does that sound like something I could you know would be pretty helpful to you? And like that question itself, that that's how you sell and boom, you're ready to read rock and roll it's acquiring, that's like a yeah, it's, it seems like it's always acquiring information.

Shed Geek: 40:06

I mean, that's what you know, I've heard. You always have the permission to ask another question if you've asked one and they answer it. So then ask another question because you're trying to acquire information, data, data gives you what you need to know in order to serve them best. So, like I'm, you know, when people say what do you do and you stall on the podcast, I ask a question of my guests. I ask a question because I'm trying to tap into whatever that is up there in their noggin that they can just put out audibly that makes sense to somebody, that they can just, you know, just explode in conversation and then all of a sudden, once they start warming up, it, just all that stored up data begins to become audible, and it's it. Then, all of a sudden, it translates into something that's like wait a minute, this is real, I can go do this, I can use this.

Shed Geek: 40:50

And it's the same way in sales, like what do you need? Well, we're trying to put our Christmas stuff away, we're trying to have something for our lawnmower. Okay, protecting your lawnmower is imperative, like we recognize that now. So like I don't need to tell you about, maybe, all of the product benefits. All of a sudden, I need to help you protect your lawnmower.

Joe Ignace: 41:12

Yes, simple, right about them not some general nobody likes being sold to you. That's so, yeah, like nobody. Everyone loves, everyone loves to buy, right, you know? I mean, uh, I think it's 80 of the market, by the way is uh, women shoppers. Uh, they love, people, love buying. Yeah, love buying things that we like, we hate being sold, and so they feel like you're trying to fit them into a mold or sell them on values that they don't even care about you know, or features that just seem like excessive to them.

Joe Ignace: 41:38

Man, who was I talking to? You know I was doing an upgrade on some device and oh, I was getting glasses. Oh, shannon, I was getting glasses. And I went to VisionWorks and they've got you know, 12 salespeople on their floor or whatever. I get in there for the. I don't know if this doctor's real. Sorry, visionworks, I can't tell. It just seems like they tried to sell me. I walk in there and the atmosphere is like, oh God, I'm gonna be sold to you. This sucks. I hate this. And you know the salespeople out there and I'm like they're like, pick out some frames about this. Whatever I find a frame, I'm like he's like. So like, what kind of lenses do you want? And I'm a person who's never had glasses and I don't want glasses and I'm mad that I'm even here to get glasses. I want my eyes to be good, right, so emotionally I'm not connected like dude. I don't know. I don't even want that. I can see through. What are you?

Joe Ignace: 42:34

asking me like you're asking a non-expert an expert question. That's terrible. Like a good salesperson always asks questions, they know the answer, like they know that how you're going to respond right. So when they say what lens do you want, he has no idea what I could possibly say I can say I don't want any lenses. I mean that's on the table, you know. Just to be snarky with them. I have some glasses with no lenses, just so just so you know that's right there you go

Joe Ignace: 44:32

Visit geekshedhubcom today and make your mark in the shed industry with ShedHub in the shed industry with shed hub, and so you know, it's because I'm on the computer some and I just need like some blue light special things and just to avoid getting near sides or something, and so he doesn't actually need glasses I'm not a believer in that at all uh, I'm just kidding, I am.

Joe Ignace: 44:53

but uh, so he's asking this question. I'm like, well, which ones will help me in my situation, based on the prescription in your hand? He's like, well, you know, it's really up to you. And I'm like, dude, what do you mean? What are you talking about? Like, what does the prescription say? I want that one that fits in my insurance, it costs me no extra money, and like, I had to, like spell it out for him. You know, and you should immediately tell the person in front of you the small package or their big package. There's a small package. Like I was in that scenario. Your job is to quit wasting time trying to sell me and close on the small package and go to the next person. You know, you've got to realize that that's part of the win process, and so you've got to make the questions more simple. Hey, listen is are you just looking for, you know, the simple solution, or do you want to know about, like, some, some higher end stuff?

Joe Ignace: 45:36

That's the question that it doesn't matter the answer to it. It doesn't matter the answer to you. It tells you what to do in the next step right and then, okay, you just want the simple stuff. Here's what I recommend. I think you ought to. You know the simplest thing this is covered by insurance, you know? Does that sound good to you? And you close right then? Does that sound good to you as a closing question? That sounds great. Sweet, let's sit down, let's asking all these stupid questions.

Woddy: 46:05

And that's how I left that that lot, as you would say.

Joe Ignace: 46:08

And so when they come onto your lot, right, ask yourself like how are you making them feel? One of the analysis that we go through is a customer experience analysis. When they walk onto the lot, what's the immediate emotion that they're met with? Because sales decisions are emotional and we only make decisions when we're excited or ...., most of the time, otherwise, we're procrastinating and we're thinking about it, and so we want to make people feel great when they come onto the lot, when they come into our studio they're one of our clients locally in Knoxville. You know we're like hey, do you want something to drink? Hey, we have a soda. Hey, we have a snack. Are you hungry? And that in itself is so different compared to 99% of other businesses that they're like wow, I like coming here. We want people to feel like they enjoy coming here, even if they don't buy today.

Woddy: 46:53

It's a good atmosphere, it smells nice and when you create an atmosphere, it helps create consistency. Yes, and so that goes so much further than just the experience. Like, hey, when they come back to like this is a funny thing, we have a we, our church, meets in a high school beard in high school and I don't know if you've ever smelled a high school, but it's such a bad smell. So we have like a heart and soul scent that we plug in and it's not like labeled heart and soul, I think it's like bath and body works or something, but we have a scent that we plug in all over everywhere that a guest is going to be, because we want them to think, okay, it actually smelled good in there, like it didn't smell like a high school. We clean the bathrooms every Sunday morning and we put that scent in the bathroom. So that's creating that environment and atmosphere that we want them to experience because we want them to have consistency.

Woddy: 47:43

And hey, when we get a building brain, gosh, let's get a building yeah, when we get a building like that sense going to be there and they're going to know, oh, this is the environment of heart and soul and like, while the physical location is different, it's still the same environment and so we're creating the same thing here. We're like, yeah, right now we're in a really cool office that doesn't have any windows. It's like actually still a sweet spot because we've made it what it is. But hey, the people that we're coaching and consulting with, that are doing videos in here, are going to have the same experience, same brand, same environment when we're in the sweet barn dominium that we're going to build, like that's right, it's just creating that consistency, that brand recognition you know the brand recognition and staying on brand across the.

Shed Geek: 48:28

you know I use, I use all the time. I know you guys got one there in Knoxville but I use Bucky's as a perfect example. Like you know, you want to create the Bucky's shed lot, you want to create the Bucky's experience on your shed lot and yeah, you know I know a lot of our guys drive semi so they're like no buckies because you know they're no semis or whatever.

Shed Geek: 48:48

But if you really if you really think about it, man, you know what you're going to be met with when you get there. Clean bathrooms, clean, you know, uh floor a million people.

Shed Geek: 48:59

A million, yes yes, so many people greeting you, welcome in. You know, and like, maybe you can't create that on that large scale, but maybe you can create that in your small, unique, uh situation where people are always going to talk about when I went and met that guy or that gal at that at that lot, and then they're they're going to refer you because they're going to get the same experience whenever they come in. But you're going to welcome them in. Maybe it's going to be the welcoming smells as opposed to you know, just keeping your your shed lot, you know, like cooped up or whatever.

Woddy: 49:30

You just had lunch or something or who knows what's going on something we used to like ingrain in people at chick-fil-a or I used I don't know if anybody else did, I'm sure they did. They might they probably still do, hopefully, hopefully. That was like. The true impact is they're still teaching this to this day, is I would have 14, 15 year old high schoolers that would come on as their first job? They don't know how to talk to people, they're nervous, they're on a cash register. They've never kind of changed and I used to always tell them nobody will ever remember what you say to them, but they'll remember exactly how you make them feel and that's probably like a quote by Walt Disney or somebody more special yeah whoever?

Shed Geek: 50:07

It's Maya Angelou. Nice fact check. I like it.

Woddy: 50:11

That was huge and people remembered that like a high schooler remembering like, okay, I'm 15 years old, but I can still make somebody feel amazing when they walk through that door and that's because of the way I treat them. It's not what I say to them. It's the same thing with selling. It's like, hey, just make someone feel good. An encouragement is not truly an encouragement until it's said vocally and we forget that. Right, like somebody will walk in and they're like, oh, those are some sweet shoes, like I love them. But you don't say, you just think it this.

Shed Geek: 50:38

I'm so guilty of this with my wife, trust me. I tell her all the time. I'm like, yeah, and I've learned this after 24 years Like it's not what you think, it's what you say, honey, you look nice today.

Woddy: 50:50

It's like you know what?

Shed Geek: 50:51

I mean Like hey, I thought that in my head but didn't say it for 12 years, you know like why didn't I say it? You know that the confirmation is so much better to audibly actually do it. Like you said. I like that little. That's a nice little sound bite there. It's not actually a compliment until you say it, or whatever.

Joe Ignace: 51:07

Yeah, and you know the culture that we're talking about here. The consistency that you're building is like when you, when you grow a business, what you really are doing is you're creating. You want to be on the model of the reorder business.

Joe Ignace: 51:17

You want people to come back, right, I think a lot of people. They build out a process where people they get people once to buy something and they never follow up. They have no retention process, they have no follow-up. There's no lead magnets, lead magnets being a reason for them to come back. That might be free, or something different, like the reason Bucky's, you know, gets a ton of people in there is not only clean bathrooms, that's really their lead magnet, but then there's like food and all these other things that they can get, right, and there's it's like the exact perfect travel experience, right. So what's the exact perfect shed experience for someone? Right? That's what you cause. You know they're looking to build something and building something. It relates to some sort of dream, right, it usually does. It relates to something, some sort of way that you want to live with your family, right, or or develop your household, like when it comes to like a bar dominion, whatever it could be. It's like there's a vision behind that. And so you, you're really like a vision experience.

Joe Ignace: 52:11

People come in. You're like, hey, what's your vision? That'd be my first question. Okay, what's your vision? Hey, look, where are you thinking about, like, where, where's this fit into your life? If that's clear. You're connecting on this thing called destination and people will buy because you understand why and you intimately understand why they're doing this. So then you can customize If they feel like you don't know why they're getting it. You're just saying a bunch of stuff, you sound like a broken robot and you sound like you're selling them, and that's the feeling that they're going to get. When you know their destination. They're going to feel like you're on the same team and a lot of sales people. What they struggle with is they're just in the way. They're in the way of the sale.

Woddy: 52:46

They come to you to buy something and you've gotten in the way and not only are they going to feel like you're on the same team, like you are on the same team you are because you're bought in and you have emotional connection to them because you care about them yeah, and those are the people that we want to work with.

Joe Ignace: 53:00

Yeah exactly.

Woddy: 53:01

If you don't think that way, you're not going to fit in with us.

Joe Ignace: 53:04

You're not doing it just to make them feel that way, but that's the feeling that they're going to get. You're doing it because in sales you're really just trying to help people get what they want. That's really all you're trying to do.

Shed Geek: 53:14

You know, what I feel like happens a lot of times are we are consumers ourselves, consumers ourselves. We are shoppers, so we tend to, in a sales uh situation, we tend to sell the way we shop and we forget that people shop different than us like I hear all the time people say I don't really need an online presence and you're like, because you don't shop online.

Shed Geek: 53:35

You know that makes, that makes sense to you and and that's a fair statement. But but so many people do. So now are you meeting the customer, kind of where they are, and post COVID has changed a lot of shopping habits. You know, if you, I try to read as much as I can and it's kind of amazing at how it ushered in. Like the lasting legacy for it for me right now is like what it ushered in and online sales and online presence. It forced us to kind of learn, even those who were sort of uncomfortable or didn't want to learn. My dad, my dad, who still uses a flip phone and swears that I'm a wizard because I can scan a QR code.

Shed Geek: 54:12

You know what I mean. Like he thinks I'm a genius and I'm like yeah, dad, I got all the answers, you know. But it's it's. It's. It's just. You know, technology is still imperfect, but it's like science You're trying to get to the truth. Supposedly that's what we want to do with it, and we're constantly trying to do better. And I think that's the case with your shopping experience. Get out of your own head. The way that you shop isn't always the way you should sell.

Joe Ignace: 54:41

Selling is not about you.

Shed Geek: 54:43

Yeah, selling is not about you.

Joe Ignace: 54:44

Yeah, selling is not about you, it's about the client, it's about the prospect. Right, everything you should do should be to make that person feel like a million bucks, because if your heart is in the right place, it's about making people feel good. It's about impacting people with a kind word. It's not about making the sale, and when it's not about making the sale and when it's not about making the sale, you change because there's no sales pressure or um, what a friend of mine calls another consultant we're hiring starting june 1st.

Joe Ignace: 55:08

His name's Brandon um, he calls it commission breath. You know, avoid commission breath at all, all costs you're. It's very clear to people when you're really needing the sale or needing it to close. And I can't tell you you the number of times where I've just focused on having fun with people, making them laugh, you know, and I don't care. I could care one, I couldn't care less if they got something from me. In fact, I used to do this thing called a bathroom close. I just did a video on it on my YouTube channel, at Joe Ignace on YouTube, and it was about how sometimes just leaving or letting people discuss when you're not there is the best way to close somebody.

Joe Ignace: 55:48

I'd be sitting down in the living room with somebody $2,000 package, whatever they're buying something. And it's very clear that, like, two of the three people really want to buy the mom and the daughter, let's say, and the dad's like a little skeptical, little sales resistant. You know, I just knocked on the door. Yeah, they know a bunch of people who bought for me, but they're. He's like, yeah, you know, he's whatever. And so, um, I'm like, would this be really helpful for you guys. Daughter's like this is the best thing ever, whatever. Mom's like this would be so helpful. Dad's like yeah, like it sounds good, like a short answer, and that's my cue. I'm like hey, like hey, no worries, like um, and it seems like this is the one that would be helpful. And they're like yeah, I'm like you know, I would go through the whole thing.

Joe Ignace: 56:25

And we're getting to a point where it kind of stopping and a sale often dies when it's awkward or it gets like there's nothing else that's going to change, and so therefore, he's not budging, for example. And so I say you know what I'm the problem here. So I just told you hey, listen, why don't you guys just chat it through? No big deal either way. Like if it's not for you, I can catch the next one, but just chat it through. And if you guys want to get something, just let me know. I just need to use the restroom, so I'll be, I'll be right back. Y'all just give me one way or the other when I come back. Is that cool with everybody? And then they're like sure, and so what I'll do is I'll run off to the bathroom, and so what's happening is the two people who can really sell dad start selling dad.

Joe Ignace: 57:08

And I don't have to do anything. In fact, if I were to try to sell that and make it worse and coming back, I couldn't tell you, but it's like 80% of the time they'd be like yeah, we're going to get the big one. We're talking, you know, daddy-daughter relationship here.

Woddy: 57:31

And the women want the thing. So dad caves Because as long as you use it, I'm okay.

Joe Ignace: 57:34

You're about to learn, buddy, you're about to learn Daughter, first daughter coming up in July, so that's like something you can do. It's all about them. They need to have a conversation and they're not going to buy unless they have the conversation. You can either allow them to have the conversation right now so you can close right, get that all aired out, or you can stand there, make it awkward and they're going to have a conversation in the car on the way home, without. Whatever it is right man, I love it.

Shed Geek: 58:02

I I think it's a hundred percent accurate. I so many times you just got to get out of your way on selling um, I I know, especially for new sales people in the industry, it really in any, in any industry, it doesn't really matter. I think a lot of people don't realize like the emotional roller coaster that is involved with sales and I think that's one thing in the shed industry in particular that's kind of unique is there's so many sales lots across America and a lot of times you know there's not proper sales training, or I say proper, there's not any, there's not any sales training. It's kind of like you know, hey, give it your, give it your best shot, where you know if you end up being really successful we're going to really favor you. If you're not, then we're going to kick you to the curb, whatever it looks like.

Shed Geek: 58:46

You know, um, and and you know I think a lot of times like people want that, they desire that. They don't know where to get that, how to get that. They don't know even they're on an Island by theirself. You know, are they communicating with their peers? You know to learn more? Are they? Do they have an established process? Can they say that I've went through some level of sales training, you know, so that I've been trained to handle this. You know how do I, how do I handle a stall, how do I handle an objection, you know, and they just might not know, uh and, and a lot of times they just need someone to bounce those ideas off of.

Joe Ignace: 59:21

Yeah, 100%. Put some words to it right. There's like there's things that happen psychologically that you're selling and you know. There's what we call pre-approach, which is what you know about a prospect before you talk to them. That warms up what we call the approach. That warms up the introduction, which is the conceptual value proposition or sale and discovery.

Joe Ignace: 59:40

Conceptual value proposition or sale and discovery that leads into a really good demo, which is essentially backing up what you just said with proof, which a lot of people don't do. They'll make a claim and they'll just expect you to believe it, and I don't buy into that. By the way, it's hard. If you don't show me the proof, I'm not buying. If it's irrefutable proof, no-transcript. Chew on and make sure it's something we understand, which trial closing helps with. It slows down the process. It makes sure that it's something that's really helpful and we can ask questions in those moments for the clients if they're not sure. And then the actual close like how do we ask for the sale in a way that's endearing to the person. It doesn't feel like abrupt, but it's going through what's going on in their brain which is like okay, I'd like to buy. What are the next steps? Right and how does that look and how does it all fit into place that when I make this purchase, I know it's going to go well?

Joe Ignace: 1:01:04

And, for example, with the abrasives company we're working with right now, you know we're working on massive sales with them, with each client, and one of the things we've implemented is what we call performance reviews, and so we have them with. It's got to be a certain threshold of a large client. Let's say but basically, hey, go in there and let's sit down with the client, like help them, make sure everything's implemented well, give them support once a week for 15 minutes, troubleshoot. And your claim isn't hey, listen, the first time you use this product is going to be the best thing you ever see. No, no, go back. Do it the opposite.

Joe Ignace: 1:01:40

The first time you use this it'll be the worst you'll ever get. It. Best thing you ever see. No, no, go back. Do it the opposite. The first time you use this will be the worst you'll ever get. It'll always get better and after 30 days it'll be so good that you won't ever want to leave right with those touch points. Just letting them know that we're going to help helps people feel confident. They can go ahead and buy because they know that you're not going to let them down.

Shed Geek: 1:01:56

And that's that relationship trust so this is a this is a nice little glimpse into what someone could expect if they want to sign up with Joe and his team at the Knowledge Gap. Again, you do have a book out. I've got your book. I haven't read it yet, but we'll throw a link in the newsletter to your book the Problem with Potential right.

Joe Ignace: 1:02:22

Problem with Potential, how to Stop Overinking, get out of your own way. Um wrote it for entrepreneurial style people to learn how to reach their potential and overcome that little, that little voice within um. That, uh, at my sales company used to be called Mr Mediocrity, but I like to call it the cynic with it.

Shed Geek: 1:02:40

Yeah, very nice man. I can't wait to read it. Yeah, we've been so busy but we're so excited to be working with you guys. We've really been wanting to do something consultative. I just think a lot of people in the industry and you can run a gambit here from small to very large companies, they need professional sales training. They need organized, organized sales training. Uh, they need training that works, that helps. But then you know, they want to grow their revenue and some things are beyond that. Some things are learning about marketing, you know, exploring that, other opportunities that are out there that they've yet to explore to be able to explode their business, should they want to see growth. What? What I've learned? Uh, we should geek rentals. This really, uh, probably surprised me more than anything because we we were just kind of, you know, coming in kind of mediocre and just kind of small and very non-aggressive.

Shed Geek: 1:03:35

Um, you have to be prepared for success just the same as you have to be prepared for failure. We're all used to failing, so it's easy to fail. You kind of prepare because you're like I gotta have a backup plan, but no one ever says I have to have a backup plan for if this goes really well, because you're just kind of hoping it goes good. And, uh, we went in humble and we were like, oh, my goodness, you know. Now all of a sudden we're like we need to, we need to change our strategy altogether in a good way, because we need to prepare and plan for success. So when you actually do see training realized, when you see growth realized, you got to be prepared to handle that. And yeah, that's like you shouldn't go into it thinking it won't work. But I can tell you that we underestimated and went in humble and it's it's really surprised us and I think that's what people are going to get whenever they start working with the consultative side of shed geek and our partners and affiliates like Joe and Woody and so much more of the team that we want to have on uh, fairly regularly now with this podcast expansion and susan the shed gal doing mondays and sam basseter doing fridays, and of course they're kind of speaking in the niches and areas that they're really most familiar with.

Shed Geek: 1:04:52

You know, uh, shed gal is going to be doing a lot with the barnum mediums, uh, post frame and square tubing, metal carport side of things, and sam, of course, is the shed hauler extraordinaire, operates the shed hauler brotherhood or big part of that, and the the bash that they have every year and he attends the local barbecues across the country. And then, uh, we're going to be talking a lot about sales and marketing on wednesday. So, like we want to have more guests on, we want to have branded on at some point. Um need to have want to get woody on. We want to have branded on at some point. Um need to have want to get Woody on again sometime and really have him on to where he can. You know, um, if you want to have that one-on-one time directly, man I want to talk about, I want to dig into your roofing experience and I think there's so much value that you can add to this industry because of that experience that you've had.

Shed Geek: 1:05:39

You know we have another coach it's a friend of ours that actually came out of the same industry and I find it very, I find it very unique the way that industry is like sort of blown up. And of course we're we're friends with, you know, shield wall media and what they do over at post frame builder. We'll be at the Branson show June 19th and 20th for post frame but you know, even subscribing to their role builder and and, uh, role forming magazine, it it just sort of complements what we already do anyway. So, um, man, I can't wait to just keep this relationship going further and farther and and uh, believe it or not, like we're, we're at an hour already and it happens so quick.

Shed Geek: 1:06:18

I just can't imagine how I know it goes like we're, we're all talkers, and that's the. That's the hard part is we need uh, we're doing medium form content. We need to do a joe rogan podcast of like three hours where we really talk and break this down, but let's just keep having you back and let's, let's go through the process more and more. Maybe we don't give away too much, but we give away enough that maybe they want to call and uh, book discovery with you guys. How would they go about that if they wanted to?

Joe Ignace: 1:06:45

Yeah, I guess there's a couple of ways. I mean it's going to be on the email, the newsletters. Sign up for the newsletter, that's right, but really just simplest ways. Go to knowledgeappconsultingcom. On the homepage there's going to be different options for what you might be looking for, what your needs are and if, when in doubt, just go there, click a discovery session and it'll you can book a time with us. Give us a call, phone numbers on the website and we can talk through what you might be looking for. Everything we do is customized solutions, so just know that we're going to be. Everything that we're talking about on this call is how we're going to be working with you and treating you, and we just want to work with people that want to work with us. We're very like closers, people that see the value in consulting and growing the revenue.

Shed Geek: 1:07:31

They're going to enjoy hanging out with us. I think so too. I let everybody at the end of the show ask questions. I spent a lot of time trying to ask questions throughout the show and I, like you, know a little fun segment at the end to kind of just talk and uh ask questions. I noticed uh, woody, you said you're a, you're a girl dad. I'm a girl dad. Uh, sounds like joe's gonna be before too long. Just had our first granddaughter.

Shed Geek: 1:07:55

Uh, I know you guys are thinking there's no way he's up enough to be a grandpa but it's true, it's true I am, uh, but I, I, I want to give you the mic to ask some questions, uh, whether it's podcast related, shed related, uh, any, it doesn't really matter. Whatever questions you guys have feel free to to ask and I'll do my best to answer, and then we'll wrap up here and we'll schedule another one for the future. But what questions would you have?

Woddy: 1:08:22

trying to keep it fun, I have a random, a random question Do you know true metal supply? Have you heard of true metal supply?

Shed Geek: 1:08:31

I have heard of true metal supply. Um, there's, yeah, um gosh. I'm trying to think of the connection, but I can't think of Blake, adam and Mason are the owners over there and they are some good guys. Where are they out of In the Knoxville?

Woddy: 1:08:47

area. They're out of Knoxville, but I feel like they're pretty well-known nationally. They've got a really big following on Instagram and they're just solid guys. If you haven't connected with them, I'd love to share their contact info.

Shed Geek: 1:09:03

Absolutely, man, guys. So if you haven't connected with them, I'd love to share their contact info. Absolutely, man would love to chat with them there's gonna be huge in post frame, so okay, yeah, they're really growing that side of their business right now oh, that's awesome.

Shed Geek: 1:09:11

Man would definitely love to chat with them. Um, I love what those guys do. We're really getting into that side a little bit more, understanding a little bit more, because there again, if you go up north, you know, sometimes I'll say shed and you may think of a mini barn, you may think of like a portable shed, which is typically what we're discussing. But if you go up to michigan you say shed. You know, I've got a buddy who said yeah, I've got a 90 by 120 shed out back and I'm like.

Shed Geek: 1:09:37

So the name shed kind of becomes synonymous with a lot of different things and it's geographical in some ways.

Woddy: 1:09:43

But uh, what happened down here too, where, like I would get called out to to look at somebody's shed roof and it'd be a you know 50 by 50 billion, like, oh, this is a you know normal size roof.

Shed Geek: 1:09:55

Yeah it's a much bigger job than anticipated. Yeah, so it's, it's, it's unique and, um, you know, maybe we should have called ourselves construction geek, maybe we were short-sighted or something early on. But uh, you know, it's just sheds and relatable um shed content. You know. So like um, I think gary was telling me over at a garage shed carport builder. He said you know, we did a survey recently and we found that like 40 of shed guys also build post frame, you know.

Shed Geek: 1:10:25

So I mean, like, a lot of times people are looking to diversify their income or diversify their options, or maybe they need to justify buying a row former, you know. So they got to get into other work to be able to do that. So you know, if you, if you, if you just build caskets, maybe you're a casket builder. I had a friend who built caskets. He said I build underground furniture, but I didn't know what he meant at first. But if you're a casket builder, maybe you dive into other stuff too, but maybe you just do caskets.

Shed Geek: 1:10:54

It can be that way whenever people think of, like, you know you're in sheds, but man, this industry really bleeds over into so much else that we want to be able to cover all those topics and have conversation, add value to people's day more than anything that's super important and create good content that people want to listen to we feel blessed to be on the show and thanks so much for having us and yeah um, we definitely get woody and brandon and josh on here, a bunch of other consultants, and uh, yeah, go, sheds right, go balls yeah, go balls, go, yeah yeah.

Shed Geek: 1:11:30

We need like a. We need to get like a, uh a shed down. You know, maybe at uh, tennessee state, you know, like down on the grounds or something like that. I've seen where people do do that, where they'll put sheds even at the like the big sporting events and stuff like that. I actually stayed when I was down in nashville. You know, believe it or not, there's a rv parking lot. That's downtown rooftop, right down by the vol stadium. Uh, we stayed there at the last trade show that we were at and you guys had six inches of snow on the ground. What on earth is going on in knoxville, the jets. I left illinois where it was sunny and came down to where there were six inches of snow on the ground. I was so disappointed, but yeah that was a weird.

Shed Geek: 1:12:13

It's not the norm I know, I know I, I love knoxville, we love tennessee. It is our second home and it would be our primary home if we ever moved. Uh, we love nashville, we love knoxville, we love everything between, love Chattanooga as well too. So that whole triangle there. Guys, I appreciate you guys, I like you, you're just good, fun guys to hang out with and I really think our audience will enjoy that and I really think if they do the discovery call sometimes it's just picking up the phone calling and starting a conversation Uh, and you'll be surprised, you, you might find more in common than you realize.

Shed Geek: 1:12:46

But I think you guys' heart is really in the right place and we, we operate our entire podcast off of trust and, uh, we want, we want to have trusted partners and I believe that you guys are that. I can't wait to do big things, man, hopefully in a year from now. We we talk about how we've signed up 20 people to consultative service and that'll be an awesome conversation. So add value, add more than you can take away, man. That's what we want to accomplish. So appreciate you being on today and, joe, I'm going to get off of here, but, man, let's talk about getting something set up for the, for the other crew that sounds good.

Joe Ignace: 1:13:25

Yeah, let's do it all right.

Shed Geek: 1:13:27

Hey, this is mo lunsford in sunny union grove, north carolina, and we want to say thank you to all the guests and listeners.