Listen: Mike Dugan, Eric Olsen, Google discussed on Journey to $100 Million
"The quarterly business review was that idea that I got from a local sales expert, Mike Dugan. I was reading through an industry magazine that's put out by our local newspaper, but it's all about local business here in the Norfolk market, and he had an expert article in there, and he was talking about the concept of a quarterly business review. And the idea is once a quarter, hence, the name you sit down, and you have a review with your client. Hence the word review in there. And you talk about business terms had stored business. So. Quarterly business review is pretty self explanatory. Once you think about the individual words, so we started doing this immediately. And I it was a little awkward because we were talking in terms of business with some of our clients who had never really talked to us in terms of business. They just talked to us in terms of marketing and advertising, but we've very quickly got used to it and got them used to it. And the goal is to sit down and talk in business firms. Not only about what we've done for them recently. But what's coming up in the next quarter? This is really helpful for us, and it's really helpful for Cording with the client because the clients know in their minds, and maybe they've got something Ryan. But certainly they could tell us very quickly. If we ask what's coming up in the next ninety days if they're a retailer and the holidays are coming up, then guess what they're gonna talk about the holidays. Right. If it's a retailer and hallways coming up in the next. They're gonna talk about Halloween and how they can inject some sort of hall. We promotion into the marketing and advertising them we're doing if there's nothing coming up, then we'll talk about something else. But the reality is there's always something coming up. There's always a change their business. There's always a new offering that they haven't expressed to us yet. There's always a new angle or Newmarket. There's always something. There's always something new that we need to know that we just don't know yet. Because we haven't asked the question. So the format for these cool re business views is typically Jake who is our digital marketing. Manager and Jamal who's our project manager, and maybe one or two of the people will have either a video call or an in person meeting with each one of the clients once a quarter, and we actually tracked this out we know when they're coming up, and when they're due and they sit down and a go over metrics for the last ninety days. This is our opportunity to tell them things like we got you X number of leads which generated a potential in y number of dollars in revenue. This is where we can say everything that we did for them. What have we done for them? Lately, we need to remind them about all the good things that we have done for them because it's very easy to forget. Because they've got other things going on. We can't assume that they remember all the goodness that we've done for them. They don't they don't remember. They may not even know. So it's our responsibility to tell them what we did for them in the last quarter at how things. Like visitors or lease having creased since the beginning of the quarter. And then the meetings shifts to what's coming up already win over the west coming up hearts, I won't go into detail about that again. But the quarterly business review has been a super good tool for us to communicate with our clients beyond the normal reports that we send them and beyond the everyday text messages and phone calls as a very formalized meeting. We do it on a regular basis. There's a goal to it. We talk in terms of business things that are important to our clients. I would recommend you look into what the quarterly business review processes, if you're not sure. Google Mike Dugan quarterly business review, the article probably pop right"