In this episode of The Growth Lab podcast, I discuss the intricacies of navigating the tender process for government contracts with Samantha Read.

Samantha shares her journey from domestic contracts to successfully bidding for tenders. We discuss the importance of learning from rejections and developing a robust document management system to streamline future tender applications.

Samantha also touches on the costs of hiring bid writers and the time investment required to prepare substantial bids.

Listen to the full episode here:

Key Takeaways

* Know the strengths of your business before tendering

* Ask for feedback for every unsuccessful tender.

* Tender’s are a big investment of time and money.

* The success rate for tendering is typically very low - between 25-40$

Chapters

00:00 Intro

00:19 Navigating Government Tenders

01:29 Tendering Experience

03:28 The Learning Curve of Tender Writing

05:09 Building a Document Management and Bid Writing Strategies

05:27 How to navigate Tender Opportunities

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I explore the evolving landscape of the home services industry with Matt Ricketts of Better Life Maids.

Matt highlights the increasing demand for convenience and the role of technology in shaping customer experiences.

We also discuss the industry's trend of consolidation, the potential for home management companies to emerge, and the importance of operational foundations for success.

Listen to the full interview with Matt Ricketts here:

Key Takeaways

* Convenience is driving the direction of home services.

* Cleaning services are the least profitable in the home service sector.

* The industry is moving towards consolidation and home management.

* Technology will level the playing field for smaller players.

* Operational foundations are crucial for tech companies in home services.

* Amazon and Google have previously tried to enter the home services market.

* Speed and convenience are key factors for customers today.

* Big cleaning companies may evolve into home management companies.

Chapters

00:00 Intro

00:19 The Evolution of Home Services

02:08 Residential Facilities Management

04:21 The Role of Technology in Home Services

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I discuss the foundational elements of a successful business model with business coach Martin Riley.

Martin emphasises the importance of strategic priorities, sales and marketing, financial management, and building a strong team for sustainable business growth.

We also discuss how businesses can identify barriers to growth and take a more streamlined and practical approach to achieving business goals.

Listen to the whole episode here:

Key Takeaways

* Identifying strategic priorities is crucial for business growth.

* Sales and marketing are essential components of a successful business.

* Customer feedback is vital for continuous improvement.

* Hiring the right people and building a strong team is key to business success.

* Setting high-impact priorities can lead to significant growth.

* Year-on-year growth can be achieved through focused efforts.

Chapters

00:00 Intro

00:19 Foundations of Business Growth

01:11 Business Systems

02:07 Product Market Fit

02:37 Sales + Marketing

03:35 Pricing Strategy

04:32 Building the Right Team for your Business

06:29 Strategic Priorities for Success

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I discuss the importance of tracking sales metrics, building a solid foundation for sales processes, and the significance of effective follow-up strategies with the DayPorter team (James and Angel).

We emphasize the need for personal touches in prospecting and the role of attention in sales success. We also discuss the importance of brand recognition and how to position oneself effectively in the market.

Listen to the full interview with the DayPorter team here: https://thegrowthlab1.substack.com/p/how-to-sell-more-commercial-cleaning

Key Takeaways

* Track sales metrics effectively

* Building a strong foundation with CRM is crucial.

* Follow-up procedures can significantly impact sales success.

* Personal touches in communication can set you apart.

* Engaging with clients on multiple channels is beneficial.

* Attention is the first step in the sales process.

* Utilizing video summaries can enhance client engagement.

* Sales success often comes from consistent engagement and follow-up.

Chapters

00:00 Intro

00:17 Understanding Sales Processes and the importance of a CRM

03:04 Effective Follow-Up Strategies and Personal Touches

05:46 Leveraging Attention in Sales and Marketing

06:28 Outro

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab Podcast, I break down a powerful but simple outbound sales technique that generated 11 sales opportunities in under 60 days, leading to three scheduled calls and two new contracts. The best part? It all started with a Google Doc.

I walk through how I discovered this method, how to implement it for LinkedIn and email outreach, and the exact structure to create a persuasive sales letter that pre-qualifies prospects and overcomes objections before you even get on a call.

If you’re looking for a scalable way to improve your outbound sales process, this episode is a must-listen.

Key Takeaways

* Cold Outbound with a Purpose

* The Google Doc: Your Secret Weapon

* Tracking & Optimizing

Chapters

00:00 Intro

00:25 The power of the Google Doc method

00:55 How I learned this strategy

01:28 The Google Doc Breakdown

02:12 Social Proof & Case Studies

02:58 Handling Objections

03:08 Tracking & Iteration

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I discuss the importance of prospecting with Kristy Davies-Sumpter.

We emphasise the need for a blend of traditional and digital prospecting methods, including the significance of understanding your target audience and effectively utilizing platforms like LinkedIn.

We also discussed using technology in prospecting, such as direct messaging, voice notes, and video messages, to stand out in a crowded inbox.

Kristy stresses the importance of resilience in sales and the need to maintain a positive mindset in the face of constant rejection.

Key Takeaways

* Understanding your Ideal Client Profile is crucial. Building a contact list takes time and persistence.

* LinkedIn is a powerful tool for prospecting.Voice notes and videos can enhance outreach efforts.

* Confidence is essential in sales communication.

* Rejection is part of the process; don't take it personally.

* Set clear targets for your prospecting efforts.

Chapters

00:00 Intro

00:44 Multithreading

01:19 LinkedIn prospecting tactics

02:29 What not to say on cold calls

03:19 LinkedIn engagement tactics

04:19 Sending LinkedIn voice notes

06:16 Building resilience in sales

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of the Growth Lab Podcast, I share my insights on cold calling, drawing on my experiences of getting back into the saddle.

I’ve started developing a cold calling framework and discussing the importance of effectively structuring calls, securing next steps, and handling objections.

Enjoy this episode with practical tips to help improve your cold calling success.

Key Takeaways

* Cold calling can be challenging but is essential for sales.

* Reps, experience and access to the right resources significantly improve your cold calling effectiveness.

* The main objective of a cold call is to secure next steps.

* The first few seconds of a call are vital for making a good impression.

* Continuous learning and adaptation are necessary for sales success.

Chapters

00:00 Intro

00:30 My personal experience cold calling

01:52 Developing a Cold Calling Framework

03:48 How I Structure a Winning Cold Call

06:11 Final Tips

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/

In this episode of The Growth Lab podcast, I discuss the biggest sales challenges small businesses face with Kristy Davies-Sumpter.

Kristy is a sales and customer service expert and the founder of Zest Consultancy. Zest Consultancy works with ambitious company leaders across all sectors and industries, helping them identify and implement sales strategies and techniques to drive sustainable growth and boost revenue.

Kristy emphasizes the importance of understanding your target audience, the role of technology in streamlining your sales process, and the need for confidence in sales strategies.

We also discuss clients' evolving communication preferences and how businesses must adapt to these changes to be successful.

Key Takeaways

* Small businesses often struggle with sales automation.

* Sales strategies should be tailored to the specific needs of the business.

* Technology can help streamline communication and sales processes.

* Not everyone prefers traditional communication methods like phone calls.

* Continuous learning and adaptation are necessary for business growth.

Chapters

00:00 Intro

00:30 Mindset Challenges for Small Businesses

01:57 Overcoming Sales Resistance and Building Confidence

02:18 Crafting a Targeted Business Strategy

04:59 Understanding Your Ideal Client

05:55 The Importance of Sequences in Outreach

08:38 Building Momentum in Prospecting

09:41 Diverse Approaches to Cold Outreach

09:54 The Rise of Automation in SMBs

Connect with me

LinkedIn: https://www.linkedin.com/in/iammattharris/

X/Twitter: https://x.com/iam_mattharris

TikTok: https://www.tiktok.com/@iam_mattharris

Instagram: https://www.instagram.com/iam_mattharris/

Facebook: https://www.facebook.com/iammattharris/

My website: https://www.iammattharris.co.uk/