James Schramko here. And a really common error that I see experts make is they’ve trained all of their customers to be dealing only with them. Now if you’re doing coaching and you’d like to have that sauce, then that is okay. But if you’re trying to build an agency or some bigger business, at some point you really need to let that customer go to someone in your team. But they’re going to be kicking and fighting on the way through there. So how do you do this?
You build out standard operating procedures, you provide excellent training to your team members, and you train your customers. That’s how the sale works. So if you are involved in the deal, and eventually, hopefully, you don’t have to be, then you can start introducing the person who’s going to be helping them.
And when I actually transitioned from being a sales person to the sales manager, I had to do that with all of my clients. I introduced them to the salespeople, and I said, “Here’s Freddy, he’s going to be test driving the car with you. He’s going to show you over the features, and he’s going to price it all up with you and have a look at your trade-in. I’ll be here nearby, but he really knows a lot about this stuff and I trust him to do great
work.” So you can endorse your team member.
It will take about two weeks to train someone up to do a pretty good job in most businesses, unless you’re doing something like I do, which is very specialized, very high level, and I quite enjoy it, which is why I do it. But there are certain parts of my business that are 100 percent without me, and the team are strong with their SOPs and they’re growing the business units with great systems.
I hope you’ve enjoyed this. I’m James Schramko, and this is jamesschramko.com where I help you grow your business.