welcome back to you from carmichael
show– i believe in entrepreneurs and
today’s show is all about over
delivering like crazy to your customers
and i want to check with stores a guy
who offered to work for me named jill
mark and i put out a request that I
needed a marketing assistant to help me
with my business and I have a unusual
hiring process but I’d ended up hiring
10 people because I like giving people a
shot I give people a shot and see how
they do because i find performance is
way better than then just hiring off of
a resume so i hired these kind people
and i give them five hours to do a job
maximum and what I love doing is seen
you look at it and you see how
successful they are doing do they look
you for the full five hours are they
doing the job on time the good
communication skill and this one guy
jomar and I almost didn’t hire him on
but I did and he ended up being the best
guy what he did was he told me you know
he did it in less than five hours
attachment maybe three hours and he
looked them as everybody else’s work
because it was all shared and started
correcting the mistake clean where they
were making errors and so when I came
down to who am I gonna hire I went with
jomar because the guy was over
delivering my crazy right he didn’t just
do what I asked him to do he did it in a
faster time and then he went above and
beyond by fixing the errors and so it
was easy for me to give him the full
time jobs this is what you want to do
you’ve got to go beyond what they’re
just asking you to do doing the bare
basics is not enough you need to go way
above and beyond to wow them and get
them to say yes okay I want to get to
the calls i have tims on the lines how
can I help good morning Evan all I have
a guest kind of a twist on it I can over
deliver my product but its penetration
of the market and it’s a really vital
service and that’s my dilemma and i was
looking at possibly funding through
kickstarter okay what’s your company
here’s the deal I’m a retired
firefighter paramedic and I’m also
recovering alcohol that attempted
suicide well as a firefighter the
problem is skyrocketing and firefighters
in America that they are killing
themselves committing suicide and I know
how
for the correct treatment to
firefighters to to get them to help and
get them resources that they need but
it’s a it’s a cultural thing
firefighters you know it’s a manly sport
in there and they just won’t seek the
help so my dilemma is penetrating fire
departments and I know it’s off topic
and I apologize for that but I was
thinking to go into Kickstarter to fund
a book that I’ve written about it and
then get it into a format of a teaching
format what what happens when you go
into the fire all of it can you talk to
the fire chief who’s the person yeah
that that would be part of it but the
problem is is is it becomes like a human
resources problem a firefighter that say
gets caught with it you know in a DUI or
something like that they become a
liability to the department and so a lot
of the department’s their kind of
immediate response is to try to get rid
of them rather than helping you know
these the road people that save other
lives their responses to just get rid of
them rather than help them so I’m not
necessarily a welcome guest this could
also be preventative them to write it
helps prevent these bad things from
happening correct oh my gosh yeah that’s
my absolute passion and desires to stop
these firefighters from committing
suicide and so when you go fire chief
about this as a preventative measure
what’s the response it really comes down
to you know I gotta check with the city
attorney kind of response you know that
they you know it’s a whole cover your
butt kind of situation with a lot of
these and so they’re not I don’t you
know and that’s the problem that’s why I
thought if I could fund it through you
know Kickstarter type of project i could
just launched it independently and
perhaps market it to fire unions and
fire associations and avoid the fire
departments all together yeah i mean i
love the Kickstarter idea is great for
marketing is great for promotion but
it’s sent to your passing is it’s not
the fire cheese is that the union’s is
it politicians you know who is it that
we need to get to to get the fire
fireman on board with it so have you
tried talking through the city and we
try talking to the unions I mean that
I’m in that process now so I the the
thing is I haven’t I haven’t completed
the entire book in the
instructional series that goes along
with it that was the idea of the
Kickstarter was to fund the completion
of that so I could present an entire
project when I go in and I apologize for
being off-topic on the other I didn’t
mean to throw a topic I love it I see
them as two different things a
Kickstarter yes go for do it helps you
bring in some money to you know to fund
the rest of this project that’s awesome
you still need to get into the market
and start talking to these guys and get
their acceptance what might be an easy
thing to do is figure out so you don’t
have the whole core simply you know
that’s fine you don’t have to wait for
it to be completed to go start talking
to these guys let me give you a quick
example maybe this will help from an
investor in a salsa dancing company but
will teach people how to dance salsa and
salsa is extremely difficult and it
takes a lot of time to get there and
that is the beginning people get bored
and frustrated and freaked out and they
leave so we teach another dance that
star called merengue which is so much
easier to pick up and dance and learn
and that first class people are having
fun they love it they enjoy themselves
and then there keep going and learning
the rest of the dances so wondering for
you you know what is your merengue in
your business and what’s the one thing
you can do that goes in that people can
quickly understand and quickly you know
love it and see results even if it may
be superficial or you know not really
getting it the part of the problem but
right yeah because it’s it’s a really
gritty subject I guess you know that you
know it’s just there’s an aversion to
even acknowledging the problem exists so
all I do know what that well thing is
they make it easy for people to
understand what you do and the benefits
one chapter in your book or having you
come in for half a day workshop or you
know you’ve been available for phone
calls or whatever it is something simple
and easy that people can quickly see the
benefit of so it’s easy for them to then
push it upstream and say hey we need to
let’s program excellent thanks Evan I
appreciate the input no problem thanks
for calling in to meeeeee but and for
all you listening you’re trying to break
into a market where there’s resistance
the best thing to do then is find your
merengue find the one thing that makes
it easy for people to understand what
you do to gain some acceptance to get
them saying yes and seeing the benefits
you maybe even the fun so that then you
set them up to be ready for the bigger
project and of course you’re over
delivering all the way through I want to
get to the calls I have jeans on the
lines put your from and how can I help
hello it’s james and dominate my
business partner hi alright we yeah
great we’re at sea la for the love of
acting and we’re a start-up nonprofit
committed to helping the use of los
angeles studies have shown how vital
arts education is to developing mine so
in response to heavy pets that have been
made to arts budget so that past several
years we created SPLA to serve as a
supplemental arts programs to middle and
high school students teaching them about
Dramatic Arts specifically while also
taking into place lithium concert and
things like that for them to experience
different types of art forms for its
hands our overall goal with spla is for
students to build self-confidence public
speaking skills and overall academic
achievement while we also encourage them
to pursue post-secondary education our
first question for you Evan is so far as
a non-profit startup nonprofit we have
sent out sponsor swampers request
letters we have made it possible people
to donate on our website at fgh arts org
we have a fundraiser with our fiscal
sponsor coming up in a week and we’ve
also apply for grant so with that in
mind what are some ways are there any
other innovative ways that we can try to
generate revenue for essentially to
start a non-profit which you know from
what we’ve heard the first couple of
years can be difficult in terms of
fundraising and there’s so many cherries
out there and you guys great cause I
love what you’re doing thank you the
biggest thing is telling your story
right like when you’re doing this you’re
talking about you know students you pick
sarah who was when you but really want
clean partners any you know nobody in
her family encouraged her and she met
you and and you turned her life around
by taking her to
on her it is right like telling no
specific stories that’s what really gets
people and involved right so as you’re
coming on I want to feel emotionally
connected to everybody’s getting pitched
all the time with those charity offers
and so telling those personal stores
really posted the heartstrings and makes
you want to connect this right that
makes sense and especially being that we
we both were theatre making us from USC
so we nada tell stories so so going with
that’s great advice thank you welcome
back to the oven Carmichael show I
believe in entrepreneurs and this show
is all about making you a success today
we are talking about over delivering
like crazy being an invaluable resource
to your customers to your spots back to
your partner’s going way beyond what the
bare minimum is what they’re just asking
you for so that they love working for
you and can’t imagine working with
anybody else okay another quick story
this is about one of our former radio
show callers his name is Arturo he
called in a couple weeks ago and Arturo
what he does is translate so he
translates content from spanish to
english english to spanish and he had a
potential opportunity with a big company
and they wanted him to translate videos
so they said okay we’re going to try you
we’re going to do one video and see how
you do right they already have it
translated they knew there were mistakes
and a senatorial come in help us fix
this and this is your trial project and
he called in any size Evan you know I
want to do a great job I don’t want to
just do what they’re asking I’m looking
for ways that I can make this really
amazing so they want to bring me back
and hire me back and keep coming back
and so here’s what he did okay you
didn’t just translate the video properly
yes sir mistakes that’s what they asked
for right all they wanted him to do was
translate this video properly so he did
that he did it faster than the what they
wanted right so that’s that’s an easy
one he did it faster than note they
wanted to gave him maybe a week and he
didn’t in three days or five days or
whatever was but he did it before they
expected it he also gave the difference
in the meaning of the
change leash so when they had the video
originally translated there are some
words that were wrong he didn’t just say
here’s what’s wrong he explained what
that incorrect meaning meant right and
so for a company that has you know they
care about their image to care about
what they’re putting out there what kind
of content using the wrong words having
a translator incorrectly is a big deal
and so he explained what the difference
was but on top of that like even as just
a little bit beyond right and most
people can still do that but he still
wanted to go beyond you want to do more
so what he did was he looked at other
videos they had and he realized that
Haiti they were making translation
mistakes and other videos to any went
out and he fixed a couple other videos
and sent them the transcript and then
the last thing he did was he went to
their website and they looked at errors
are on their site it looked great in
Spanish but it didn’t look so great in
English they had some mistakes and so we
messaged them as well he did all of this
in less time than what they asked they
only asked her translation of one video
and he did that he explained the meaning
he looked at their website found air
it’s look at other videos and found
Aaron he did all of that and less time
than what they asked for that’s over
deliver like crazy now if they’re going
to think about whom should we give our
through the job or not what do you think
they’re going to say you want to make it
so easy for your customers to say yes
like it’s a no-brainer it’s stupid dumb
easy simple to work with you because
you’re providing so much value and
that’s why it’s so great to start off on
one project right somebody says we want
to hire you in a test project great
that’s what you want all you need is a
chance be an opportunity when I’m
selling into big companies i might be
selling fifty hundred thousand dollar
year contracts but when i start off I
just want one tiny little
five-hundred-dollar gig just try me out
because I’m going to blow you away I
don’t say that I don’t say I gotta blow
away because the whole point
for delivering right if I promise I’m
going to over-deliver then they’re
expecting me to but it’s easy for them
to say yes to a five-hundred-dollar deal
it’s a lot harder for them to say yes to
a fifty-thousand-dollar $100,000 deal
that’s what I’m really after but how I
get there is by taking that small deal
and in over delivering like crazy so if
you’re trying to beat out a competitor
right whatever product or service you
sell people are buying from your
competition right now there’s one thing
about your competition poly that some
customers they’re not so happy with
maybe their software doesn’t quite do
this feature maybe their service
offering doesn’t quite cover this area
you’re going to take that on you do that
it’s fine you know what keep working
with with my competitor that’s great no
problem keep working with them just give
me this one little project and then blow
them away do such a good job on that one
project that they’re going to say wow we
need to give them more work and you’re
going to slowly eat away at that budget
take more more and take it away from
your competition because you’re
providing such a great service to them
that’s what you need to do so take on
the small projects take it on gladly
willingly that’s what you want an easy
yes and then just over deliver like
crazy and blow them away here’s a
difference ok here’s what at the end of
the day it all comes down to it’s a
difference between being a service
provider and an essential partner you
don’t want to be a commodity and that’s
the problem with a lot of entrepreneurs
our products our services we’re
commodity we’re just a service provider
we’re just somebody that a company can
or person can can hire to come in or
they just buy one product off of us
which is a service provider if somebody
comes in and offers ten percent lower
price then your customers are going to
jump to them that’s what happens in a
commodity business we are just a boring
service provider the difference is when
you become an essential partner
now we’re talking this is where the
companies that you’re working with they
can’t imagine doing business without you
they didn’t know what they were doing
before they hired you you become so
important to them that they can’t
imagine their company function without
you that’s the love we need to get to
that’s how much you need to over-deliver
that’s how much you need to wow them
that’s how much you need to blow them
away that you become an essential
partner in their company and you can
charge more for that now if your price
is thirty percent higher than your
competition they’re still going to go to
you because you’re that important to
them they’ll gladly pay it so you need
to shift your mindset get away from
being that commodity provider from just
doing what you’re asked and i’m sure you
guys do a good job but what you’re asked
to do right you mow the lawns great you
go on your mother line you do what
you’re asked but that’s not enough in
business you need to go way above you
need to stand out you need to make me
feel important you need to show me that
you care so there’s two ways to do it
okay the first is given more the second
is surprise them so give a more given
more is thinking of what they already
asked from you and just doing it better
so if the delivery time is one week you
do it overnight if they ordered 12 give
them a baker’s dozen 13 did they pay
only for email support hey you know what
if they have a problem call them up or
visit them in person if there’s a
problem if they only asks are certain
number of features give them everything
that they hire you only for 20 hours
spend whatever time needs to be spent to
wow them so here we’re just giving them
more of what they asked for so think
about what your company can do every
step along the process what can you do
to give your clients more the second
strategy is surprise them
and surprising them is giving them
things that help their business or help
them out personally but they never asked
for it never even thought about it so
here’s a few examples okay give them
information that your company might
collect on trends commenting me
supporter on the Facebook page that they
have a Facebook page you know you have a
facebook page how hard is that to get
going and to get comments and get
engagement your customers have the same
problem so why don’t you get on there
how long does it take you to leave a few
comments on their Facebook page once a
week go in login check it out leave some
support of feedback do it on all their
social accounts try to refer new clients
to them it’s not always going to happen
but if you think of a client that would
work well with them pass it on give them
a testimonial or a case study that they
can use in our marketing if you have a
blog or you have a website or you have a
youtube channel interview them interview
them and give give them some exposure
say you want to write an article for
your website so you want to do an
interview with them send key contacts in
their company new articles on topics
that interest them personally one of my
best contacts of the company loves
camping and I love camping too and
anytime that I find a cool article about
new camping gear tents or barbecues
whatever it is something to take up I
send it off to her it’s a way to show
that i care about her personal and it
keeps our relationship solid see if you
can create partnerships between your
clients so if you know the 22 of your
customers could work well together
because every customer comes in you’re
talking to them you’re learning about
them you’re taking a personal interest
in them not just their business so you
can connect together and help them solve
a problem that has nothing to do with
you
Jimmy power welcome back to the Evans
Carmichael show I believe in
entrepreneurs and this show is all about
helping you be more of a success any
more clients reaching their goals today
we’re talking on over delivering like
crazy and again to recap you need to
think about being an essential partner
for your clients not just a service
provider not somebody who can be
replaced you know somebody cuts their
price by ten percent they’re going to
drop ship and go to your competition and
I want to share some strategies of how
I’ve gone and done it and how I overdo
it like crazy to my clients okay so I
talked about given information so as an
example I work with a lot of
entrepreneurs I have a popular website I
have the radio show got a YouTube
channel social media tons of stuff that
I do to help entrepreneurs I collect
data every month I collect data on
what’s going on in the world of
entrepreneurship are people happy or
people not so happy what are their major
problems is startup or marketing or
financing whatever it is and I use that
data for my content for what I’m going
to talk about its radio show for what
I’m going to do on my youtube channel
for what new articles i’m going to write
and what i do is my clients are
typically big companies they companies
want to reach out and help entrepreneurs
whether their banks or software
companies or telecommunications
companies and so what I do is once a
month collect all the data that we use
so I’m going to use for myself anyway
and sit down with them and share that
data because they don’t have access to
that data only I do and we use it for
internal purposes but I also share it
with them so there’s a couple things one
it gives me face time right the more
you’re in front of your customers in
your prospects and delivering value the
more they’re going to like you know more
opportunities are going to be coming up
because you’re chatting and they’re
going to think of ways to work together
so just having that face time it’s great
to is giving them crazy value I’m
planning my campaigns around this data
and now I’m giving them really helpful
in for
that their competition doesn’t have that
they can create their campaigns around
as well I’ll do a lot of experimentation
with my social media channels right with
what I post on Facebook and what I
closed on YouTube and how I’m using tags
and thumbnails and all the different
strategies that I’m using to try to get
maximum exposure all of my customers are
trying to do the same thing to to try to
expand their reach they have Facebook
pages and Twitter channels and all of
this stuff and so i’ll share with them
here’s the experiment that i tried over
the past month and it’s helped you know
increase it by fifty percent or whatever
the number is i’ll share that with them
or give them the strategies that are
working for me and so this isn’t
something they hired me to do they hire
me to come in and do a twitter chat or
to do one video for them or to write a
blog post this is all way over above and
beyond but it keeps the relationship
solid i like to follow all my clients on
twitter and on facebook and get
personally involved what I’ve done is
for twitter i use a HootSuite program so
don’t go to twitter.com and use
HootSuite to manage everything and it’s
created a separate list just for clients
and every day when I’m having my lentils
for breakfast I load up my list and I
look at all my comments if we’re running
to me and I respond to them and I also
look at what my clients have posted and
I try to respond I try to either
encourage them say great post or I’ll
share my thoughts on something or if
they’re running some kind of contest
I’ll try to get involved somehow maybe
I’ll retweet something if they’re asking
for submissions I might submit something
it’s helping them out
mine is in this this is how you’re going
to stand out and be different your
supporter of their business you’re not
just somebody who is providing them a
service this is what makes the
difference when they see your name
everybody should be happy and smiling is
that happening right now which they have
no idea who you are except the person
blocks from you you want to make
yourself irreplaceable I have a block I
have a radio show I have YouTube channel
that goes out and what I try to do is
involve my clients and even if you have
an audience so I have a sizable audience
but even if you’re just getting started
even if you just have a website and
you’re trying to launch a blog is going
to be your very first post or you’re
trying to launch a Facebook page make
them your first post do an interview
with them show their story this works
really well when you’re selling to
customers when you sell into business
customers because they want exposure but
it can also work if you saw into the
consumer market if you sell into
consumers they may not want personal
exposure but they have something that’s
close to their heart maybe they’re
evolved with a certain charity maybe
they’re involved in some kind of
community work I like that showcase it
shows that you care you know if you know
that one of your customers is running in
a 5k race to charity give them fifty
bucks to support them or 25 bucks or ten
bucks whatever it is give them something
show your support cuz I can guarantee
you none of their other service
providers many of the people they buy
from are doing that that’s how you stand
up that’s how you get noticed that’s how
you make a difference so I asked to do
an interview with them say hey I’m
launching a block and I’d love to help
share your story and why your company is
great or this cause that you’re working
on we talked about sending articles
right my friend at the company now and I
can call them friends is in the camping
articles related to camping and creating
partnerships right you should try to
find out personal details about
everybody who comes into your company
every client you want to know something
personal about them not just what
business need do you have but something
person about them do they like baseball
are they into sushi something get some
personal information about them care
about them this is just a marketing
technique oh you should actually care
about your customers and when you do
that you’ll find ways to connect people
you’ll find commonalities between your
customers that you know that Joe can
help Susan and they don’t know each
other until you introduce them and those
guys are always going to remember you
you’re the person who made that
connection happen thank you so much as
something again that your competition is
not doing so to recap I want you guys to
over-deliver like crazy I want you to
think about ways you can blow your
customers away give them more of what
they want surprise them and give them
stuff that they never asked for but are
so thankful and grateful that you gave
them and think about moving away from
just being a service provider to
becoming an essential business partner
another great show thank you everybody
for calling in thank you to my producers
Daniela and Josh you guys are awesome as
usual I will be on in two more weeks
until then stay safe and believe
show– i believe in entrepreneurs and
today’s show is all about over
delivering like crazy to your customers
and i want to check with stores a guy
who offered to work for me named jill
mark and i put out a request that I
needed a marketing assistant to help me
with my business and I have a unusual
hiring process but I’d ended up hiring
10 people because I like giving people a
shot I give people a shot and see how
they do because i find performance is
way better than then just hiring off of
a resume so i hired these kind people
and i give them five hours to do a job
maximum and what I love doing is seen
you look at it and you see how
successful they are doing do they look
you for the full five hours are they
doing the job on time the good
communication skill and this one guy
jomar and I almost didn’t hire him on
but I did and he ended up being the best
guy what he did was he told me you know
he did it in less than five hours
attachment maybe three hours and he
looked them as everybody else’s work
because it was all shared and started
correcting the mistake clean where they
were making errors and so when I came
down to who am I gonna hire I went with
jomar because the guy was over
delivering my crazy right he didn’t just
do what I asked him to do he did it in a
faster time and then he went above and
beyond by fixing the errors and so it
was easy for me to give him the full
time jobs this is what you want to do
you’ve got to go beyond what they’re
just asking you to do doing the bare
basics is not enough you need to go way
above and beyond to wow them and get
them to say yes okay I want to get to
the calls i have tims on the lines how
can I help good morning Evan all I have
a guest kind of a twist on it I can over
deliver my product but its penetration
of the market and it’s a really vital
service and that’s my dilemma and i was
looking at possibly funding through
kickstarter okay what’s your company
here’s the deal I’m a retired
firefighter paramedic and I’m also
recovering alcohol that attempted
suicide well as a firefighter the
problem is skyrocketing and firefighters
in America that they are killing
themselves committing suicide and I know
how
for the correct treatment to
firefighters to to get them to help and
get them resources that they need but
it’s a it’s a cultural thing
firefighters you know it’s a manly sport
in there and they just won’t seek the
help so my dilemma is penetrating fire
departments and I know it’s off topic
and I apologize for that but I was
thinking to go into Kickstarter to fund
a book that I’ve written about it and
then get it into a format of a teaching
format what what happens when you go
into the fire all of it can you talk to
the fire chief who’s the person yeah
that that would be part of it but the
problem is is is it becomes like a human
resources problem a firefighter that say
gets caught with it you know in a DUI or
something like that they become a
liability to the department and so a lot
of the department’s their kind of
immediate response is to try to get rid
of them rather than helping you know
these the road people that save other
lives their responses to just get rid of
them rather than help them so I’m not
necessarily a welcome guest this could
also be preventative them to write it
helps prevent these bad things from
happening correct oh my gosh yeah that’s
my absolute passion and desires to stop
these firefighters from committing
suicide and so when you go fire chief
about this as a preventative measure
what’s the response it really comes down
to you know I gotta check with the city
attorney kind of response you know that
they you know it’s a whole cover your
butt kind of situation with a lot of
these and so they’re not I don’t you
know and that’s the problem that’s why I
thought if I could fund it through you
know Kickstarter type of project i could
just launched it independently and
perhaps market it to fire unions and
fire associations and avoid the fire
departments all together yeah i mean i
love the Kickstarter idea is great for
marketing is great for promotion but
it’s sent to your passing is it’s not
the fire cheese is that the union’s is
it politicians you know who is it that
we need to get to to get the fire
fireman on board with it so have you
tried talking through the city and we
try talking to the unions I mean that
I’m in that process now so I the the
thing is I haven’t I haven’t completed
the entire book in the
instructional series that goes along
with it that was the idea of the
Kickstarter was to fund the completion
of that so I could present an entire
project when I go in and I apologize for
being off-topic on the other I didn’t
mean to throw a topic I love it I see
them as two different things a
Kickstarter yes go for do it helps you
bring in some money to you know to fund
the rest of this project that’s awesome
you still need to get into the market
and start talking to these guys and get
their acceptance what might be an easy
thing to do is figure out so you don’t
have the whole core simply you know
that’s fine you don’t have to wait for
it to be completed to go start talking
to these guys let me give you a quick
example maybe this will help from an
investor in a salsa dancing company but
will teach people how to dance salsa and
salsa is extremely difficult and it
takes a lot of time to get there and
that is the beginning people get bored
and frustrated and freaked out and they
leave so we teach another dance that
star called merengue which is so much
easier to pick up and dance and learn
and that first class people are having
fun they love it they enjoy themselves
and then there keep going and learning
the rest of the dances so wondering for
you you know what is your merengue in
your business and what’s the one thing
you can do that goes in that people can
quickly understand and quickly you know
love it and see results even if it may
be superficial or you know not really
getting it the part of the problem but
right yeah because it’s it’s a really
gritty subject I guess you know that you
know it’s just there’s an aversion to
even acknowledging the problem exists so
all I do know what that well thing is
they make it easy for people to
understand what you do and the benefits
one chapter in your book or having you
come in for half a day workshop or you
know you’ve been available for phone
calls or whatever it is something simple
and easy that people can quickly see the
benefit of so it’s easy for them to then
push it upstream and say hey we need to
let’s program excellent thanks Evan I
appreciate the input no problem thanks
for calling in to meeeeee but and for
all you listening you’re trying to break
into a market where there’s resistance
the best thing to do then is find your
merengue find the one thing that makes
it easy for people to understand what
you do to gain some acceptance to get
them saying yes and seeing the benefits
you maybe even the fun so that then you
set them up to be ready for the bigger
project and of course you’re over
delivering all the way through I want to
get to the calls I have jeans on the
lines put your from and how can I help
hello it’s james and dominate my
business partner hi alright we yeah
great we’re at sea la for the love of
acting and we’re a start-up nonprofit
committed to helping the use of los
angeles studies have shown how vital
arts education is to developing mine so
in response to heavy pets that have been
made to arts budget so that past several
years we created SPLA to serve as a
supplemental arts programs to middle and
high school students teaching them about
Dramatic Arts specifically while also
taking into place lithium concert and
things like that for them to experience
different types of art forms for its
hands our overall goal with spla is for
students to build self-confidence public
speaking skills and overall academic
achievement while we also encourage them
to pursue post-secondary education our
first question for you Evan is so far as
a non-profit startup nonprofit we have
sent out sponsor swampers request
letters we have made it possible people
to donate on our website at fgh arts org
we have a fundraiser with our fiscal
sponsor coming up in a week and we’ve
also apply for grant so with that in
mind what are some ways are there any
other innovative ways that we can try to
generate revenue for essentially to
start a non-profit which you know from
what we’ve heard the first couple of
years can be difficult in terms of
fundraising and there’s so many cherries
out there and you guys great cause I
love what you’re doing thank you the
biggest thing is telling your story
right like when you’re doing this you’re
talking about you know students you pick
sarah who was when you but really want
clean partners any you know nobody in
her family encouraged her and she met
you and and you turned her life around
by taking her to
on her it is right like telling no
specific stories that’s what really gets
people and involved right so as you’re
coming on I want to feel emotionally
connected to everybody’s getting pitched
all the time with those charity offers
and so telling those personal stores
really posted the heartstrings and makes
you want to connect this right that
makes sense and especially being that we
we both were theatre making us from USC
so we nada tell stories so so going with
that’s great advice thank you welcome
back to the oven Carmichael show I
believe in entrepreneurs and this show
is all about making you a success today
we are talking about over delivering
like crazy being an invaluable resource
to your customers to your spots back to
your partner’s going way beyond what the
bare minimum is what they’re just asking
you for so that they love working for
you and can’t imagine working with
anybody else okay another quick story
this is about one of our former radio
show callers his name is Arturo he
called in a couple weeks ago and Arturo
what he does is translate so he
translates content from spanish to
english english to spanish and he had a
potential opportunity with a big company
and they wanted him to translate videos
so they said okay we’re going to try you
we’re going to do one video and see how
you do right they already have it
translated they knew there were mistakes
and a senatorial come in help us fix
this and this is your trial project and
he called in any size Evan you know I
want to do a great job I don’t want to
just do what they’re asking I’m looking
for ways that I can make this really
amazing so they want to bring me back
and hire me back and keep coming back
and so here’s what he did okay you
didn’t just translate the video properly
yes sir mistakes that’s what they asked
for right all they wanted him to do was
translate this video properly so he did
that he did it faster than the what they
wanted right so that’s that’s an easy
one he did it faster than note they
wanted to gave him maybe a week and he
didn’t in three days or five days or
whatever was but he did it before they
expected it he also gave the difference
in the meaning of the
change leash so when they had the video
originally translated there are some
words that were wrong he didn’t just say
here’s what’s wrong he explained what
that incorrect meaning meant right and
so for a company that has you know they
care about their image to care about
what they’re putting out there what kind
of content using the wrong words having
a translator incorrectly is a big deal
and so he explained what the difference
was but on top of that like even as just
a little bit beyond right and most
people can still do that but he still
wanted to go beyond you want to do more
so what he did was he looked at other
videos they had and he realized that
Haiti they were making translation
mistakes and other videos to any went
out and he fixed a couple other videos
and sent them the transcript and then
the last thing he did was he went to
their website and they looked at errors
are on their site it looked great in
Spanish but it didn’t look so great in
English they had some mistakes and so we
messaged them as well he did all of this
in less time than what they asked they
only asked her translation of one video
and he did that he explained the meaning
he looked at their website found air
it’s look at other videos and found
Aaron he did all of that and less time
than what they asked for that’s over
deliver like crazy now if they’re going
to think about whom should we give our
through the job or not what do you think
they’re going to say you want to make it
so easy for your customers to say yes
like it’s a no-brainer it’s stupid dumb
easy simple to work with you because
you’re providing so much value and
that’s why it’s so great to start off on
one project right somebody says we want
to hire you in a test project great
that’s what you want all you need is a
chance be an opportunity when I’m
selling into big companies i might be
selling fifty hundred thousand dollar
year contracts but when i start off I
just want one tiny little
five-hundred-dollar gig just try me out
because I’m going to blow you away I
don’t say that I don’t say I gotta blow
away because the whole point
for delivering right if I promise I’m
going to over-deliver then they’re
expecting me to but it’s easy for them
to say yes to a five-hundred-dollar deal
it’s a lot harder for them to say yes to
a fifty-thousand-dollar $100,000 deal
that’s what I’m really after but how I
get there is by taking that small deal
and in over delivering like crazy so if
you’re trying to beat out a competitor
right whatever product or service you
sell people are buying from your
competition right now there’s one thing
about your competition poly that some
customers they’re not so happy with
maybe their software doesn’t quite do
this feature maybe their service
offering doesn’t quite cover this area
you’re going to take that on you do that
it’s fine you know what keep working
with with my competitor that’s great no
problem keep working with them just give
me this one little project and then blow
them away do such a good job on that one
project that they’re going to say wow we
need to give them more work and you’re
going to slowly eat away at that budget
take more more and take it away from
your competition because you’re
providing such a great service to them
that’s what you need to do so take on
the small projects take it on gladly
willingly that’s what you want an easy
yes and then just over deliver like
crazy and blow them away here’s a
difference ok here’s what at the end of
the day it all comes down to it’s a
difference between being a service
provider and an essential partner you
don’t want to be a commodity and that’s
the problem with a lot of entrepreneurs
our products our services we’re
commodity we’re just a service provider
we’re just somebody that a company can
or person can can hire to come in or
they just buy one product off of us
which is a service provider if somebody
comes in and offers ten percent lower
price then your customers are going to
jump to them that’s what happens in a
commodity business we are just a boring
service provider the difference is when
you become an essential partner
now we’re talking this is where the
companies that you’re working with they
can’t imagine doing business without you
they didn’t know what they were doing
before they hired you you become so
important to them that they can’t
imagine their company function without
you that’s the love we need to get to
that’s how much you need to over-deliver
that’s how much you need to wow them
that’s how much you need to blow them
away that you become an essential
partner in their company and you can
charge more for that now if your price
is thirty percent higher than your
competition they’re still going to go to
you because you’re that important to
them they’ll gladly pay it so you need
to shift your mindset get away from
being that commodity provider from just
doing what you’re asked and i’m sure you
guys do a good job but what you’re asked
to do right you mow the lawns great you
go on your mother line you do what
you’re asked but that’s not enough in
business you need to go way above you
need to stand out you need to make me
feel important you need to show me that
you care so there’s two ways to do it
okay the first is given more the second
is surprise them so give a more given
more is thinking of what they already
asked from you and just doing it better
so if the delivery time is one week you
do it overnight if they ordered 12 give
them a baker’s dozen 13 did they pay
only for email support hey you know what
if they have a problem call them up or
visit them in person if there’s a
problem if they only asks are certain
number of features give them everything
that they hire you only for 20 hours
spend whatever time needs to be spent to
wow them so here we’re just giving them
more of what they asked for so think
about what your company can do every
step along the process what can you do
to give your clients more the second
strategy is surprise them
and surprising them is giving them
things that help their business or help
them out personally but they never asked
for it never even thought about it so
here’s a few examples okay give them
information that your company might
collect on trends commenting me
supporter on the Facebook page that they
have a Facebook page you know you have a
facebook page how hard is that to get
going and to get comments and get
engagement your customers have the same
problem so why don’t you get on there
how long does it take you to leave a few
comments on their Facebook page once a
week go in login check it out leave some
support of feedback do it on all their
social accounts try to refer new clients
to them it’s not always going to happen
but if you think of a client that would
work well with them pass it on give them
a testimonial or a case study that they
can use in our marketing if you have a
blog or you have a website or you have a
youtube channel interview them interview
them and give give them some exposure
say you want to write an article for
your website so you want to do an
interview with them send key contacts in
their company new articles on topics
that interest them personally one of my
best contacts of the company loves
camping and I love camping too and
anytime that I find a cool article about
new camping gear tents or barbecues
whatever it is something to take up I
send it off to her it’s a way to show
that i care about her personal and it
keeps our relationship solid see if you
can create partnerships between your
clients so if you know the 22 of your
customers could work well together
because every customer comes in you’re
talking to them you’re learning about
them you’re taking a personal interest
in them not just their business so you
can connect together and help them solve
a problem that has nothing to do with
you
Jimmy power welcome back to the Evans
Carmichael show I believe in
entrepreneurs and this show is all about
helping you be more of a success any
more clients reaching their goals today
we’re talking on over delivering like
crazy and again to recap you need to
think about being an essential partner
for your clients not just a service
provider not somebody who can be
replaced you know somebody cuts their
price by ten percent they’re going to
drop ship and go to your competition and
I want to share some strategies of how
I’ve gone and done it and how I overdo
it like crazy to my clients okay so I
talked about given information so as an
example I work with a lot of
entrepreneurs I have a popular website I
have the radio show got a YouTube
channel social media tons of stuff that
I do to help entrepreneurs I collect
data every month I collect data on
what’s going on in the world of
entrepreneurship are people happy or
people not so happy what are their major
problems is startup or marketing or
financing whatever it is and I use that
data for my content for what I’m going
to talk about its radio show for what
I’m going to do on my youtube channel
for what new articles i’m going to write
and what i do is my clients are
typically big companies they companies
want to reach out and help entrepreneurs
whether their banks or software
companies or telecommunications
companies and so what I do is once a
month collect all the data that we use
so I’m going to use for myself anyway
and sit down with them and share that
data because they don’t have access to
that data only I do and we use it for
internal purposes but I also share it
with them so there’s a couple things one
it gives me face time right the more
you’re in front of your customers in
your prospects and delivering value the
more they’re going to like you know more
opportunities are going to be coming up
because you’re chatting and they’re
going to think of ways to work together
so just having that face time it’s great
to is giving them crazy value I’m
planning my campaigns around this data
and now I’m giving them really helpful
in for
that their competition doesn’t have that
they can create their campaigns around
as well I’ll do a lot of experimentation
with my social media channels right with
what I post on Facebook and what I
closed on YouTube and how I’m using tags
and thumbnails and all the different
strategies that I’m using to try to get
maximum exposure all of my customers are
trying to do the same thing to to try to
expand their reach they have Facebook
pages and Twitter channels and all of
this stuff and so i’ll share with them
here’s the experiment that i tried over
the past month and it’s helped you know
increase it by fifty percent or whatever
the number is i’ll share that with them
or give them the strategies that are
working for me and so this isn’t
something they hired me to do they hire
me to come in and do a twitter chat or
to do one video for them or to write a
blog post this is all way over above and
beyond but it keeps the relationship
solid i like to follow all my clients on
twitter and on facebook and get
personally involved what I’ve done is
for twitter i use a HootSuite program so
don’t go to twitter.com and use
HootSuite to manage everything and it’s
created a separate list just for clients
and every day when I’m having my lentils
for breakfast I load up my list and I
look at all my comments if we’re running
to me and I respond to them and I also
look at what my clients have posted and
I try to respond I try to either
encourage them say great post or I’ll
share my thoughts on something or if
they’re running some kind of contest
I’ll try to get involved somehow maybe
I’ll retweet something if they’re asking
for submissions I might submit something
it’s helping them out
mine is in this this is how you’re going
to stand out and be different your
supporter of their business you’re not
just somebody who is providing them a
service this is what makes the
difference when they see your name
everybody should be happy and smiling is
that happening right now which they have
no idea who you are except the person
blocks from you you want to make
yourself irreplaceable I have a block I
have a radio show I have YouTube channel
that goes out and what I try to do is
involve my clients and even if you have
an audience so I have a sizable audience
but even if you’re just getting started
even if you just have a website and
you’re trying to launch a blog is going
to be your very first post or you’re
trying to launch a Facebook page make
them your first post do an interview
with them show their story this works
really well when you’re selling to
customers when you sell into business
customers because they want exposure but
it can also work if you saw into the
consumer market if you sell into
consumers they may not want personal
exposure but they have something that’s
close to their heart maybe they’re
evolved with a certain charity maybe
they’re involved in some kind of
community work I like that showcase it
shows that you care you know if you know
that one of your customers is running in
a 5k race to charity give them fifty
bucks to support them or 25 bucks or ten
bucks whatever it is give them something
show your support cuz I can guarantee
you none of their other service
providers many of the people they buy
from are doing that that’s how you stand
up that’s how you get noticed that’s how
you make a difference so I asked to do
an interview with them say hey I’m
launching a block and I’d love to help
share your story and why your company is
great or this cause that you’re working
on we talked about sending articles
right my friend at the company now and I
can call them friends is in the camping
articles related to camping and creating
partnerships right you should try to
find out personal details about
everybody who comes into your company
every client you want to know something
personal about them not just what
business need do you have but something
person about them do they like baseball
are they into sushi something get some
personal information about them care
about them this is just a marketing
technique oh you should actually care
about your customers and when you do
that you’ll find ways to connect people
you’ll find commonalities between your
customers that you know that Joe can
help Susan and they don’t know each
other until you introduce them and those
guys are always going to remember you
you’re the person who made that
connection happen thank you so much as
something again that your competition is
not doing so to recap I want you guys to
over-deliver like crazy I want you to
think about ways you can blow your
customers away give them more of what
they want surprise them and give them
stuff that they never asked for but are
so thankful and grateful that you gave
them and think about moving away from
just being a service provider to
becoming an essential business partner
another great show thank you everybody
for calling in thank you to my producers
Daniela and Josh you guys are awesome as
usual I will be on in two more weeks
until then stay safe and believe
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