From telephone sales and coaching training – to being on TV and selling to over 15,000 buying customers a week, Tom is one of the most experienced direct response and revenue optimization experts on the planet.
“As the founder of “FOUND REVENUE” and the CEO of C5 Consulting, based in Salt Lake City USA, Tom’s been running the back end for the best in business, including working extensively with the big direct response company PMI.”
In this episode, Tom explains his story and the lessons he has learned from an extensive career in all things sales and direct response marketing.
Here’s what you’ll learn:
- How Tom grew a business up to $150 million with over 600 staff?
- What to look for when recruiting a sales person… Tom’s got some great insights.
- What do you do when you’ve done everything you wanted to? If you’ve lost your why, what will keep you motivated?
- What “else” are your customers buying? How can you provide it and profit.
- A lot of money is being left on the table…. People don’t know what they don’t know.
- What impact has your family had on your business and life balance?
00:36 Nick introduces Tom Collins.
02:51 Learn Tom’s story. From blue collar background, to college and recognising sales as the bridge to escape the Blue Collar life ahead.
3:46 How ads in a newspaper gathered huge success… Back when a $150 ad for a job in sales would bring in 100 + keen people every week.
4:43 Selling seminars / infomercials for the gurus. Learning how to sell and coach.
5:06 The power of direct response advertising. Been hooked for 25 years now!
5:39 Sales is viewed as “not cool”. Is that right? Nick explains
6:33 Sales was an escape… over time it has changed into a birthday party. Now nearly as good as being a pro ball player.
7:15 How did Tom grow a business up to $150 million turnover with 600+ staff?
9:57 “We failed at everything”… when a $200 000 spend got no response.
10:30 “How partnerships helped us grow” – as the momentum kicks in.
11:19 What to look for when recruiting a sales person… Tom’s got some great insights that he swears by.
12:44 Hay makers and hay balers…. You need both kinds of salespeople in your team.
13:22 What failures has Tom had? What did he learn from them?
13:41 How to overcome major setbacks… Going from “we are done” to leaps and bounds! What we did as we struggled to pay bills for 51 out of 52 weeks.
16:07 When you can’t pay the bills, what attitude helps you to prevail?
16:55 What do you do when you’ve done everything you wanted to? When you’ve lost your why, what will keep you motivated?
19:30 Money follows the happiness – Key lesson learned!
20:00 If your “why” is the money – get ready for a crazy ride of ups and downs.
21:13 So just how successful can telesales be? It has a bad reputation – should it?
23:08 Hear a success story about closing prospects successfully with a little friendly follow up.
27:06 What niches work well with “cold calls”?
28:13 Learn how a carpet cleaner utilises the data available and a call centre to achieve great success.
32:15 What is Tom’s business “Found Revenue” all about?
32:47 Sales and marketing makes it easier to keep score!
32:57 Think – what “else” are your customers buying? How can you provide it and profit?
36:43 A lot of money is being left on the table…. People don’t know what they don’t know.
37:54 What impact has your family had on your business and life balance?
40:48 What’s downtime like for Tom? How do you recharge?
43:23 What to chat further – Tom’s available to answer questions happy to get back to you. Just check the “Found Revenue” NEED THE LINK – for some Checklists and Blueprints – on Lost Revenue… just search – Nick Psaila & Tom Collins on Facebook and LinkedIn.
LINKS: 42:07 “Mount Olympus” – A photo of the view from Tom’s front door
NEED THE LINK from Nick given by Tom (mentioned in show)