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The Top 3 Things I Learned from Shark Tank's Robert Herjavec

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The Top 3 Things I Learned from Shark Tank's Robert Herjavec What’s New Happy NEW Year 2020 Can you believe it’s 2020? This is the year that’s has been por- trayed many movies as the year we will have flying cars. Unfortunately all we have is Cyber Truck. Did you get that? Here at smarthost, we are ex- cited and growing our part of The Top 3 Things I Learned From the great American Dream and we invite you and all our Shark Tank’s Robert Herjavec customers to join us on this For Growing A Business From Scratch journey. I will you your best year ever!!!! To Multimillion-Dollars Robert Herjavec was born poor in security firm Herjavec Group, and -Femi Dada former Yugoslavia in the midst of a turning them into multimillion-dollar widespread communist reform that left successes. Watching him from the little room for dissidents. He might audience at a recent conference event, I have stayed there forever except for the was struck not only by his eagerness to January 2020 fact that his father was one of these share all he’s learned in the industry, dissidents – and a vocal one at that. So but by his humility. I suppose when This monthly much so, in fact, that he was thrown you’re the living embodiment of a rags- publication into jail 22 times for speaking out to-riches story, you gain an against the government. After the final appreciation for exactly what it takes to provided time, Herjavec’s father gathered his realize your vision for a successful courtesy of Femi things, his children and his wife and business. Dada, President crossed the border into Italy. From of SHD there, he got on a boat and, like millions Herjavec had a lot to say during his Technologies . of immigrants just like him, made his talk, but there were three points in way across the Atlantic Ocean to particular that stood out for me. Our Mission: Align with the businesses Canada. we serve to deliver the fastest, most 1. IT ALL COMES DOWN TO SALES. reliable, most responsive client–focused But that’s not what Robert Herjavec, The one thing that Herjavec really technology services and solutions using one of the famous investors on ABC’s wanted to hammer home with each and qualified and competent professionals to Shark Tank, is known for. He’s more every one of us is the importance of deliver measurable results that add known for building companies out of sales. “Nothing happens until you sell value and help our customers reach their nothing, including the massive IT something,” he told us. “What’s the full potentials. Continued on pg.2 Get More Free Tips, Tools and Services At Our Website: www.Smarthostdesign.com (301) 576-1122 Tech Chronicle January 2020 Continued from pg.1 difference between really big companies that grow and really small companies that stay the same size? Sales.” Over the years, Herjavec has bought and sold 13 companies, and he’s learned the best approach to suss out whether a potential buy is worth it or not. One of the questions he always asks is, “How do you guys get customers? How do you guys find new business? And if the answer is anything along the lines of ‘word of mouth,’ I know these guys aren’t going anywhere.” The fact is that word of mouth is hard to control and almost impossible to scale. To truly drive the growth of your company, he says, you can’t think of sales as “a foreign object that controls what you do.” You have to see it for what it is – “an extension of what you do.” worried about overloading themselves. “We’re struggling to serve the customers we have already,” 2. NO, REALLY – IT ALL COMES DOWN TO SALES they say. “What happens if we really do bring in a EVERY DAY. bunch of new ones?” “Nobody in this room makes money for shuffling paper,” This line of thinking will get you nowhere. “It’s a Herjavec said. “If one of your top three tasks every day common fallacy,” Herjavec said. “Engineers want to isn’t ‘Sell something,’ you’re going to fail.” The only way make it perfect before they sell it. True entrepreneurs to create “constant forward momentum” is by bringing in jump out of the airplane and have the confidence that new revenue, and the only way to do that is to sell. they’ll figure out the parachute on the way to the 3. YOU CAN’T BE AFRAID TO SELL. bottom.” We all know that people in any industry are always The key is to find your niche. Sales takes a long time to learn – years and years of trial and error. But if you can “figure out who you’re selling to,” as he put it, “To truly drive the growth of your you’re already far ahead of your competition. Find the company, he says, you can’t think factor that differentiates you from the sea of similar companies, leverage your strengths and sell until you of sales as ‘a foreign object that drop. That’s the path to success and, as hard as it is, there isn’t any other. Go on Shark Tank sometime and controls what you do.’” Robert Herjavec will be the first to tell you. Free Report: What Every Small-Business Owner Must Know About Protecting And Preserving Their Company’s Critical Data And Computer Systems This report will outline in plain, nontechnical English common mistakes that many small-business owners make with their computer networks that cost them thousands in lost sales, productivity and computer repair bills, and will provide an easy, proven way to reduce or completely eliminate the financial expense and frustration caused by these oversights. Download your FREE copy today at www.smarthostdesign.com/netprotect or call our office at (301) 576-1122 . Get More Free Tips, Tools and Services At Our Website: www.Smarthostdesign.com (301) 576-1122 Tech Chronicle January 2020 Client Spotlight The Most Effective “Fast QuickBook Support keeps our Closing Technique payroll system up and running.” Smarthost Design Technologies has continued to help us meet our deadline. They have us automate our processes design electronic form into SharePoint to make my job easier. They provide faster Of all the things I’ve done during my didn’t expect you to pick a number so high! help that I could get entrepreneurial career, selling has been the one From our discussion and your body from QuickBooks online. I will constant. Ever since my first job out of college, I language, I actually thought you were much say if you are really looking for had to sell to make a salary. When starting my lower. Why did you pick a number that first business, I had to sell to survive. Even the high?” a dedicated professional first book I wrote would have been nothing company to support your without a huge selling effort. As a result, I’ve When I suggest a number lower than what operation for a competitive become a lifelong fan and student of great they say, people naturally resist my remark selling techniques. and want to go higher. Now they argue support plan Smarthost design is about why the number they picked – say the company to go with! My favorite technique used to be the 1-to-10 five – is not that high, and maybe even Monica Lewis close. You know, where you ask your customer, change their number to a six or a seven. But Operations Manager “On a scale from 1 to 10, where do you stand on no matter what, they’re arguing in their proceeding with us?” And then when they own head over why they should go with APMI Group Inc. answer, you ask what you can do to make it a you. 10. The strategy even worked occasionally, despite the fact that it was exactly what I should Tom Sawyer knew this technique. When he “Fast, reliable and not have been doing. acted up and was forced to paint a fence as very responsive!” punishment, his buddies started teasing and People resist suggestions. If you’re a smoker ridiculing him. But he just kept painting and I operate a high and I say, “You need to stop smoking – it’s bad said, “Not just anyone can paint a fence.” By end and leading for you,” you’ll roll your eyes and say, “Yeah, I the time he convinced them that they restaurant in Georgetown. Femi know.” Then you’ll light up a smoke and blow weren’t capable of painting a fence, they it in my face. We automatically do the opposite began begging him to let them have a try. and his team are by far the most of what people suggest. Only then did he let them, while he relaxed reliable technology support in the shade. Later in my career, I stumbled across another 1- company helping us maintain our to-10 technique, which is still the most effective It’s a simple strategy, but it works. You can leadership in the food, hospitality closing method I’ve ever experienced. When persuade your customers all day to work and services industry. I highly asking people where they stand on the scale, no with you and they won’t bite — but get matter what they say, I say something like, “I them to convince themselves, and you’re in recommend Smarthost Design business. Technologies to anyone who is MIKE MICHALOWICZ (pronounced mi-KAL-o-wits) started his first business at the age of looking for a reliable fast and 24, moving his young family to the only safe place he could afford – a retirement building.
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