401. Shut Up and Get Rich: The Art of Focus Selling with Rory J. Clark

Grow Your Video Business

In this episode, Ryan and Rory Clark discuss the importance of customer intimacy in sales and marketing. They emphasize the need to genuinely connect with customers, ask the right questions, and listen actively. Rory shares his expertise in customer development and highlights the three key phases: customer attraction, customer creation, and customer satisfaction. He also explains the power of video in creating a high-touch customer experience. The conversation provides valuable insights for entrepreneurs and creatives looking to improve their sales strategies.

Key Takeaways

• Customer intimacy is a powerful strategy that beats AI and technology-driven approaches.
• To connect with customers, genuinely listen to them and ask the right questions.
• The three key phases of customer development are customer attraction, customer creation, and customer satisfaction.
• Video is a highly effective tool for creating a high-touch customer experience.
• Focus on customer intimacy and provide a personalized and exceptional customer experience.

About Rory J. Clark

Rory J. Clark is the creator and innovator of FOCUS SELLING®, a breakthrough performance system which has helped countless executives around the world to exceed performance expectations. He inspires excellence in leadership, teamwork, and performance through the renovation of individual mindsets.

For more than four decades, executives in over two hundred organizations, on six continents, and in over thirty countries, have learned from Rory. In addition, they have taught Rory how to turn FOCUS SELLING® into a competitive weapon.

Rory’s experience includes leadership positions in marketing, sales, recruiting, and training in organizations such as CBS and ABC Radio, Wilson Learning Corporation, and the Dale Carnegie Institute. He is an expert in selling, in instruction, and in curriculum design.

In This Episode

• [00:00] Welcome to the show!
• [03:50] Meet Rory Clark
• [05:28] Building a StoryBrand
• [09:28] A Sale From Start to Finish
• [11:09] Adjusting to Social Styles
• [11:29] Connecting Intentionally
• [11:57] Uncovering
• [35:54] Phases of Customer Development
• [40:39] Connect with Rory
• [41:40] Outro

Quotes

“In 1984, which is 40 years ago – probably when I got my AOL address – there was a book called Megatrends. And the author of the book said… the more high tech we get, the more high touch will be required. Well, now that's on steroids, right?” – Rory Clark

“If you're great at customer intimacy, that beats AI hands down because people are sick of interacting with it. They're sick of not getting to talk to a person.” - Rory

“Be creative in your craft, but find a system that works for you when it comes to selling and marketing and all those things.” - Ryan Koral

Guest Links

Find Rory Clark and Focus Selling online

Email Rory Clark: [e-mail]

Links

Find out more about the Onward Summit

FREE Workshop Available "How to Consistently Earn Over $100k Per Year in Video Production While Working Less Than 40 Hours Per Week"

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Check out the full show notes