Innovations Branding House is a full-service marketing agency dedicated to transforming businesses into timeless brands. Listen to Innovations' Owner, Todd Duff, as he shares how working with Lushin not only helped him identify gaps and weaknesses in their sales process, but also empowered his team with the tools to significantly boost their company's growth for multiple years.
"I came into this with the belief that I had a sales process, and it was the very tail end of that process that needed help, when really the entire thing needed to be built from the ground up. So, you don't know what you don't know."
Todd Duff, Owner, Innovations Branding House
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Video Transcript
I came into this with the belief that I had a sales process, and it was the very tail end of that process that needed help, when really the entire thing needed to be built from the ground up. So you don't know what you don't know.
I started Innovations Branding House in the back bedroom of my apartment as soon as I graduated college. We are a full service marketing agency. We typically help people with their broken marketing. Initially, I just went out and knocked on doors. I remember just going out and buying a white shirt and a red tie from JC Penney's. And I was like, "Hey, I need a client." So my deal was counting nos. I want to count how many nos can I get. After a while you finally get a yes. So then we got our first client.
We thought we had an active sales process or active sales system. And we actually didn't. But if you were to ask me at that point, "Hey, do you have a sales process?" I was like, "Sure. They come in the door, and then we have coffee, and then we go to the conference room." And I'm like, "That's the sales process," which actually is not a sales process at all, but that's where we were. And that's how we sold for a long time.
So the interesting part of talking with Brian is he said, "Hey, how do you think I can help you?"
And this is the funny part. I told him we've got a really tight sales process but leads are going dark at the end. He ends up assessing me and just starting to work with me. Then we found holes and gaps, which were everywhere.
It was just one big hole. There was nothing I was doing right.
Most all of our clients think that it's one thing that they need a quick fix for. And in Todd's case, that quick fix was he was selling websites very inexpensively to people in the local market.
After the website was done, he could not convert them to long-term marketing programs. And that was not good for his business. That was not good for what he was trying to accomplish. And he didn't know how to do that.
Today, Todd has a full running sales machine, and the development of a sales culture in his entire organization. He can sell to the clients he needs to go get. He's got a sales person who is actually stronger than he is because he hired correctly. He trained her, he developed her correctly, and she is now outperforming what he would have the bandwidth to do and bringing them into new markets, new clients, better clients than he would have ever had before.
When onboarding first happened with Lushin, I had an array of tools that I could grab from. So whether that's literature to a community of other salespeople and consultants that I can go to. Weekly, we have conference calls that's a part of a community of other people that are just like us, that want better. So it's pretty much anything I need.
If it's a one-on-one, I got it. If it's a community, I have it. If it's a different perspective, it's available to me. Today, I would say I've grown exponentially. Every time I actually bring on a client, price point is getting higher. The scope of work is getting bigger. I'm able to get in a room now of senior-level management, and I'm very confident to help them move through and make decisions and to facilitate those in a very clear way. So I just go, "What's next? What's next?"
When we started working with Lushin, there were some consecutive years of 20% growth, which was just super exciting. That changes the foundation of your business. If, as a business owner, you're on the fence about investing in Lushin, that's nothing to continue to think about. Just pull the trigger and just fix broken sales.
