How to Make Big Sales from a Small List – Simone Vincenzi Episode #17

(Last Updated On: May 11, 2021)

Special guest Simone Vincenzi wants to show you how to make big sales from a small email list while building a strong relationship with your potential clients.

How to Make Big Sales from a Small List – Simone Vincenzi Episode #17

 

ABOUT Simone Vincenzi

simone vincenzi entrepreneur.com
Source: Entrepreneur.com

Simone Vincenzi, also known as The Experts Strategist, is the co-founder of GTeX. He also is a Post contributor on Forbes and the Huffington Post. Simone is also a TEDx speaker, and he hosts the Explode Your Expert Business podcast.

Simone is truly passionate about transforming experts into authorities by using his signature Explode your Biz programs. He speaks in front of more than 5,000 business leaders every year. He has shared with some fantastic speakers such as Les Brown, Dr. John DeMartini, Trent Shelton, and many more.

He has also organized over 170 events, including Gary Vee speaking from York Hall boxing ring. Following his desire for influencing the younger generation, he has also partnered with the largest youth organizations in the UK, helping them deliver more effective courses and training.

Simone Vincenzi ONLINE PRESENCE

Website: gtex.events

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SPECIAL PROMO FROM Simone Vincenzi

Free resources

EPISODE #17 PODCAST TRANSCRIPT

My Beautiful Wife
Thank you for listening to the Freddy “O” Show, a podcast devoted to you, the listener, your purpose, mindset, and your marketing efforts designed to help you go to that next level. Now here's your host, Freddie O.

Freddy Owen  

Let's give a warm welcome to multi-award-winning serial entrepreneur and author Simone Vincenzi. Welcome to the Freddy “O” Show.

Freddy Owen  

I was trying to pronounce his name. I butchered it already. So if I butchered throughout Simone Vincenzi.

Simone Vincenzi  

That is absolutely perfect. So thank you for not butchering it; I appreciate it.

Freddy Owen  

So somoni, let's dig deep right off the rip; who is Simone Vincenz?

Simone Vincenzi  

a few different things. Definitely, suppose you are thinking about it on a human level on a personal level. In that case, I'm hyper-energetic. I love life. I love people. In fact, this, like the COVID situation and lockdowns and stuff. I'm really missing people. I'm Italia and a lot of hugging people. And I'm really passionate about communities like everywhere I go. Either I go and be part of a community, or I build communities. I love basketball, even if I'm pretty sure to play my team or we play in the Second Division in the National League in the UK. And I'm a straight three-point shooter. That's, that's my thing. I'll play the didgeridoo as well. I love music. And I'm in love with running, running businesses. That's why I've created the guy I called with my business partner a couple of days ago. And he just told me that we have seven businesses in our portfolio. Just which is pretty cool, which is pretty cool.

Freddy Owen  

Yeah, it's very cool. Okay, so you said you like basketball? You're a three-point shooter. I'm more of an I don't know, do you watch NBA at all, man.

Simone Vincenzi  

I'm one of like, I live in the UK. And I've got an NBA league pass, and I'll stay up until three o'clock in the morning to watch the game. So the answer is yes.

Freddy Owen  

Okay, so I'm that guy that is great on defense. And I'm terrible at shooting, so you're a three-point juggernaut that Uh-huh, uh-huh. Okay, sweet.

Simone Vincenzi  

What's your favorite team? Let's see if we can still go on with an interview or not.

Freddy Owen  

Well, I don't have a favorite team. To be honest with you. I've never had a favorite team. But if I were to pick one, it would be either Boston or the Cavaliers.

Simone Vincenzi  

All right, we can stop the interview here.

Freddy Owen  

Who's your favorite team

Simone Vincenzi  

I've been; I was born with the Lakers jersey. And I started following the NBA around the time of Shaq, Koby, and that I fell in love with the Lakers, and went through the years of nothing after the six championships for the five championships and the after the championship with Kobe and Shaq and pulled us all after Shaq left. And then we're really happy about this year. They are really happy with LeBron and AD. So

Freddy Owen  

yeah, that is awesome. And honestly, props to Kobe, great, great person as well as players in pain. I loved watching him play. And he seemed like a legitimately good guy because a lot of those guys are not good guys. And he seems like a legitimately good guy. So okay, now I got a three-part question. When did you first discover that you wanted to become an entrepreneur? What roadblocks Do you have to break through to get there? And what is the secret internal superpower that helped to propel you to where you are now?

Simone Vincenzi  

Alright, though, that's not the first one. What At what age? Did I discover? I covered it. I think it was it was a bit him up the ladder at the beginning. I think it was like 14 I started. I found my first job at 14 when working in restaurants as a waiter and fulfilling that stereotypical Italian people stereotype. And I immediately had the idea that one day I'm going to have my own restaurant. And that wasn't my first business. But I started my first business at 22 after an eight-year career in the catering industry. I managed my first two Michelin star restaurant when I was 19 and moved to the UK when I was 20. You're working in a Michelin star restaurant in Notting Hill in London and at 22. I said, you know what? I want to do something different, and it was thanks to the to my today owner The restaurant I was working in, because he said, I think you have something. And you can do more with your life than just being here. And I don't know, I think maybe our listeners can have in mind a moment where then someone in their life that's so what they couldn't feed himself. And that was that person for me. Give me that sense of possibility. And I started attending seminars that I started attending events. And I remember being in the room, I was 22. And I looked at the speaker on stage. And I said that's what I want to do. I want to be a speaker. And I knew it was the right thing. Couldn't explain it very cool.

Freddy Owen  

What kind of roadblocks did you have as you went through the process of getting to where you are right now?

Simone Vincenzi  

Well, the first one was actually age, because and language. So my English was limited to the catering industry. Madam, would you like your steak career or medium-rare, sir, white wine or red wine for you. And I couldn't even do the fake posh accent. So it was just really difficult to study to token in English outside the language of food and wine, or a small token that I could have with clients. And that was the first roadblock. In fact, it took me about just like four years at all speaking before people could probably understand what I was saying. Then another one was age. Because I decided to enroll in a course to become a life coach. And the people who sold me the course forgot to mention that people will not buy life coaching for him from a 22-year-old,

Unknown Speaker  

for obvious reasons.

Simone Vincenzi  

So it was an I literally did about three years of just understanding how the coaching and speaking word was going to work, learning about running the workshop, and reinventing myself. While I was doing that, I was working part-time in a restaurant, or I had a job and a door-to-door fundraiser. For example, which was flexible enough for me to study ABA, I practice clients that I was working with. And then I saw like working with adults doesn't work. They just don't trust me enough. And I wasn't confident even enough to work with them. And that's where I started working with young people. And that was a turning point because I started delivering workshops in schools. And within a year, I think, on the fourth year, I started working in about 150 schools a year while running an event business in the evening. So we were running about an event a week with my business partner, and the name got out. And because I was speaking so much, I became quite really, really, really fast. There were some of the biggest roadblocks as to given the third one, I had no clue about running a business. Because, like, the fact that you're good at what you do, like I became really, really good at coaching, and facilitating, and delivering. But the fact that you're good at what you do doesn't mean you're good at business. And so then I had to learn about sales, marketing, customer service, operations, managing a team, all that comes with growing and scaling a business.

Freddy Owen  

I think that goes with anybody because you know, when you first started when I first got in the car business to do this, I was in the same situation, I thought I knew how to do it. And then I realized, man, I was like a deer in the headlight, you know, deer with deer in the headlights, because I was like, my gosh, I am like lost. So that's fantastic. Now, you're used to speaking at 100 have hundreds of events each year, and this year obviously has been a little different considering COVID. How have you been able to pivot and make adjustments, get pivot basketball, and make adjustments to keep the momentum going in your business?

Simone Vincenzi  

Thanks for the basketball. Man, I appreciate it. It has actually been pretty quick, having been significantly, very faster. The change is that we now have Gtex, our main like the biggest business that we have the event company. We have we were running around 200 of our speaking and about 200 events a year. And we were running about eight events a year with our company, but I already said they aren't playing your line game. But he was in default. So we already had online training; we already had a line program that he started building three years ago. The game was to get people online to get them to come offline for us. Right. So the business was a primary and offline business and event-based business. But still, he had a stronger online component. And what we had to do, it literally just switched things. In a month, we had all our courses and all our training online and figured him out. I already run. It was probably about 400 online training by the time we were doing the pivot with our clients. So it wasn't that hard. What was hard is the fact that it is not what I love. Because the fact that I can do it, and I can do it well, doesn't mean that he's what I love. But what I love is being with people; what I love is speaking on stage is what I love is the buzz of the event. And I'm missing that. So it is like the company actually is more profitable now. Because we don't have day-to-day variety, I think a lot like before, we're spending just like 50 grand a year just in venues. So we don't have that overrides right now.

Therefore, the profits are up. But my enjoyment of running the business is down. So there's a bit of that, that's been the biggest thing that affected me personally. However, clients are happy, we've been able to keep serving them, we still expanded our team in this particular business. Then we have one of our other companies, for example, a corporate training company, like a sales training for recruitment agency company, then that one guy went completely down. So we lost that think like a quarter of a million in contracts that we had booked there, literally like on the same day. That was it. That wasn't an unhappy day.

Freddy Owen  

Well, I firmly believe that this too shall pass, and you will be back on stage speaking to people and engaging with the people that when it comes to you. So that's, I really do believe that it's going to happen. Hopefully, 2021 is going to be better for everybody. Now, on the topic of public speaking, a lot of people have a hard time even putting themselves out there, let alone jump on a big stage. First, did you have any fear when first appearing on stage? And if so, how did you overcome it,

Simone Vincenzi  

and I wasn't nervous. But as a type of personality, I'm, I'm the life of the party. So I'm under a kind of like for me, working as a waiter. I do end up passionate about food too much. My passion was for people. When I had such a great career, like from even 14 to 22 managing Michelin star restaurant, it was because I could engage people. And it was the Simony show when people came to the restaurant, right. And that's it was the showmanship, but that got me was my first public speaking training. So my first is that image is like when you are in a restaurant, let's say it is a crowded restaurant. Now you need to take the order table of 50 people, and you're just yourself. You have a crowd of 50 people to entertain if you're doing the work of entertainment. So my first training and public speaking were was in a restaurant, and I didn't even realize it; that was the case. When I started going out there, I was nervous because I didn't like new topics that I was talking about. But I will spend a lot of time rehearsing in front of a mirror in front of a camera. So then, when I was on stage, I knew what I was talking about. So I'm not the person who shy away from the spotlight naturally. So in my case, it wasn't a terrifying experience. For example, I know, and I've mentored many clients that they just have a different type of personality or that different life experiences. So for them, the experience is different. And there are they are to use different strategies to get more comfortable.

Freddy Owen  

And I think a lot of it's because you're yourself too. You're not anybody different on stage than right now. This is who you are. And I always tell people to be who you are.

Simone Vincenzi  

It's easier to say AJ. Actually, for me, the most difficult thing is short is showing up as myself and not the performer. That has been the most difficult thing.

Freddy Owen  

So you have to like a sort of like being able to combine the two together.

Simone Vincenzi  

Exactly. When I'm on stage or an interview Simone the performance shows up like, hey, welcome everyone, and people come to see That. So they will, they will connect with the performance oh my god like just great performance. But it will, I will not be able to build a deep connection with them. So for me, actually, the level of differentiation at a level for me was to get good at, like dropping at some point, the performance element to show the human elements and be able to play with them. That's, that's what I've been working on the past few years.

Freddy Owen  

Fantastic. So you gave me three topics we could potentially talk about. I'm going to focus on one because I would love to have you on the show again, like a trilogy of Simone. So let's dive into list building. Everyone talks, everyone talks about having a huge list. But some people just don't have that. And honestly, it's not the size of the list. It's about the quality of the list. So with that being said, how would you approach making big sales from a small list?

Simone Vincenzi  

Oh, that that's my jam. That's my jam. I don't have a big list.

Freddy Owen  

That is his jam. So let's use some three-pointers. Let's do this.

Simone Vincenzi  

Yeah, so it's gonna be a perspective like we, we made about, I think alpha million with a list of 3000 active people. So there you go. Not compared to like, if you're starting out and you think oh, my God, 3000 is big, not 3000 is not big. I know it is a practice, more or less. And one that is the personal relationship that you build with people. So anything you do, some people want the game that they do is that thinking, How can I automate everything? How can I scale everything when they have nothing to scale? Like, get some sales, get some clients first, and you need to talk to them; you need to build that relationship with them. So whenever someone like I remember the beginning, or even now, when someone joins our list, we find them on social media. Connect with them on social media. Maybe they've downloaded a resource that we have, connect with them on social media. For us, the game is to establish as many touchpoints as possible hey and connect with them on different social media platforms. Send them resources that they want, and invite them on free training. And then, at that point, the sale is much easier. So that's one thing, establish a relationship with multiple touchpoints. And don't be afraid to talk to them and to spend time with your clients. Another point is that I see many people in this industry now talk about high ticket sales, right? You need to have a great front end with high ticket sales.

You must have, I think, its programs. But I remember one of my partners, in a program that we run called the profile builder program, says that his name is Michelle Raymond. She says you can't be demanding if you're not in demand. Right? Very good. I went through that the same can because people are like, oh, but I want to start out. And I want to do is I want to sell this $10,000 offer. And I'm like, but you've never sold something for $100. Or you don't have, so don't pitch above your waist. Because the most the thing that is going to help you grow the most is the community that you build around your business. And if you make it so difficult for people to join you at the beginning, then you don't build the advocates for you. You don't build advocates for your business and your best clients anyway. Your best potential clients are the referrals of your current guides. Any situation? Absolutely. Right. I would suggest that people start with something that people would just don't blink and buy and over-deliver on that. And I remember like a right now one of our programs is called our lifetime membership. We sell it for 15,000 pounds. And when we started selling it five years ago, we sold it for 500—same thing.

Freddy Owen  

Wow. Right? Okay. Okay. Very, very smart. We want to just basically, you built, you built it up, and then you're able to ask that price. But like anything, I think more so, you're also saying build a relationship, and it does take some time. But don't I love how you said that. Don't shoot above your waist.

Simone Vincenzi  

Yeah, don't shoot above your waist.

Freddy Owen  

You know, because first of all, you're going to let yourself down if you do that. And you're building credibility if you don't do that.

Simone Vincenzi  

Yeah, exactly. And, and you know, and for everyone is listening, remember, I'm only sharing things from my perception. If you listen to someone else, they will tell you something different. So don't even what I say, is not the thing to do. You take what resonates with you. And that what has been working for me and what feels right to me. So that's what I keep doing. We have launched another program that will be sold for 100,000 in a few years. And I've started from 20,000. Now, for the returns that that particular client will get. The same strategy, just want to get easy people in and then to develop the case study, make sure that my actions will speak for myself and for what we can do.

Freddy Owen  

Yeah, and it's great, guys, seriously, if you're listening, you need to, I think the biggest thing I pulled from this, okay, is the actual relationship. So, Mona, you are big on relationships? Yeah. You're not just big on trying to pitch somebody. And I think a lot of people do that, as they try to pitch them right off the rip. They don't even know them. And I've told people, this actual client that I have, they want to compare themselves to people doing this for 10 years. And I'm like, they don't know you. Okay, so adjust accordingly. They do not know you. So adjust accordingly, and pivot, and then make that shot. And then as you go, as you get deeper into it, you can start making shots farther, and there you go, you know, out. But the thing is, do you how many touchpoints do you have before you actually pitch them on a sale? Would you say,

Simone Vincenzi  

It depends on when they come from, like, if it's a referral, for example. One, two touch points is ready because they already had that recommendation. And so we will, I would go for it before my referral, I will go for a sale straight away. Because they're ready, both like I don't need to convince them, they've already had that recommendation for that client because they are looking for the thing they need. So I think it is about context on touchpoints. And then if they don't buy, they say, Okay, now go to this webinar, get these resources. From another point of view, another client generally might get like 10 to 20 touchpoints from someone cold before we are reaching out to them or before we engage with them. But maybe before like, the reason we did they see me on a speaking engagement, and then they download one of my resources, then I spend time with them on chat, and send them another article, they are on my mailing lists, so they receive an email every day anyway, I send I use the daily email model. And then, I would invite them to a webinar. And then they will be on their due date that will apply. I want to like my game because I want them to say I want this; I don't want to pitch to them. Right?

Freddy Owen  

You want Yeah, absolutely. You want them to know, like, and trust you.

Simone Vincenzi  

There you go. I want them to reach out to me and say, hey, how can I work with you? I like what you do, instead of talking to many people and having like a lot of people who are not qualified. Now to do that, though, it takes a longer time. So it depends also on where someone is in there in their business journey because that works for me now. If I have to go back, for example, five years ago, I would have just told anyone I could because what I needed the most is the information from all this consultation and become really good at refining my product service. As you mentioned before, what people are doing that are starting out today is looking at people of what they do eight years down the line. Seven years down the line, when they have a team when they have budgets, they have that. But if someone is starting at the beginning, I told you as many people as possible, sell to as many people as possible, and consultations with as many people. Because every no will be a very important information piece of information to make your sales skills better and your offer better.

Freddy Owen  

And that means do not give up. Just keep on pushing forward. And keep on developing your skills and keep building your lists and then keep engaging with your customers. Put yourself out of your comfort zone. It's all part of a big grand scheme of things. So, guys, that's a lot of gravy right there because it's, it's smart. It's smart business to actually build a relationship. I did the other side of it when I first started doing this, and I got sales, but let me tell you, they weren't long term sales. And they, I didn't build the customer relationship. Now I'm in that process of doing it. And it makes a big difference. So make sure you guys check out the show notes at the win with Fred calm. You'll be able to connect with somoni also some money's website gtex.org. Correct.

Simone Vincenzi  

gtex.org.uk.

Freddy Owen  

That UK and you'll be able to take a free assessment of their business. What's that all about?

Simone Vincenzi  

Yeah. So as we mentioned, I think you started a conversation where people are doing things in their business that is not relevant for where they are. And I found that the biggest problem is not actually a sales strategy or a marketing strategy where you're focusing the time and attention you have. We built a checklist that tells you At what stage you are in your business, the hobby stage, the expert stage authority of the stage or influencer stage, the influencer stage, or the authority stage. And then, depending on where you are, he tells you what you should have in your business. So then you can check these other things I already have. And then you can focus on the things that are missing. And then he tells you, okay, in order of priority, these are the things that now you should spend time doing. And so you can organically, like grow, start to grow, and scale your business. And that's on our website, you can download the checklist, and the reason it comes with a training video that guides you through every single page of the checklist and how to fill it up. We had the thing like about 1000 people going through two incredible reviews; I recommend you check it out.

Freddy Owen  

Yes, definitely check out the free assessment. I'll put all the show notes will be at women fred.com. And so make sure you check it out. Also, check out Simone's podcast Explode Your Expert show on the website or on iTunes.

Simone Vincenzi  

is everywhere. And as well if you go on the same website gtex.org.uk you can see on the front page, it will direct you to the podcast as well as episodes with the show notes and the videos, and all the links.

Freddy Owen  

How could you not like his accent? So all I'm saying is Check it out. Check out the show notes. And so we're gonna go to the super hyper fast q&a round. Where I'm gonna, ask some questions there off the wall. And hopefully have some fun, so I'm going to start off with this one because you said basketball if you had the chance to play against one on one against any basketball player. Who would it be?

Simone Vincenzi  

Hmm. Man, any basketball player? I gotta get you to win. Right now, still. Man, I go with that Allen Iverson, Really? Uh-huh. Okay, man, the other divers, I mean if I play against like LeBron or someone they're just gonna, I probably have no chances as well with a with Allen Iverson. But at least that I'm not just gonna get bullied into the pain.

Freddy Owen  

Lebrons gonna flop, you know that I'm just kidding. You know, and you know it. You know, I've written you know, practice, practice. We're talking about practice.

Unknown Speaker  

Yeah,

Freddy Owen  

so Okay, excellent. So Allen Iverson. Um, you could only keep two of the five senses touch, sight, hearing, smell, and taste. Which ones would you keep?

Simone Vincenzi  

Touch and hearing?

Freddy Owen  

Really? No sight now.

Unknown Speaker  

Wow,

Freddy Owen  

that is intense. That's a hard question, isn't it? Okay, so if you could replace all the grass in the world with something else? What would it be and why?

Simone Vincenzi  

If I can replace

Freddy Owen  

you have to replace all the grass in the world with something else? What would it be, and why chocolate? Because I love it. Chocolate. Okay, so chocolate. Okay, everybody would get fat and sassy. But that's cool. Um, you found a time machine that took you back 600 years. All you have on is a T-shirt and boxers. How do you tell people that you're from the future?

Simone Vincenzi  

I have my branded t-shirt with my website Gtex data or not? Okay.

Freddy Owen  

Very good. Okay. Um, what artists are banned? Do you always recommend someone who asked for a music recommendation,

Simone Vincenzi  

saying again?

Freddy Owen  

What artist or band Do you always recommend when someone says, Like, hey, what's your favorite music do you listen to?

Unknown Speaker  

Oh, I'm

Simone Vincenzi  

It's so weird because I got so many different like alike in many different music genres. But if the reason one that I consistently recommend for downtime is a Ludovico now it is an Italian pianist that did a lot of like it's really like it's famous globally. He does a lot of gigs all over the world. And his music is just incredible and just giving me chills all his albums and Ludovica. Now, what's

Freddy Owen  

The name? Say it again? Ludovico

a Navico al naughty, Rafi, I'm gonna look that up, Ludovico. And I'm getting good at Italian. I

Simone Vincenzi  

thinks you are. I'm sure you have not like Tada secretly.

Freddy Owen  

No. Okay, so the last one and epic feast is held in your honor. What's on the table?

Simone Vincenzi  

Ah, vegan burgers.

Freddy Owen  

Vegan burgers? Not Italian. No,

Simone Vincenzi  

I'm weird. I'm a vegan Italian. So I think it would be

Freddy Owen  

very good vegan burgers. Good answer. Okay, so one final thought, one last shout out to the radio show fam that you feel can have an impact on them right now. Final words of wisdom.

Simone Vincenzi  

There are two things that can make a huge difference in your business and your life as well. And two concepts. One is about visibility. Visibility is not a luxury; it's a necessity. You need to get out there be seen as much as possible, everywhere. And then the other part is about building a community. If you build a community around your business, and actually not even that if you build a business around your community, you will never have any problem.

Freddy Owen  

Awesome. Simone Vincenzi, I appreciate it. I would love to have you on again because we have two other topics. Thank you so much for being on the radio show. It's been an honor.

Simone Vincenzi  

As always, My pleasure. Thank you for having me here and for all the fun.

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