Learn Why Jared and Karina Are Teaching Inventors How to Get Their Product Into Retail Stores

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Jared and Karina Rabin share how they got the Hang-O-Matic into over 11,000 retail locations across North America and Worldwide. Through out their journey Jared and Karina have appeared on Bravo’s Quit Your Day Job, Steve Harvey’s Funderdome on ABC, Entrepreneur Magazine’s Elevator Pitch & MSNBC Your Business. In addition to Reality TV Jared has appeared on QVC 4 times in the UK and US.

Four short years ago they started their retail journey at the International Housewares Trade Show. Today 500,000 units have been sold since exhibiting in the Inventors Corner. Now they dedicate their time to coaching inventors/entrepreneurs how to market and sell their products to All Retailers!

www.thepitchtogetrich.com

Watch the podcast here!

 

Podcast Notes

1YouTube generated podcast notes, please excuse any typos.
0:00
hi everyone and welcome to the inventors
0:03
Launchpad Network
0:05
I am carmine de misko your co-host for
0:08
today's show
0:09
of the pitch to get rich I have with me
0:12
the founders of the pit to get rich I
0:15
have Carina and Jared online and we're
0:18
going to talk about some cool stuff hey
0:20
guys you over there we're here carmine
0:22
what's going on what's happening man I
0:24
see you in your new ed a studio we're in
0:28
the new studio we got the whole crew
0:29
behind us here in front of us here
0:32
sitting up and holding cameras and
0:34
sticks and all sorts of good stuff
0:36
hopefully some snacks it looks good man
0:39
it looks really good I know that you've
0:40
been working on it is multiple cat you
0:42
just got the single view camera you were
0:44
talking about
0:45
we got the Mevo Mevo plus so when we
0:49
have it on which we don't right now it's
0:51
awesome it cuts live so it goes to me
0:53
when I'm talking it goes a creative
0:55
she's talking if we're fighting for
0:57
talking which we usually do it there's
0:58
like a wide shot gets us both and then
1:00
we have another part of it where we have
1:01
a TV behind us and another wall and if
1:04
we have a guest on it's between us
1:06
usually on skype and the Mevo picks up
1:08
him too so it'll it'll focus on him it's
1:10
bad it looks like it looks like you have
1:12
a crew very cool we should do the next
1:16
time yeah no we can't because zoom
1:17
doesn't connect your amiibo but you
1:20
instead of him being on skype actually I
1:24
could plug this in and put him up we can
1:26
Skype next show if you want I love to
1:29
check that out I've heard about it but
1:30
you guys are using it and I guess it's
1:33
pretty cool you need to download
1:36
livestream after so we're gonna go live
1:38
at 12 and we're gonna pay it's like 40
1:42
bucks but it has three thirty days for a
1:44
live stream and we could go live on five
1:47
Facebook pages and YouTube and and I
1:50
think Twitter or a periscope it takes
1:54
simultaneous simulcast live to five
1:56
different streams yeah right you're
1:59
paying for their technology which logs
2:01
you in all five and and transmits all
2:03
five so rather than just being focused
2:05
on Facebook you know you never you never
2:07
know who's gonna be where I mean
2:08
Instagram for the younger generation
2:10
Facebook for us old people that are in
2:11
their 30s right you know
2:14
now I hear you the great part about it
2:15
is I mean obviously technology is
2:17
constantly changing but you know you
2:19
always get these excuse from people as
2:20
they don't know how to get there with
2:22
the word out about their product they're
2:23
they don't know how to do this and
2:24
they're always depending on other people
2:26
to do the work for them and you know
2:28
that's what's kind of cool about what
2:29
you guys do you're actually teaching
2:31
people and training them and giving them
2:33
education on how to do it for themselves
2:35
right if every single person who asked
2:38
us to sell their product for them we
2:39
said yes we'd have eight million
2:40
products I mean I have two calls they
2:42
with just two people who want to work
2:43
with them cool products but I can't I
2:45
can't you know I can't it's easier for
2:47
me to help you learn how to help
2:48
yourself you know Green and I only have
2:51
so much time and it's spread us too thin
2:53
I know wires is down so you know our
2:55
goal is always educate the person who
2:57
wants to do it themselves so someone who
2:59
isn't trying to license it someone who
3:01
isn't trying to sell it off immediately
3:02
to empowered and do it themselves so all
3:05
the way from you know your your
3:06
expertise in manufacturing all the way
3:08
to the end user which is you know
3:09
getting into someone's hands so um
3:11
that's always our goal is teach them to
3:13
do it himself yeah well you can reach
3:15
more people by doing what you're doing I
3:17
know you're doing the workshops you're
3:18
talking about doing some webinars you're
3:20
doing the Facebook lives and things like
3:22
that you know teaching people one on one
3:24
yes you can do that but doing what
3:26
you're doing you know you're talking to
3:28
a lot of people I mean you know you're
3:30
talking about people and you always get
3:31
that one guy that promises the world to
3:33
these you know these these these
3:35
entrepreneurs are inventors you know
3:36
talks about how he's gonna help them do
3:38
all these things but you're teaching
3:39
them the correct ways that they could do
3:41
it themselves I mean you run into these
3:42
guys that promise you know these
3:44
inventors or product developers that
3:46
they can do everything for them there's
3:48
a couple people out there that do like a
3:50
six month hey you pay me I don't know
3:52
five hundred hours a month $1,000 a
3:53
month six month guarantee and I'll get
3:55
you in retail and we there's a few
3:58
people out there that do that and Kareem
3:59
and I find that like horrific we found
4:01
that disgusting they don't give any
4:03
information on what they're doing who
4:04
they're calling on and a few people that
4:06
have reached out to us for our help
4:08
afterwards basically said I got nothing
4:10
done in six months I gave this guy six
4:12
thousand dollars I had no idea what they
4:14
did we had no success right and and
4:16
we're always we're always at the you
4:19
know I have I have an employee and I pay
4:21
her after two weeks of work is done
4:22
right she works for me and then I pay
4:24
her so I always say no one gets a
4:26
paycheck ahead of time
4:27
like who gets a six-month guarantee you
4:29
know you're not you're not you're not a
4:30
baseball player right you notify Mall
4:32
player you get a sale then you get a
4:34
commission well but yes I agree with you
4:38
but on to hear me talk defend some of
4:43
that a little bit because there's some
4:45
people who asked us to rep their
4:46
products I don't have relationships with
4:49
buyers in that department so it's gonna
4:51
it could take me six months who knows
4:54
maybe longer to find that buyer before I
4:56
can even pitch the product so how could
4:59
I work for free for that long amount of
5:02
time but what I what I don't like about
5:06
these people who say I could do this for
5:07
you is if I was to charge someone ahead
5:11
because it's gonna take me so long
5:13
I would BCC them and every single
5:17
conversation I have I would BCC them on
5:20
every card on every email I send out to
5:23
a new buyer so they could see that I'm
5:26
working I'm not not doing anything but
5:30
these other people that we know of who
5:31
have to keep in the dark they keep them
5:33
in the dark things a secret so what have
5:36
you done for the last six months you
5:38
know so that's that's that's the
5:41
frustration if you're gonna work with
5:42
someone who says I'm gonna get you into
5:44
the store and the other thing is really
5:46
annoying when someone says those words I
5:48
would never tell someone I can get you
5:51
into the store I can make an
5:53
introduction I can send an email I can
5:56
make a phone call but I don't have a
5:58
magic ball to tell you I'm gonna get you
6:00
into the store and no one should ever
6:02
say those words you know no one should
6:04
ever say I can get you somewhere I can't
6:06
get you anywhere unless you're gonna hop
6:08
my car I'm gonna drive you well your
6:11
head looks very good drive me to the
6:12
mall I'm sorry well why'd you hit so big
6:15
I don't you always say that I think
6:16
maybe because we're sitting too close to
6:17
this better you have a massive head mine
6:20
no seriously I think my head is longer
6:23
use white or something
6:24
let's try my head is whiter they don't
6:28
know that means it was a really weird
6:29
ivory just said what do you think about
6:35
that I disagree with you I just think
6:38
like so there's a product that Korea and
6:39
I are gonna help sell to an inventor a
6:41
foreign inventor and we know the guy we
6:44
knows product we have a couple in our
6:45
house now and he's coming with a better
6:46
one and he wants our help and and my way
6:48
of making up for a year is I'm gonna
6:51
have him give me a year contract because
6:53
that's gonna take me six months to start
6:55
creating to start generating revenue
6:57
well what if there's never space for his
6:59
product and what if you don't think that
7:02
sales that's life that's the that's the
7:04
life of a salesperson what if what if
7:07
what if I mean what do you want you
7:09
wanna guarantee no I know I'm not saying
7:10
that but we know who we can call we have
7:13
relationships with those people but I'm
7:15
talking about products that you don't
7:16
have a relationship with then that
7:17
didn't did you hear last week's live we
7:20
were fighting with the dentist yep yep
7:22
so like with him for example I I don't
7:24
have a relationship with dicks not the
7:28
guy who was on our podcast last week but
7:30
it was a dentist that called in and we
7:33
put him on blast on on live and he hung
7:35
up on us I don't care you're saying if
7:38
you and I wanted we love this product we
7:40
want to get a dick so we can do it if it
7:42
was a good product and there was space
7:43
available right you and I would call
7:45
find the person and email me 10 samples
7:47
we would stock them until you say yes
7:49
I'm just saying I agree with you not to
7:51
pay anyway in front but I do understand
7:53
from from this other thing especially
7:56
the people who all these people that we
7:59
know that take money upfront never
8:01
invented anything right they're all just
8:04
sales people distributor yeah they just
8:07
don't know it it's like an event they
8:10
don't know what's like they don't know
8:11
what it's like to invent they don't know
8:12
what it's like as an inventor they just
8:15
know that that this is their business
8:17
model and and this is how they get paid
8:20
and I wouldn't want to work with any of
8:22
those people yeah so what I'm saying is
8:24
if people come to us don't read this
8:27
shit a microphone baby sorry what so
8:30
you're you're exactly right so the thing
8:31
about is is because you guys are honest
8:33
you've done this and you want to help
8:36
the inventors there's there's a couple
8:39
different things one kind of just
8:40
started doing this for other people you
8:43
know how long it took for you guys and
8:44
you know what how long it you know how
8:46
much work
8:47
it was as you do more and more products
8:50
you're gonna compress that time you're
8:52
gonna meet more buyers you're gonna
8:53
after a while you're gonna have somebody
8:55
to talk to you in every category those
8:57
buyers move around but you're still
8:59
gonna have site so so maybe you know and
9:03
you are truthful about it you're gonna
9:05
say hey listen well we'll take on this
9:07
product there may be some upfront fees
9:09
there may be some some shipping costs
9:12
there may be some travel costs I don't
9:14
know what it is yet but you know this is
9:16
what it was for the last ten products we
9:18
did great you know some number with a
9:21
promise that's the difference with you
9:22
guys you know you're not saying hey give
9:24
me 10 grand and in six months you're you
9:26
know it's not true right and
9:28
transparency and what we're doing who
9:29
were speaking to like I mean I mean
9:31
there's this particular plug Rd -
9:32
where'd he told them the two places
9:33
really want to call it's not a secret
9:35
you know right but the value add of why
9:38
we wanna instead of wrapping someone's
9:40
product why we want to teach them is
9:42
because it is a long road to to retail
9:46
and we would rather teach someone
9:47
because no one has the passion of your
9:51
own product as you do right so even
9:55
though Jared and I are good sales people
9:57
because it's your product you would
9:59
still be why don't you know so they're
10:02
things yeah but in the deal no I'm gonna
10:05
we're gonna hang on that at first right
10:06
so I have two calls to make this morning
10:07
the first thing I did is I I call in a
10:10
truck it's in a building and I factory
10:12
for a big Hobby Lobby order first thing
10:13
I did before I had any other emails and
10:15
add a bunch emails I get - so what you
10:16
always do your own thing first
10:17
just like I think that's what you mean
10:19
is is how good we are how much we help
10:21
you if you could create the tools or
10:23
figure out how to do what we do you're
10:25
gonna be better to your product is gonna
10:26
come first right right and it'll be less
10:30
expensive for them totally and the good
10:33
part is is your that's what I love about
10:35
you guys you're telling them that but at
10:37
some point they say that's all great
10:39
cream but I still want you to do it for
10:42
me and then you could say okay this is
10:44
how much it usually cost right 10% down
10:46
we do this or whatever you do you're
10:48
giving them you're giving them the
10:50
knowledge you're giving them the
10:51
experience you're giving them the
10:52
ability to do it but if they can't or
10:55
they don't want to then okay but
10:59
I definitely was thinking back anyone
11:00
who's ever been dishonest with us or
11:03
stolen from us was not transparent
11:05
because the truth is right just like the
11:07
government or anyone else if you're
11:09
hiding something from me if you're not
11:10
showing me something you're doing
11:12
something wrong because there's nothing
11:14
proprietary about about what we do we
11:15
just know how that we just have the
11:17
experience right I mean I gosh I've
11:20
blogged recently how to get into ace
11:22
hardware and someone reached out he's
11:25
like oh I read your blog it's awesome
11:27
but how do I reach out to the corporate
11:30
buyers of Ace Hardware I mean I said
11:32
step-by-step what you could do with Ace
11:34
Hardware I said you can contact
11:35
corporate Ace Hardware and share how
11:37
because I gave everything else away for
11:40
free I wanted to keep something if
11:42
somebody wants to work with me right and
11:44
this guy reached out I'm like well gosh
11:47
I've already given you a 2wz baby no no
11:55
I did but I didn't give a these are just
11:56
you know karma I owed you Kate the
11:58
children primarily I don't want to say
11:59
why but they don't know they're atw
12:02
suppose another a disease thank nobody
12:09
says that disease they would I leave out
12:13
the Z no atw serious X&Y;
12:18
right it's a different lesson we're
12:20
gonna go through the alphabet later yeah
12:25
because you know the evaluative coming
12:28
to our class is to learn how to pitch
12:31
learn how to talk to buyers and we're
12:33
gonna share the buyers list with you
12:37
right well the value-added come in our
12:39
classes so the way we have this thing
12:41
set up is and now that the webinars not
12:44
effective it's just a little nuts on a
12:46
specific was all where we have the class
12:47
to do that time but we have a people
12:51
around basically a big square
12:53
essentially around a square and in the
12:55
middle of squares all these interactive
12:57
things we do with the audience we bring
12:59
people up having them show us and I show
13:01
them there so you're getting an
13:03
instantaneous back and forth back and
13:05
forth and do you remember in school D
13:07
juice to always say like you ask
13:09
questions because someone else is the
13:10
same question they just are too afraid
13:11
to ask
13:12
so we're you know where it's a it's a
13:14
direct backward back forth so you know
13:16
we're just you know we're able to just
13:17
capture so much data you know being with
13:20
Kareem and I in person you know
13:21
obviously we have big personalities so
13:23
you know it or entertaining it's always
13:25
more entertaining in person I think it's
13:26
easy to stay engaged everything is is
13:28
show-show demo demo demo talk them it's
13:31
not like a classroom setting where her
13:33
an hour walking back and forth like with
13:34
it like we're the bomb it's us talking
13:37
to everyone and and actually going
13:38
through the process from a trade show to
13:40
a pitch to a manufacturer meeting to a a
13:44
customer meeting so yeah the thing about
13:47
it is is that again I keep going back to
13:50
it is that you've done it so you know
13:52
even if I get that buyer on the phone
13:55
you know what he's gonna ask me oh yeah
13:57
I don't want to blow that oh oh I
13:59
finally got this guy on the phone and he
14:01
goes oh send me your sales sheet and I
14:03
go what's this oh she right or are you
14:07
sent me a sell sheet and you're missing
14:09
off of it so that's why it's important
14:12
to have all that before you start making
14:14
these calls yes I had a girl this
14:16
morning who email know she could email
14:18
me a few days ago she has a phenomenal
14:20
baking product very cool innovative
14:23
patent banking product and she got the
14:25
buyer from Whole Foods she sent her
14:28
sample two months ago has a photo of
14:29
sense and and her website's gorgeous
14:32
she's gorgeous the product is cute and I
14:35
said well how did using the product shy
14:36
about putting a cargo box with a couple
14:37
ice packs I go it's a card book it's a
14:40
it's a frosting cute little frosting
14:42
twirly do with and I don't know anything
14:44
about frosting or twirly booze but what
14:46
I know is it's a cute product and it
14:48
should have been sent in a cute package
14:49
a cute ShowMe package right because the
14:52
presentation is is not just your product
14:54
you're gonna you're selling it just like
14:56
you're sell your product in the store
14:57
you're selling your product to the buyer
14:59
just as well
15:00
so I said her no location right I said
15:02
you want a sparkle package you want it
15:04
to be tight you want to be me you want
15:06
to be like what would you product you
15:08
package because you know anyways so her
15:11
not gonna get a call together but you
15:13
know she already made that first
15:14
impression which was she sent it in a
15:15
dumpy box with a couple ice packs you
15:18
know in a ghetto presentation but a
15:20
beautiful cute product and it just it
15:22
just you know takes away from it it
15:24
really does
15:25
oh no but that is a difference you know
15:27
and that is why the class and learning
15:30
all the stuff is so important you know
15:33
it's just like everything you know Jared
15:35
and I Karen I could coach football teams
15:37
and I could get the playbook for a pro
15:40
football team it doesn't mean that we
15:42
can beat that team totally we just don't
15:45
have all the information we don't have
15:46
the players you gotta have it all so
15:48
just because you have the playbook
15:49
doesn't mean you can perform it and get
15:52
it done right because it has to be done
15:53
too so it's it's super important to to
15:56
not just even if Karina you gave
15:58
somebody with a product here here's the
16:00
buyers number
16:01
he's so what right so what right yeah
16:05
the other thing I we want to teach in
16:07
the class is branding right branding and
16:12
marketing I often see on LinkedIn some
16:15
lady the other day right status I have
16:18
one product that's patent and I have one
16:21
product that's patent pending and if if
16:24
anybody is interested in partnering with
16:27
me or licensing for a product for NICU
16:30
let me know so I wrote I wrote her I
16:33
don't know her I wrote her and I said
16:34
hey um if I'm if I may I suggest to add
16:38
more into your posts because it doesn't
16:41
say anything you didn't say anything
16:42
we just lost that opportunity to brand
16:45
yourself so exact that another girl
16:47
reaches out to me and she sends me a
16:51
link to her website which is fine I
16:52
usually don't like that you should tell
16:54
me what your product is but I went to
16:56
her website and there was a huge picture
16:58
of the entrepreneur elevator pitch photo
17:01
and that's the show we were on yeah oh
17:04
then I thought okay well okay maybe
17:06
she's trying to say she was on the show
17:08
I was able to click on the picture and I
17:10
thought maybe a video of her product was
17:12
gonna play and I got another picture of
17:14
the same picture smaller so where's the
17:18
blue right why are you losing these
17:21
chances to communicate what you're what
17:23
you are what you're about what are you
17:24
thinking is right right you got they got
17:27
you to the website and twice and nothing
17:31
right right even look behind us our
17:33
brand right behind you your brand well
17:35
no so you drives me crazy when we first
17:37
met with carmine
17:38
I told them you need to move that logo
17:41
because it says auras launched know that
17:44
that name is company ooo is not ours
17:45
launch there's a huge pitch of the
17:48
microphone oh yeah but you can't see the
17:50
logo whenever I give it out I told Rick
17:58
I might move that little circle a little
18:00
to the left
18:02
right you're pressing it should say
18:03
inventors it says ORS oh no wonder why I
18:07
make sense we put this on YouTube and
18:10
it's a missed opportunity the bug Corina
18:13
maybe didn't like Karina I do the same
18:15
thing even if she's right that I stopped
18:17
by the Maggie I don't want her to know
18:18
she's right - I mean it says auras
18:22
launch you know how sometimes you drive
18:24
you know you drive in Florida we drive
18:25
in California and the building lost the
18:28
letter and it says watt Mart all right
18:31
right right right or talk now remember
18:42
no remember generally this is just a
18:45
podcast using it right it doesn't count
18:48
we put it on YouTube so for us I'm like
18:50
it's a missed opportunity it's not a big
18:52
deal with a couple videos we posted with
18:54
like 30,000 7,000 right 17,000 really
18:57
good YouTube posts I mean we're not a
19:01
million but you know that's how you
19:03
start no you you guys have I gotta say
19:05
that even when we post videos we don't
19:07
get that many views cuz as Jared so it's
19:09
mostly audio for us but you guys are
19:11
kripp clicking up some some big views on
19:14
the videos I think we do we do ads we do
19:17
Google ads we talk about it right I mean
19:23
since we've started our hey Mac sales
19:26
went up oh yeah yeah so it's different
19:30
we're on track to do I thought like a -
19:32
I got quarter million in sis you're
19:33
twenty fifty thousand units or what it's
19:35
done is pushed forward Hingham attic
19:36
stud so now I'm in they love like the
19:38
final plans for the next version which
19:40
I've essentially pre-sold to home people
19:43
and embed that beyond so didn't you tell
19:46
us a little bit about this product or
19:47
not yet yeah so hey Maddox ton god
19:51
who named it I think Karina Karina did
19:54
right I had a call hang o matic pro
19:57
hanger medic - so it's the same
20:00
mechanism I have now other than instead
20:02
of a 6-foot tape it's gonna be a 12 or
20:04
25-foot tape it's gonna be beefier
20:06
thicker it's gonna be molded little
20:08
molding it'll have a stem finder built
20:11
into the handle so not only we can you
20:13
point your marks but if you want to
20:15
start at a stud you could push it over
20:17
find the stud make your mark there so
20:18
it's it's something that be honest with
20:21
you I am more likely to buy because of I
20:23
see two things in the store i buy the
20:25
$24.99 one that's gonna be nice with
20:27
more stuff but that's who I am
20:28
whereas you know the hang o matic
20:30
original that I created for the do i
20:33
iron it's a basic well this won't be
20:36
more for marking other things outside of
20:40
just drywall so it won't be as
20:43
woman-friendly
20:44
no this is definitely it's gonna be you
20:46
know the hang o matic originally I have
20:48
the size so it fits in my wife's hand I
20:49
was like imperative this will be a
20:51
little more like right
20:57
it's that's what I'm gonna target I'm a
20:59
target yeah I'll be in the same stores
21:01
but I'm gonna target like the white caps
21:03
the world.they the industrial supply
21:04
companies who you know or originally
21:07
when we had to hang them at it we had
21:08
this company who rules Las Vegas and
21:10
they go through like a hundred guys and
21:12
hang drapes and they love bang o matic
21:15
until they got it he's like you know
21:16
what cool idea a little light duty for
21:18
us so this would be war I'll target him
21:19
yeah my cell I'm not gonna sell a
21:21
million of these but it's gonna be a
21:23
higher price point more professional
21:25
version and plugging in a missing sector
21:27
the business I don't have now gallery
21:29
art galleries right you wanna have a GU
21:32
diversion just a little more use I mean
21:33
your your current product is great for a
21:36
home every once in a while they're
21:37
hanging something it works great but you
21:39
get somebody's using that type of
21:40
product every day that's right alright
21:43
cuz why buy it why pay 25 bucks or
21:44
something gonna use once a year this
21:46
would be for the guys using it or you
21:47
know on a daily basis I need something
21:49
beefier and a more durable we're about
21:52
it fact that I'm drawing I got some
21:54
drawings now that I do yep
21:58
it's really funny when we first when we
22:00
first started selling hang American went
22:02
to the trade show Jared was like
22:05
scared to go to the trade show what he
22:10
invented this thing 18 year old at the
22:12
time it was 14 years ago and I'm like
22:14
let's go show it to buyers because
22:17
you've been sitting on this for so long
22:19
let's go see if it's gonna if anyone's
22:22
interested if they're not then let's
22:24
stop talking we've been talking about it
22:26
now for for we've been talking about for
22:29
years so in enough you know let's just
22:32
do something anyway so we get to this
22:34
trade show and people are walking by and
22:36
we're like oh my god already stopped him
22:37
how do we stop him so immediately we
22:38
figured out how to stop traffic and I
22:41
would say you know first I started with
22:44
can I show you my invention can I show
22:47
you a sample you know I was doing this
22:49
no I was like we didn't know when we
22:51
first got there like we didn't know I
22:52
don't know I think you're an eczema good
22:54
but anyway and then when people started
22:56
to like come around and it got busy when
23:00
you're selling somebody doesn't matter
23:03
who it is you have to know who are you
23:06
talking to
23:07
because every time somebody walked by
23:10
and we stopped them it was a different
23:12
pitch oh oh yeah the story changed the
23:15
story changed like in seconds so let me
23:18
show you my invention so back up so the
23:19
reason why I think Rena was exaggerating
23:21
cuz part of our our beauty of what we do
23:25
now is we come from sales so I'm a sales
23:27
manager right I have eight sales in the
23:29
report to me younger than me older than
23:31
me Karina's comes from a sales
23:33
background I mean I've been managing a
23:35
constructor supply company my entire
23:37
life with multiple locations so shipping
23:38
receiving talking to customers so that
23:41
is our advantages yes I invent things
23:45
that's I think of things but we have the
23:47
the second part of it as well which is
23:49
we could speak yes I may be too fast for
23:53
one of us but you can spend no but it's
23:56
it's it's you you have to understand
23:58
when you're selling a product you're not
24:00:00
selling just a product people buy from
24:02:00
people people buy from you and you have
24:06:00
to know who you're talking to because
24:07:00
they're gonna buy from you it doesn't
24:08:00
matter what you're selling they're gonna
24:09:00
buy from you so when you're talking to
24:12:00
this person what's the story that will
24:14:00
attract that person right it doesn't
24:15:00
matter what the real story is when we
24:18:00
teach you this is part of our our lesson
24:20:00
we created in our in our webinar and our
24:22:00
live show is we caught calls sales 101 I
24:25:00
teach it because my favorite thing which
24:27:00
is how do you connect with someone how
24:29:00
do you connect with the stranger because
24:31:00
you're selling yourself you're not
24:32:00
selling your product first all right the
24:34:00
first thing you do is get them to listen
24:35:00
pay attention right so I could a trade
24:36:00
show comment for example kringles are
24:38:00
the boys I've up the girls why because
24:40:00
that's that's what program were you know
24:43:00
I'm more likely to get the her attention
24:45:00
and she's more likely to get his
24:46:00
attention and then everybody has a story
24:49:00
right you have a story I have a story he
24:51:00
has a story hang o matic has a story so
24:54:00
every time somebody who talked to us in
24:55:00
they're like well what's the how did you
24:57:00
come up with it and if I'm talking to a
25:00:00
guy it wouldn't be that much fun I said
25:03:00
if I said well my husband invented it
25:05:00
when he was in college we would hear
25:07:00
that story no I just want to hear that
25:09:00
story so then it was oh my god
25:11:00
when we first moved in together his
25:14:00
parents gave us a snow globe and we
25:16:00
tried to hate I tried to hang a shelf
25:18:00
and I damaged the wall but then I
25:21:00
finally got the Shelf up and I put the
25:23:00
snow globe on top that had my parents
25:25:00
in-laws putting song on it and we
25:28:00
watched it crash to the ground and
25:31:00
irreplaceable snow globe right now the
25:35:00
true sir is there was no Sh there was a
25:38:00
shelf it did get hung the snow globe
25:42:00
fell for some other reason nothing to do
25:45:00
with the shelf we were able to fix the
25:48:00
snow globe because most snow globes are
25:50:00
irreplaceable but we found some guy in
25:53:00
Florida actually was able to fix it it
25:55:00
doesn't matter because that's the story
25:57:00
that people can relate to and fall in
26:02:00
love with and be like oh my god and it's
26:05:00
sales and when I do the pitch to a girl
26:07:00
it's hey my name's Jared I love my wife
26:10:00
my mom so I wanted to create something
26:12:00
for them for them to hang things and not
26:13:00
be relying on my dad and I so I made
26:15:00
sure everything I did fit in my mom my
26:17:00
wife's hands because nobody loves
26:19:00
anything more than a husband who loves
26:20:00
his mommy and loves his wife so my story
26:22:00
is I made it to fit my my wife's hand is
26:25:00
not a man's world this is a woman's
26:27:00
world and women need to be empowered and
26:29:00
to
26:29:00
all about men and I want to make some it
26:31:00
was unisex that women could also be so
26:34:00
again the principles are all the same
26:36:00
but it's it's no your audience right I
26:37:00
mean what's sweeter than a sweet little
26:39:00
boy creating something to free them from
26:42:00
the evil hand of the man right and
26:45:00
you're not you and again you're not
26:47:00
tricking them you're not lying you're
26:49:00
just bringing the story out highlighting
26:53:00
the part that we know Katherine right
26:55:00
they're all story they're all short
26:57:00
stories in our life right we're picking
27:05:00
out the part that we want to highlight
27:06:00
and that's what we talk about yeah cuz I
27:08:00
did make it to fit her hand
27:09:00
I just don't talk about the other stuff
27:10:00
because that's the part of know you know
27:12:00
we'll be attracted to them right no it's
27:14:00
awesome
27:14:00
exactly but those are the things that a
27:17:00
an inventor practive L or will learn at
27:20:00
your workshops at the things that you're
27:22:00
doing because you don't want them to
27:24:00
learn that stuff on their own because
27:25:00
they may blow a deal right they don't
27:29:00
know their story and that's what I think
27:31:00
Jared and I have been good at is that
27:33:00
we've learned how to create a story
27:36:00
because you know a story I mean it's all
27:38:00
about social media now the beginning the
27:40:00
middle and the end right everyone was a
27:41:00
story and that's the pitch has to be the
27:43:00
same way.not hi I'm Joe I think you're
27:47:00
gonna love this product then forget to
27:50:00
say what the product is it's 999 retails
27:53:00
for 60 792 call me but you know yeah but
27:57:00
they don't say that they would want to
27:59:00
buy it yeah
28:01:00
right it doesn't work why do I need that
28:03:00
product right right or copy paste oh my
28:06:00
god you know many people copy paste on
28:08:00
LinkedIn and they're like I know you're
28:10:00
in telemarketing space and I'd like to
28:12:00
talk to you about some telomere and I'm
28:14:00
like did you read my profile right
28:17:00
doesn't work I'm not in telemarketing
28:19:00
with not doing that stop it I mean I
28:24:00
know a lot of people are reaching out to
28:25:00
you guys would all the things you got
28:26:00
going on for people that are listening
28:30:00
what is what do you want to specifically
28:33:00
say when they reach out to you there are
28:34:00
a few things that could kind of make it
28:36:00
easier for them to look at what they
28:37:00
have and for you to get back them
28:39:00
because I know that they're writing you
28:40:00
long these long letters
28:41:00
they're not giving you enough
28:42:00
information are there to a little two or
28:44:00
three little things that they can send
28:45:00
you to pique your interest to get them
28:47:00
so you guys can get back to him
28:48:00
you go for it I know I know mine yeah I
28:50:00
want to know what they want what do you
28:54:00
what do you need from us yeah so that's
28:55:00
number one number two for me is don't
28:57:00
send me to a link you know I I'm sorry
29:00:00
and I'm not that I'm so great but I get
29:01:00
a lot of emails in and I don't want to
29:03:00
download something I don't want send me
29:06:00
a PDF of what you want to show me I oh I
29:08:00
guess that is a download yeah I don't
29:10:00
people say to us hey google my product
29:12:00
or you know I don't want to be but no
29:15:00
you're asking me so you give me the data
29:18:00
give me the link right give me the so I
29:19:00
know what I'm doing
29:20:00
make it easy for us to look real quick I
29:22:00
had a column this morning she sent me a
29:25:00
great little message I clicked on it
29:27:00
just looked at her product real fast you
29:28:00
know got on a call at a good
29:29:00
conversation but it was easy make it
29:31:00
easy for us so we're not you know where
29:33:00
are you selling now are you shop where
29:34:00
are you in the process right so were you
29:36:00
in the process
29:36:00
show us the information and what the
29:39:00
person you said I mean to me the biggest
29:41:00
thing is what are you looking and not
29:45:00
what I'm not what do you want from us
29:46:00
what is it that we do help you with
29:47:00
because we are more than happy to get on
29:49:00
the phone with anyone for a few minutes
29:51:00
and and and help and connect this
29:52:00
morning I didn't want I don't want
29:54:00
anything emerge she asked me a question
29:55:00
I was more than happy to give her a
29:56:00
little direction and then that met and
29:58:00
that was it so yes no is that you know a
30:03:00
lot of people are consumed with their
30:05:00
own needs and they don't realize that
30:07:00
you guys are looking at a hundred
30:08:00
products a day sorry that's quick and
30:11:00
easy for them for you guys to click and
30:13:00
look at their product they think that
30:14:00
theirs is the only one you're seeing
30:16:00
it's true and I don't understand it I
30:19:00
mean I can see how you can get lost in
30:21:00
that they just um I just said we're
30:24:00
looking at a lot of products for them to
30:28:00
you guys to look at as quick and easy is
30:29:00
what you need you know exactly more
30:31:00
likely to respond that way sometimes
30:32:00
I'll look at an email and I go gosh
30:35:00
and I'll take a cup like a few days
30:36:00
versus like ten minutes because you know
30:38:00
it gave me stuff to do and I'm irritated
30:40:00
that I have to do it and now that's
30:41:00
their fault and that's not not not to
30:42:00
like but you know I just the more work
30:44:00
are you making me do the less eager my I
30:47:00
am respond right but the thing you need
30:50:00
to understand is for those of you who
30:52:00
are listening the more
30:53:00
work you make it for us that's exactly
30:57:00
how much work you're making it to the
30:59:00
buyer the buyer so if you want to be
31:02:00
successful in this business in any way
31:04:00
they're having a respond to that type of
31:07:00
email either right you know everybody
31:10:00
wants the beginning a middle in the end
31:11:00
what do you want yeah when I send an
31:15:00
email I always say I would love I don't
31:17:00
even I don't even say can I send you a
31:19:00
sample a fat no I'm sending you a sample
31:21:00
it's it's gonna happen I just always say
31:25:00
uh I'll if you know send me your address
31:29:00
right now I'd be happy to send you a
31:31:00
sample for your consideration I'm saying
31:33:00
what I want I want you to consider
31:35:00
talking to me I want you to consider my
31:39:00
product I say what I want I don't just
31:42:00
say hang Ematic retails for $42.99 done
31:46:00
by years ago and I got started in this
31:51:00
business I ran into one of the buyers
31:55:00
that I was talking with at a trade show
31:56:00
he just never talked to me you know he
31:58:00
just went away after like three months
31:59:00
of speaking with them and went away and
32:01:00
you know what happens and I grabbed him
32:02:00
on on the floor and I said hey what
32:05:00
happened you know what happened with
32:06:00
that product and the guy was cool he's
32:09:00
truthfully said he said carmine
32:11:00
I don't read an email that is over like
32:13:00
five or six lines you know they just
32:14:00
don't have time to do it and I had set
32:16:00
them this cool right up thinking I was
32:19:00
doing the right thing it was years ago
32:20:00
and he just he said I just don't have
32:22:00
time to read it
32:23:00
right exactly what you're saying you
32:26:00
know you can't take up their time right
32:28:00
and you can't be selfish in your email
32:30:00
year and in taking that information and
32:32:00
not taking it personal but then adapting
32:34:00
to it you know I think that's huge right
32:35:00
like it's gonna hurt like something like
32:36:00
that guy hung up on us last week yeah I
32:38:00
hurt his feelings well you know what why
32:42:00
welcome to retail alright welcome in
32:44:00
retail I always the people go back and
32:46:00
look at our feedback video and on
32:47:00
YouTube it's like the best video my
32:49:00
favorite one which is which is fee how
32:51:00
important feedback is and and who you
32:53:00
get feedback from is you know I always
32:55:00
say like my mom thinks I'm perfect right
32:57:00
so biro needles need like a booster of
32:59:00
like confidence I call my mommy and he
33:01:00
tells me how wonderful I am i handsome I
33:03:00
am
33:03:00
how perfect I am I could do no wrong to
33:05:00
my mother
33:06:00
right but my mom also thinks you know my
33:08:00
mom was the one that was helping guide
33:10:00
me to retail I'd be selling my face I
33:12:00
wouldn't be selling products right so I
33:14:00
always think you know feedback is so
33:15:00
important and to know you're speaking to
33:17:00
but she's only dead can only buy so many
33:20:00
hang of Mannix you only buy son right
33:31:00
she used to have like a couple things
33:33:00
the wall but she doesn't keep hanging
33:34:00
stuff in order to keep his manga Maddox
33:38:00
we're running down a time I know you
33:40:00
guys got a live Facebook coming up and
33:43:00
you're gonna be running that doing this
33:48:00
almost every week after after I we do
33:50:00
the podcast you're gonna be running that
33:51:00
so what yes Friday Fridays at noon we
33:54:00
time I learned today I got a dad thing
33:57:00
we look hard when I talked about Pacific
33:58:00
time every Friday at noon sometimes
34:01:00
we'll do a second one today we have a
34:02:00
second one at 2 o'clock but always at
34:04:00
noon on Fridays we do a face a face face
34:07:00
book so much that I I would have to look
34:12:00
over Corrina Tunes hey hey I know she's
34:16:00
gonna hit me you don't see it because
34:17:00
you want to off cam she hits me I just
34:18:00
propeller on cameras I'm safe right now
34:22:00
thank you is the newest thing to do
34:24:00
right now so we started doing it and
34:26:00
it's nice to to feature inventors
34:29:00
because that way they could you could
34:31:00
they could show the product you could
34:32:00
see their product they could see us they
34:34:00
could you know Facebook has six billion
34:37:00
whatever followers we could we also like
34:40:00
to feature inventors and then pay for
34:43:00
Facebook Ads so they get a little bit
34:44:00
more traffic we you know we're already
34:47:00
sharing a lot of rich free content on
34:51:00
the page to get rich that's a new thing
34:54:00
we have a rich content and so yeah so we
35:02:00
want to help them to feature them
35:04:00
because you know when you go on these
35:08:00
television shows like Shark Tank or
35:09:00
entrepreneur don't pitch you come out
35:11:00
not learning anything yeah and we want
35:14:00
them to walk away and and then you learn
35:19:00
some things
35:19:00
they can do for their business well or
35:21:00
learn it before you go to get on these
35:22:00
shows because if you do it afterwards
35:24:00
you'll be really sorry that you got onto
35:27:00
that show cuz sometimes when you get
35:28:00
your big break
35:30:00
you want to be ready for it totally hi
35:32:00
I'm 300 cent speaking of big break did
35:34:00
you see sockdoc his video went viral too
35:39:00
like 18 million seventeen point three
35:41:00
million right now or something on the
35:44:00
show we went to his website his website
35:50:00
was down really so hard when people
35:54:00
wanted to buy it he probably fix it
35:55:00
right away buddy but Serena our
35:58:00
executive reducers she loves she was so
36:00:00
happy that it had got that and she went
36:02:00
on his wish I didn't she was having
36:03:00
problems getting on the site
36:04:00
I guess website or the Amazon one cuz
36:08:00
he's Amazon link was there that went
36:09:00
down to he ran an inventory and in the
36:11:00
link went bad yeah so right now he has
36:14:00
his mom his dad his wife everyone's home
36:17:00
shipping these things right now
36:17:00
thousands I mean good for him he's such
36:20:00
a great guy yeah it's fantastic we're
36:24:00
going to get him back on to see how he
36:26:00
handled all that yeah yeah that would be
36:28:00
some great some great feedback that we
36:30:00
should speaking of I have an interview
36:33:00
we have a new guest we need to schedule
36:36:00
I'm excited dawn LaFrieda is an investor
36:42:00
she invested in us on entrepreneur
36:44:00
elevator pitch oh yeah
36:45:00
she owns 80 Denny's ADM AV yeah so we're
36:53:00
gonna schedule her for a podcast um in
36:56:00
the next couple of weeks see when she's
36:57:00
free that's exciting
37:01:00
she just said and I'll throw in three
37:04:00
grand slams good maybe we should eat
37:09:00
pancakes and winner from a Denny's all
37:22:00
right you go to Denny's in Florida we'll
37:24:00
go to Denny's in here three Wi-Fi
37:29:00
everyone
37:32:00
alright guys well listen any of you
37:35:00
listeners that are out there who want to
37:36:00
be on the show
37:37:00
please go on out to the pitch to get
37:39:00
rich calm check out the website send it
37:42:00
a message to Carina and Jared and let
37:45:00
them know about your product Facebook so
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37:51:00
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37:53:00
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leave us a rating and an honest review
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be helpful to you guys so for me call my
38:10:00
disco and for Karina and Jared from the
38:13:00
pitch to get rich show oh I thank you
38:15:00
for listening and we'll catch you next
38:16:00
time on pitch to get rich peace oh my