Do Your Salespeople Look Like Quarterbacks?
Fall is one of the best times of the year. With football getting back in
full swing and being fortunate enough to live in a college town, it seems I can’t go anywhere without bumping into someone as excited as me about the upcoming football season.
This year we have a new coach who I believe has us going in a new and very exciting direction. He is trying to decide on a starting quarterback and I have been carefully trying to follow his process. (I doubt he’ll call and ask my opinion.)
So, with football heavily on my mind, I have been thinking about the similarities of a Quarterback and what a Coach looks for when choosing his Starter and what we as Sales Managers should look for when choosing our Account Managers and Salespeople.
Besides physical abilities, the skills needed to be a First String Quarterback are very close to the skills that are required to be a Top Performing Account Manager and Salesperson.
A Quarterback must:
- Be able to influence teammates to believe in him and the team
- Have the intelligence to remember and execute all the plays in the playbook
- Be willing to put in the time to prepare for the season and each game
- Have the capacity to quickly adjust to changing circumstances during the game
- Have the mental toughness to handle both wins and losses (touchdowns and interceptions)
- Desire to over-deliver each and every game (not just be average)
As a Sales or Account Manager you can see that the skills of a Quarterback look very much like the skills needed to be successful in Sales.
A Salesperson must:
- Be able to influence customers to believe in them and what they are selling
- Have the intelligence to appropriately implement all of their sales tools as needed
- Be willing to put in the time to prepare for the week and each sales call
- Have the capacity to quickly adjust to changing circumstances in the sales process
- Have the mental toughness to handle both wins and losses (making the sale and getting rejected)
- Desire to over-deliver each and every day (not just be average)
I know I have over simplified the skills needed to be both a Quarterback and a Salesperson but the similarities are remarkable.
I doubt if many Quarterbacks will be reading this article but I don’t think it would take much convincing for a Quarterback to think of himself as Salesperson. Just watch TV this Sunday and see who’s in the Shaving commercials.
What may be the bigger challenge is to get our Account Managers and Salespeople to think of themselves as Quarterbacks.
Thank you for taking the time to read this post. If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward.
Now let’s get out there and over-deliver!
Go Tech!
Buyer’s Remorse
We’re in Las Vegas this week taking what I think is a well deserved
vacation. The casinos were getting the better of us, so what better place to go shopping than in Vegas. I had no plans to post an article this week but thought some of you may enjoy this story.
Please note this article was written as a daily journal entry while I was sitting on a bench in an Outlet Mall watching people as my wife shopped. I’m a better watcher than shopper.
We are at the Outlet Mall and I’m setting on a bench watching people while Anita shops. This is back to school week so not many kids running around but the mall still seems busy. It appears that 40% to 60% off is common in most stores today. This may be the normal discount for an outlet mall but sales seem brisk.
I don’t know what the Timberland store sells but a lot of their sacks are being carried through the mall. This reminds me of my Aunt who likes to go around with her Neiman Marcus sack so everyone knows she has shopped there. Maybe a Timberland sack has some sort of status associated with it that I don’t know about.
So, I just bought a pair of shoes that I really didn’t need but the price was right. The funny thing I wondered how the store could or would sell a pair of shoes so cheap. I bought the shoes for 75% off and feel I got a great deal.
If I had bought the shoes last week for 40% off I probably would feel the same way (what a deal). But if I come back tomorrow and the shoes are 90% off I may not think it was so great.
As I continue to wait, I’m thinking if I had really thought before buying the shoes and got more information, I might have realized the reason for the heavy discount was because no one liked these shoes. Hell, I’m not sure I like the shoes either but what a great price.
So, 75% off for a pair of shoes that nobody wants is probably not a great but a fair price for today.
Do you sense a little buyer’s remorse sneaking in?
As I still continue to wait, I think if this is only a fair price for a pair of shoes that nobody wants and I really don’t like maybe I should just take them back.
Nope, no can do! I just remembered the sign in the window said “All Sales Final” “NO RETURNS”.
What a Sale?
Maybe, I need to run down and get one of those Timberland sacks to carry my 75% off pair of shoes, which I don’t really like and nobody else wants back to the hotel in.
I wouldn’t want anyone to think I was cheap.
I would like to like to have a good moral to this story or some great insight to how they used their sales and marketing skills to get me to buy these shoes. But I think it is as simple as:
If you have something on your shelves that nobody wants just mark it down enough and someone (me) will come along and buy it. I should have known better.
You never know the thoughts that pop into your mind as you sit in a crowed outlet mall watching shoppers while on vacation!
Thank you for taking the time to read this post. If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward.
Next week back to work!
Now let’s get out there and over-deliver!
September Tip of the Month – Google Alerts
In last month’s tip, I discussed using Google Search to help learn more about your customers.
This month, I would like to help you automate the search process once you have identified industries and customers you are interested in following.
Google Alerts
Google Alerts is an application that will email you when Google finds results that match your search terms in the future.
From the Google Alerts web page, people use alerts to:
- find out what is being said about their company or product
- monitor developing news
- keep up with a competitor or industry
- find our what’s being said about themselves
So to get started, go to Google Alerts and enter the term or phrase you want to monitor in the search query. The more specific you can be the better. You may need to experiment with the search terms to get the results you are wanting.
Once the alert or alerts are set up you will receive an email when Google finds results from your query.
I would suggest setting up queries for customers and industries you are directly involved with.
You may want to include a search with your company name.
You should also setup a search with “your” name so you will know if you are mentioned in any web articles or in the social media such as Facebook and Twitter.
There have been some discussions that Google may be discontinuing Google Alerts in the future but for now it still works.
Thank you for taking time to read this post. If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward.
Now let’s get out there and over-deliver!
Keep it Simple and Easy
I had planned to discuss how the sales process really didn’t need to be all that complicated. By keeping it simple and repeatable you can build a very successful sales team.
But as I began writing the article, I began to realize that while simple is exactly what we need to help ourselves as sales and account managers with the sales process, we must never forget to keep the process simple and easy for the customer.
I was talking last week with one of our managers and he told me that one of his long time customer’s had commented about us not being as easy to do business with as we used to be.
This is one of my fears that in our attempts to be efficient, accurate and striving for perfection that we may at times forget how the customer is affected. How many times do we put processes in place with little regard to the customer’s experience?
Take for instance the signature capture machines at most checkout stands. Please realize that I am not much of a shopper and I try to pay with cash when possible. So this may be more of a rant than a good example but for me I hate those machines.
First of all, when is the best time to swipe the card? I usually wait until the cashier looks at me disapprovingly and tells me to go ahead and swipe my card. Then I have to figure out which way to turn the card. I usually hear “try it again”.
Next, I have to try to read the small scratched up screen and check on the correct box. Why couldn’t they say the same thing? One place you are asked to check “yes” if everything is correct other place it’s “no” I don’t need anything else.
Maybe then I get to the signature box. I know there is no way what I scribble in the box resembles my signature. Have you ever noticed there is not an eraser on those pens?
Many times, the cashier will ask to see the card and type in a couple of numbers from the front or back of the card.
So why do I have to go through all the hassle with the little box with the scratched up screen answering questions, if the cashier is going to ask for my card anyway?
I’m sure there is a legitimate reason for the machines. Capturing my signature electronically is a reasonable expectation but if you’re going to ask to see my card don’t put me through all the other hassles. Heck, I had to sign one of those machines the other day when I paid cash. I wonder who added that process.
I know this was a silly example but please begin to review “your” processes and customer touch points and ask yourself “Is this simple and easy for the customer?”
Maybe better yet, “Is this process even needed at all?”
Thank you for taking time to read this post. If you have any examples of processes that makes buying harder for you than it needs to be, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward.
Now let’s get out there and over-deliver!
Who is your Ideal Customer?
Tell me “What does your ideal Customer look like?”
I’m not asking about their physical appearance but what characteristics do you think your customers should have that would make them a perfect customer. I have asked Account Managers this question many times and I usually get many of the same answers:
* Buys/needs what I have to sell
* Wants to be a partner
* Pays on time
* Respects my knowledge
I can’t disagree that these are all very important but I think as Sales and Account Manager’s we must dig much deeper to really find our ideal customers.
Our Marketing efforts will or should have identified the “Ideal Customers” by industries, segments and products that are most likely to be profitable.
Operations should be in place to provide the needed support and have the inventory and logistics to handle your sales.
The Credit Department will have analyzed the credit risk’s involved and be knowledgable with terms and conditions within each industry.
Now it is up to us to go out and make the sell. Whether you are a seasoned salesperson or just starting your career, you must be able to identify the “customers” or “customer types” that will make you most successful.
You can Google “Who’s your Ideal Customer” and find many resources and processes to help in your search. One of the most popular and logical I’ve seen and used is to make a list of all your customers. Then arrange them in some order. You can use your own benchmarks but most common are:
* Revenue (Sales or Gross Margin)
* Longevity as a customer
* Partner-ability
* Willingness to be a reference
Then you compare each customer to the criteria selected to help identify your best or ideal customers.
This will give you a good idea of customers that are most likely to be the most successful accounts. But I think if you stop here you will be missing maybe the most important aspect of “your” Ideal Customer.
When making a list like above, many times it will miss the intangibles or things that you just can’t easily benchmark.
I hope we all agree that the Account Manager’s ability to build strong and lasting relationships with customer’s is essential to everyones success.
So when I ask the question “Who’s your Ideal Customer?” what I’m really wanting to find out is who’s that customer that makes you love what you do. Which customer or customers are you most likely to go the extra mile for and always looking for ways to over-deliver. Who’s the customer that you are eager to go in early to see and don’t mind staying late to take care of. These will probably be the customers you will also consider friends and not just customers.
Let’s go through the same process as above but with a different benchmark that only you can know:
Make a list of all your customers using the criteria in the paragraph above and arrange them in order of those you’re always eager to call on first and those that you always find a reason to avoid last.
Now compare this list to the first list. I think you will see many similarities. I’m sure you will find that many of your customers will be in the same order as above. Your ideal customers from an analytical approach will be much the same as you personal list.
Here is where I tend to differ from the many articles that you may read.
I think that as Sales and Account Managers our ideal customers will be the the customers that we can most closely relate to on some personal level. I know this is too much of a general statement and does not always hold true but with the exception of possibly revenue, the analytical benchmarks used above may have as much to do with relationships with the Company and Account Managers as anything else.
If you can identify the things that are most common in “your” best customers list, you will be much more likely to be successful as you grow your business. You will be adding customers with the same characteristics that you are most passionate about and most willing to give your all.
I have struggled for several weeks with how best to write this article. I know it may lack in order and flow but I had to attempt to get my thoughts out as best as possible. I think the reason I’ve struggled the past few weeks with this topic is that these are the topics that we as Sales Managers find most difficult to teach.
How do we teach our Salespeople the importance of loving what they do?
Can we show our Account Managers that being passionate in all they do and willing to give their “all” is really the secret to being successful in anything they pursue.
And insisting that they are always trying to exceed their customer expectations.
Sales processes can easily be taught, best practices and sales tips learned but it’s the intangibles that helps us find our “Ideal Customer and Customers”.
Thank you for taking time to read this post. If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward.
Now let’s get out there and over-deliver!
Nothing Happens until the Customer Says
Nothing happens until you sell something!
While I believe this statement is true, it is a somewhat selfish view. As a Sales Manager I would like to believe that without sales, business as we know it would cease to exist and the epicenter of every company should revolve around the Sales Team and Salespeople. But I have learned that while sales are extremely important the truth is:
Nothing happens until the Customer says it happens.
No matter how good your products or how creative your marketing department or even how great your sales team, if your customers are not willing to buy, nothing else matters.
But you might remember from the last post that I said “Everything Matters” which I firmly believe but not without knowing what matters to your customers. They are the ones that tell you what they really care about.
So whether you are the Owner of the company, a rookie Account Manager or anyone in-between, this week you need to ask yourself “What really matters to my customers?” Then consider “What can I do to make it happen?”
If you are a Marketing, Sales or Account Manager here’s my suggestion:
Step One: Identify what matters to your customers. If you don’t know or can’t write down with certainty five to six things that really matter, you have some additional work to do. Don’t go any further until you know.
Step Two: Review your marketing and sales plans. Make sure the items identified above are included in the plans. If they are not, begin to revise the plans to include the things that matter.
Step Three: Remove things from the plans that don’t matter. This may be the hardest of part of the process. I see in many/most cases marketing and sales plans that are filled full of things that matter to the company, department or person making the plan and little to do with the customer. If it doesn’t matter to the customer and is not necessary to the company consider removing it from the plan.
Step Four: Implement the revised plan. Now you have a plan that should be focused on what matters to the customer and your business and less on what makes no difference.
How many times do you see Marketing and Sales strategies completely miss the target?
The solutions they are offering really don’t matter to the customer. I have an inbox full of these missed strategies every morning and every Tuesday my mailbox at home is full of the same. (I didn’t realize until last week that Tuesdays are the Post Office’s junk mail day in our town)
It seems companies trying to sell you something really don’t know you at all and what matters is what matters to them. (although they try to make you believe differently)
If you will start with the four steps above, you may find you are doing everything perfectly. If so congratulations and keep up the good work.
But if not, you must start by implementing the things that matter and eliminating the things that don’t. You will quickly begin to see a change with your customers and the relationships you are trying to grow.
Once they realize you and your company understands what really matters to them and that you have the products and solutions they need, you will begin to see great things start to happen.
Remember what I said at the beginning of this post:
Nothing happens until the Customer says it happens and “then” it only happens when you sell something!
Thank you for taking the time to read this post. If you would like, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward.
Now let’s get out there and over-deliver!
What’s Your Personal Brand?
As a Sales or Account Manager (for that matter anyone who sales
anything) you are constantly asked “What Brand or Brands do you Sell?” But have you ever asked yourself “What’s my Brand?”
When a customer or client thinks of you what quickly pops into their mind?
Companies spend enormous amounts of time and money trying to create and market their brand. These efforts are an attempt to influence how customers both present and future think about their products and services. They hire marketing teams, sales teams and advertisers to influence how we think and feel when we hear their name or go to buy their product.
Let me try to give you a quick example. As I mentioned last week, I’m in the process of buying a new truck. I’m worrying everyone around me to death about which brand of truck to buy and they wish I would just buy a truck and be done with it. My Son-in-Law told me I needed to just “go ahead and pull the trigger” and I agree. But I digress.
Automobile companies spend huge amounts of money to influence which brand of car or truck we buy. Take for instance General Motors with their 3 divisions. There may be more but Cadillac, GMC and Chevrolet are the big three. They are all owned by the same company and each of their vehicles do essentially the same thing. They get you where you want to go and back again. Most of the parts are the same and in many cases they look almost alike. But through their successful attempts to brand each of these divisions differently there is a perceived difference. If I say I’m looking to buy a Cadillac you have different thoughts that if I say I’m buying a Chevrolet. Agreed?
I know there are some differences in the two and I won’t get into that but besides being a bit jealous of you guys in your nice Escalades, I feel Cadillacs and Chevrolets are basically the same. That’s just my perception. I see very little value in the brand differences but apparently others do. Cadillac still has some marketing work to do on me.
This leads us to “What’s your Brand?”
As Salespeople I think we spend all our time influencing our customers on our company’s brand and the products and brands we sell. Many times we forget to think about our personal brand. That’s a lot of brands to worry about.
Many of our customers see us as just another salesperson, grouping us as all one and the same, much as I did above with Cadillac and Chevrolet but we can help change that with our personal brand.
Being a Sales Manager, I spend much of my time making sure we are promoting and influencing the brands we sell. We take the lead from marketing and hit the streets trying to influence our customers to buy our products. When they have a need, we want them to think of us.
But just as important is how they think about our Account Managers.
If you are a Salesperson or Account Manager do you give much thought to what your customer perceives when they think of you?
Are you thought of as:
* Smart
* Trustworthy
* Helpful
* Part of their team
or:
* Never prepared
* Sloppy
* Pushy
* Just another Salesman
When you go into your customer or client’s office are you projecting the image you want your customer to see?
Have you prepared for the sales call well enough that your customer always feels they are getting a value when you see them?
But most importantly, when you leave are they thinking about you the way you want them to think about you?
This is your personal brand. It is no less important than your company’s brand or the brand of the products you are selling.
I can’t stress enough that as Sales and Account Managers we must be intentional in everything we do. To build your personal brand you must do so with intent.
In our company we have a Corporate Philosophy that “Everything Matters.” We try extremely hard to pay attention to the details and not take things for granted.
I encourage when looking at and building your “Personal Brand” that you pay attention to the details and remember to your customer “Everything Matters.”
Everyone has a personal brand whether they know it are not. Your brand is how you are perceived by others.
Do “you” want to be perceived or thought of as a Cadillac or a Chevrolet?
If you have any helpful suggestions please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me on Twitter at www.twitter.com/WE_Ward.
Now let’s get out there and over-deliver!
Can Account Managers Be More Social?
Many Sales and Account Managers I know seem to be Social Animals.
When in a group and especially a “social” group setting, Salespeople want to be in the middle of the action. They’re usually the ones doing the talking and leading the conversation, creating a network of Friends and Associates. They get great pleasure and enjoyment in this environment. I suspect the term “Happy Hour” would not be as popular as it is today if not for Sales and Account Manager’s fulfilling their social needs.
I know a couple of Account Managers that fill their social needs a little too often.
Since Happy Hour doesn’t usually start until after 5:00 and is usually limited to a small group, I would like to invite you to join me as I continue to explore the world of Social Media.
In the last post “Google It!” I told you that I had just signed up for a Twitter account but I didn’t let you know why. If you have read my “About Me” page you know the reason for this blog is to provide enjoyable, relevant and sometimes thought provoking information related to sales, a couple of times a week.
Those that know me know I’m always reading, maybe too much if you ask my wife. I guess I should blame my reading habit on my parents for making me take the “Evelyn Wood Speed Reading Course” when I was in high school. (Showing my age again)
As I read, I am always jotting down notes, quotes or topics I think may be of interest in future blog articles. My ideas for blog posts are far exceeding my time available to write. Many of my notes would probably not make good articles but I think would be enjoyable as “Tweets”.
I have chosen Twitter over the other Social Media outlets such as LinkedIn and FaceBook to share this information. LinkedIn (which I also have an account) is a bit more professional and would not be as appropriate for the personal things I may have to say. Whereas, FaceBook may be a little too personal and not quite right for the usual topics I will be covering. Please let me reserve the right to change my opinion as we go along.
So, back to the topic of Account Manager’s being Social and having the need to network with Friends, Customers and Associates. If you are not using any of the Social Media outlets mentioned above with your Customers, I suggest you need to give at least one of them a try. Social Media allows you to build relationships with your Customers and also promote your Products and Services.
- It is much easier to get relevant and timely information out to your Customers than a Sales Call or Email.
- Can be used to find new Customers and Networking Partners.
- Helps in creating Trust and Credibility.
- You will become the “Expert” in your profession when done right.
At the very least, if you sign up you will be able to follow the Experts in your field, many of your Customers and some of your Competitors from the sidelines. But I think the real value of Social Media is to participate and be a part of the social community. You should get way more than you give.
I must confess that with the exception of this blog, I have been sitting on the sidelines far too long. If you want to join me on Twitter and learn what:
- Tweets
- Re-Tweets
- Mentions
- Hashtags
- Direct Messages
- @,#,d,follow
are all about, you can go to www.twitter.com to sign up.
To get started all you have to do is enter your name, email and password and then click on the “Sign Up For Twitter” button. Then select a user name, your real name is best if available. Next select the “Create My Account” button and that’s it.
If you are new to Twitter you can “Google It” and get all the information you need to get started or go to www.support.twitter.com for help. Also, check your company’s Social Media Policy for all the do’s and don’ts if using Your Company’s name or information.
If you have an account and are an experienced twitter user or just getting started please join me at @WE_Ward as I learn and hopefully demonstrate the tremendous value of Social Media for Sales and Account Managers.
Starting this week, I will begin tweeting the bits and pieces of information I come across each day to provide additional value to those who read my blog and I promise to always try to over-deliver.
If you have any helpful suggestions, please leave a comment below or you can email me at feedback@wewaonthenet.com.
You can also follow me at www.twitter.com/WE_Ward.
Now let’s get out there and over-deliver!
August Tip of the Month – Google It!
This month’s Sales Tip is more of a request than a tip for Sales and Account Managers.
Just Google It!
For the next week, I ask that you spend a few minutes every morning and Google each Customer (both existing and new) you plan to see that day. I know that not all your Customers are active on the internet but those that are will provide you a wealth of information.
Many times you can find their:
- Mission and Values
- Recent News and Awards
- Key Employees
- Location of Branches and Projects
- Projects Awarded
- Industry Associations
- Products and Services
- Job Opportunities
And never forget the “About Us” page on their website. This is where they have their chance to tell “their” Customers all about themselves. As an Account Manager you may not get to see how they communicate and sell to their Customers. The “About” page is a good opportunity.
But don’t stop there. Go ahead and check Facebook, Twitter and LinkedIn to gain information on the company and person you are going to see. This is especially valuable if you are just building a relationship with your Customer or making that initial introduction. (If you are not currently signed up on at least one of these, I encourage you to do so.)
And while you’re at it, go ahead and quickly search your Customer’s competitor’s websites. You may find opportunities you can introduce to you Customer. Heck, you may even find a prospective Customer.
The information you can gather in just a few minutes using the internet is endless.
With this information you will demonstrate your professionalism by being knowledgeable and prepared. You will not be wasting your Customer’s time needlessly fact finding and can begin delivering your value immediately.
I can’t tell you how many times I’ve had Vendors call on us that didn’t have a clue about our Company or what we do. I’m not only talking about rookie Account Managers but seasoned Professionals as well. How good of sales calls do you think those were?
I believe our Customers are asking us to bring them information they don’t already know. They are tired of telling us things we can easily learn (on the internet) with just a little effort.
So for the next week, do me and yourself a favor and Google Search each of you Customers before you make your sales call. This should require no more than a few minutes once you get the hang of it. Then incorporate what you learn into the visit. I think you will see a huge improvement in your results.
Please let me know your results in the comment section below or email me at feedback@wewaonthenet.com.
As of this week you can also reach me on Twitter at @WE_Ward.
Now let’s get out there and over-deliver!
Why Should I Buy From You?
As Sales and Account Managers can you answer this one simple
question?
Why should I buy from you over everybody else?
This is such a simple question but may be the hardest question you will ever be asked to answer. In many cases your Company may not even know the answer.
If you can satisfy the customer’s “Why” the sales process becomes much easier. If you can’t, you are probably stuck to only talking about price and becoming a “me too” Account Manager.
Everyone wants to feel they are making the right and best decision when purchasing anything and I’m no exception.
I’m getting ready to start the process of buying a new truck. Anyone that knows me knows that when I say process I mean a grueling process.
- I will study the different models and options well beyond reason.
- I will have my list of what I’m looking for narrowed down before I even talk to a dealership.
- I will have a good idea of what I’m willing to pay.
- I may even have the vehicle picked out that’s on the lot.
When I finally go in the dealership, what I’m really looking for is “confirmation” that I am making the right decision.
- Is this the dealership and salesperson I should be buying from?
- What makes them better than the dealership down the street?
- Are they going to take care of any problems I may have in the future?
Is this any different than what your customers are thinking or asking themselves about you and your company?
If you don’t know or can’t tell your customer what makes you and your company special, how will they know?
- What products or unique services do you offer that the others don’t?
- In what areas are you far superior to your competition?
- What makes choosing you their best decision?
It doesn’t matter what products or services you are selling you must be able to answer these questions.
My suggestion is:
- Write down the question on a piece of paper.
- Brainstorm all of the things you think makes you and your company special and write them down.
- Eliminate the things your competition does as well as you.
- Scratch off the things your customers would not see as a value to them.
- Select from the remaining items the things you are far superior than your competition and would help your customer realize that choosing you and your company is the best decision.
Now you should have the framework to begin answering the question. Take the time to write down your answer and practice saying it until you have it down cold. Be able to deliver the message with confidence and ease.
You may never know when you will be asked “Why Should I Buy from You over Everybody Else?”
I hope Johnny at the Chevy house is practicing his answer this weekend!
If you have any helpful suggestions, please leave a comment below or email me at feedback@wewaonthenet.com.
Now let’s get out there and over-deliver!
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