320. B2B Leverage for Franchise Growth—Jermane Cheathem, Founder, Creators Learn

So I'm Jermaine.

My company's Creators Learn, and I guess I'm the chief creator.

Fantastic.

Well, Jermaine, one of the reasons I was interested in having you on the show is really your specialty working specifically in a B2B sales type of environment.

And it's one that I think very often goes either overlooked or not considered, especially in my world that I live in, in the franchise space, 'cause so many people, when they think of franchising, they think of, "Oh, you must be a restaurant or a hotel," is oftentimes what people think about.

As of the last ninety days of this recording, the number two category for the most leads generated is business services, and services targeting and doing business-to-business types of transactions.

I'd love for you, maybe just from a high level, to talk a little bit about this idea of B2B sales and how it might be different from a B2C type of environment.

Well, they're vastly different.

I've worked in both, and once I tasted B2C, and then I tasted B2B, [laughs] I never would go back to B2C for a couple reasons.

Number one is B2B is a way more sophisticated selling environment and, and business environment.

However, the reason why I enjoy that more is because you're dealing with professionals, and professionals like to get things done.

They don't like to get emotional.

They don't like to waste time.

They are about the X's and O's, the blocking and the tackling, and moving things forward.

So it's just cleaner, it's more professional.

It's just my cup of tea, because I've worked in the B2C realm, and, like, the emotions run so much higher because I don't know if it's a financial constraints, mental constraints, scarcity thinking, but it's harder to close those deals and actually build traction.

And so they're vastly different, and you have to use two separate strategies when you're trying to tackle a B2C client versus a B2B client, because if you try to tackle a B2B client using B2C tactics, they're gonna sniff it out and say, "This is BS.

Quit trying to sell me." You can't use those type of sales gimmicky guru type stuff.

You can, you can do that if you're selling a low-ticket B2C stuff, 'cause the, the clients aren't as sophisticated.

So they're totally different.

I just love B2B because people have money, they care about the bottom line, and they get things executed as soon as possible, because literally whatever I'm supplying should help me run their business and vice versa.

So it's like a two-way street where two entrepreneurs or two businesspeople are trying to help each other grow by helping each other with their unique special service or product.