#awinewith Tara Rimmer
MEET TARA
Tara is the Co-founder of A Van That Can and Founder of Resting Boss Face.
Find Tara here:
The Van That Can website or Instagram @thevanthatcan
Resting Boss Face website or Instagram @restingbossface
SHOW NOTES
Dani’s favourite quote: “If you can sell one thing, you can sell a hundred.”
TRANSCRIPT
Danielle Lewis (00:07):
So welcome, all of you amazing Sales and Winer's. I am so excited. I'm Danielle, I'm from Sales & Wine. And today I am interviewing for our series, A Wine With ... the amazing Tara, from not only The Van That Can but Resting Boss Face as well.
Danielle Lewis (00:24):
So thank you, Tara, for joining us on the tube.
Tara Rimmer (00:28):
Hello. How are you?
Danielle Lewis (00:31):
Amazing.
Tara Rimmer (00:31):
Thank you for the invite.
Danielle Lewis (00:33):
Any time. You are amazing. It is our privilege to have you here.
Danielle Lewis (00:37):
So today's chat is super casual. And the reason why people tune into Sales & Wine is because we try and help startup founders and small business owners realise that sales doesn't have to be poo, in actual fact they are delivering amazing amounts of value to people.
Danielle Lewis (00:54):
So we like to have a chat about sales and try and distill some kind of tips and tricks and insights to help people realise that they are creating amazing things in the world and that they need to get that in front of as many people as possible. So thank you for joining us to share your experience today.
Danielle Lewis (01:12):
So, just to get things started, can you tell us a little bit about your background and journey to The Van That Can and Resting Boss Face?
Tara Rimmer (01:21):
Okay. So, originally, I'm English. This is getting recorded in Australia. I moved to Australia when I was about 21, I think. I didn't do a gap year or anything like that. What I decided to do was break up with my boyfriend and move halfway across the world.
Danielle Lewis (01:36):
Perfect.
Tara Rimmer (01:37):
So really committed to that. Yeah. Then never went back. So it was my mom's best life ever.
Tara Rimmer (01:44):
And so I came here. I was in corporate before, working for Deloitte's and Lloyd's of London. So always in a finance background. When I came here, to begin with, I ended up getting a job with PwC, which again is tax and legal. So I've always had that corporate background.
Tara Rimmer (02:03):
And after a while ... because I moved here, I reinvigorated my entire life ... I was getting a bit to a point of, "Is this life?" And somewhat dramatically, I used to think, "If I get hit by a bus on the way to work, what a waste of my life. Literally, what have I done?" And, obviously, I've done some things and it's not a waste of life. I'm very dramatic. But I used to just think, "This-"
Danielle Lewis (02:29):
Sometimes you have to be though, right? You need that kick in the bum moment.
Tara Rimmer (02:32):
I just used to think, "If this is it, what is the point?"
Tara Rimmer (02:37):
So that was brewing in the background. And what happened was, I was like, "Okay, I need to create some balance in my life, take on some more hobbies. Do things like that." And I ordered a stand up paddle board online.
Tara Rimmer (02:50):
I lived in the unit at the time. When they delivered it, the drivers, they wouldn't bring it upstairs. They just were like, "Nope, staying down here." And along with being dramatic, I'm a bit precious as well. So I was just like, "How am I supposed to get this up my stairs?" The answer is carry it. But that wasn't my answer. And I was like, "This is ridiculous. I've spent so much money." I was so angry about it. And I'd taken an annual leave day, which is precious when you're in the corporate world. And basically phoned up my husband. Had to go at him. And then by the time he got home, I was like, "Right, that's it. This is what we're doing."
Danielle Lewis (03:27):
Nice.
Tara Rimmer (03:27):
And I just decided, people must be as high maintenance and as precious I am. And so that's how The Van-
Danielle Lewis (03:36):
I can speak for people, and we are. We are, yes.
Tara Rimmer (03:38):
"I don't want to do that. I paid you to do that."
Danielle Lewis (03:39):
That's exactly right.
Tara Rimmer (03:39):
And so that was how The Van That Can started.
Danielle Lewis (03:46):
Oh my God. That is amazing. I mean, not to just interject with the story, but I have moved twice in the last six months and used your service and that is why I love it. Because you know what I did? Nothing. I did nothing. All I did was go, "I'm going to be here with the bubbles and I'll just point at things."
Tara Rimmer (04:04):
I'll take some stories.
Danielle Lewis (04:06):
That's exactly right. And they were taking stories. I was like, "This is the best I've ever experienced."
Tara Rimmer (04:12):
Aw, thank you.
Danielle Lewis (04:14):
Awesome. Cool. So set out to solve a need in the market.
Tara Rimmer (04:21):
Yeah.
Danielle Lewis (04:21):
I feel like it might have been the same with Resting Boss Face? How did that come about?
Tara Rimmer (04:26):
So The Van That Can started in, I think, 2013. I am the worst with dates and details.
Danielle Lewis (04:35):
That's fine. That's fine.
Tara Rimmer (04:35):
And we grew really quickly. So within 12 months we already did $1 million in sales. Which was quite unexpected. And then what happened was we then started winning awards and a lot of local recognition, and getting in the press and things like that.
Tara Rimmer (04:52):
And so then what would happen is people would then reach out to me, other entrepreneurs would reach out to me just for coffees and questions. And in the beginning, super chill, didn't mind it. But the busier I got, the more I needed to systemise it. Also, I'm very A Type, so if it's not in my calendar it's not happening. So I started systemising it and making it more of a, "We're not just like casually having a coffee. We need to have a date, we need to discuss, have a plan and a system and a structure." And, obviously, for people that were reaching out to me, they weren't in that stage. So they would need me to organise that. Which is fine.
Tara Rimmer (05:34):
And what I realised was a lot of people want to talk, basically. And because I'd already achieved a certain amount of success, I was able to answer their questions. Then they could get where they wanted to go much faster.
Danielle Lewis (05:51):
Awesome. I love it. I think that if you, as a founder or business owner, can shortcut anything ... so if you can figure out somebody's system, process, the way they've achieved success, and cut out all the little mini failures along the way, that's absolute gold.
Tara Rimmer (06:09):
Yeah.
Danielle Lewis (06:09):
So that is amazing.
Danielle Lewis (06:12):
Okay. You mentioned The Van That Can obviously growing really rapidly and hitting that $1 million sales mark in the first year. Obviously, you were the founder of that business. I hear so many founders say they hate sales. So the fact that you talked about sales says to me ... and you have a finance, corporate background ... obviously you were pretty switched on from the beginning and knew that sales and revenue were going to be some of the most important things.
Danielle Lewis (06:39):
So why do you think that some founders have this weird connotation with sales and don't want to talk about their product or service? Do you have any insight why you think that that happens?
Tara Rimmer (06:51):
From my experience, I think it's either one of two things. Number one is the doubt, like the imposter syndrome, they don't think that they're worthy enough. Or number two, they don't think their product or service is worthy enough.
Tara Rimmer (07:09):
And so, for example, when people come to me from a coaching perspective, they often come to me because, let's say, for example, they have $1 million goal. And what happens is their mindset, they start thinking: is their product or service worth $1 million? They don't think, "Is my product or service worth $100," or whatever the sales price is. And so they get almost so consumed with the bigger picture that they lose sight of, okay, well they need to be providing $100 value, not $1 million value.
Danielle Lewis (07:43):
Yeah. Wow, I had never thought about it like that. I guess, as a business owner, you've got to silo both of those things.
Tara Rimmer (07:50):
Yeah.
Danielle Lewis (07:50):
So, "What value do I actually provide to the end customer?" versus, "Well then how many customers do I actually need to hit my sales goals?"
Tara Rimmer (07:58):
Yeah.
Danielle Lewis (07:58):
Oh, awesome. And do you think that it's valuable for founders or business owners to be the salesperson?
Tara Rimmer (08:08):
Yes and no. So I think, in the beginning, yes. Because you are going to be your biggest champion. And if you can't front it, no one else is going to believe in it.
Danielle Lewis (08:19):
Yes.
Tara Rimmer (08:20):
No, if you want to scale. So I always say, "The first six to 12 months, you need to be out there selling, pushing, telling everybody who you are. But if you are going to scale and grow and then have a team, you need to have other people who are doing the BD, the business development."
Danielle Lewis (08:38):
Yeah. And so I guess when it gets to that stage you really got to think about your system and process then, so that how you can pass on your wisdom from that you six to 12 months of actually selling.
Tara Rimmer (08:51):
Yeah.
Danielle Lewis (08:51):
Okay. Amazing. So then, with that in mind, and we talked about founders being a little bit hesitant to talk about themselves or their business, do you think there's a difference between male and female founders? Have you had much experience with the two sides of the coin?
Tara Rimmer (09:08):
100%. I'm probably more masculine, which is actually how the name Resting Boss Face came around. Because when I started The Van That Can, people would always say I had resting bitch face.
Danielle Lewis (09:24):
I see. Oh, thanks.
Tara Rimmer (09:26):
And because I come from a corporate world ... yeah, exactly. I'm like, "Okay, sorry I'm not here to tell a joke. I'm here to run a business."
Danielle Lewis (09:33):
Yeah.
Tara Rimmer (09:34):
And because I came from corporate, I'm very A Type, I'm very systems. So I've had it my whole life. But I just then spun that around and made it actually more of an empowering thing. Like, "Stop trying to take this away from me." Because I think a lot of women in particularly male-dominated environments, can get ... maybe this is too strong a word ... but can get bullied. Which is then why females, in particular, are more nervous about selling themselves. Because there's a whole like, "Oh, your little business. Your side hustle."
Tara Rimmer (10:09):
For women, the language around business is generally ... and a mass generalisation ... quite demeaning. And so I do think there is a lot of work ... And it's also a lot harder as well, because women are usually balancing home life, family life. Again, very generalising, men get to go to work or go to their business. They switch off. They can sell, they can go and play golf. They can do the deals. Whereas women are like, "Okay, well I've got a coffee between 10:00 and 10:30. That's when I need to grow my side hustle," for example.
Danielle Lewis (10:43):
Yeah.
Tara Rimmer (10:45):
So I do think there is a difference. And usually it is a lot more of a emotional thing. But I actually always say ... and this is my favourite trick that I tell everybody ... is to write a brag bank.
Danielle Lewis (11:00):
Ooh. Cool.
Tara Rimmer (11:01):
Yeah. This piece of paper, you just brag about everything you have ever done, achieved. And you just have that ... so I have mine next to my computer, just on the wall. And it's just all of the things I've done. So then when I do get in my feelings, I can just look at it and be like, "No, no, you can do this."
Danielle Lewis (11:19):
And, "I'm actually amazing. The piece of paper said so."
Tara Rimmer (11:22):
"Yes, me."
Danielle Lewis (11:22):
Yeah. I love it.
Tara Rimmer (11:22):
"Have you met me?"
Danielle Lewis (11:28):
That's so good though. I think it's so easy to get wrapped up in the day-to-day. And a cranky email comes in or a team member's having a rough day, and you're sitting there going, "Oh my God, what am I actually doing?"
Tara Rimmer (11:39):
Yeah. Yeah.
Danielle Lewis (11:40):
But if it's kind of thing, you're like, "Oh no, it's okay. I've got this. I've got this."
Tara Rimmer (11:43):
"Everything's on fire. How am I going to survive?"
Danielle Lewis (11:45):
Yeah. Yeah. Exactly.
Danielle Lewis (11:47):
I mean, but it's so interesting because obviously I follow you on social media and you talk about mindset quite a lot in business. And you've already, just in the last few questions, talked about it a couple of times in terms of either people feeling like they've got imposter syndrome so they're not out there selling or they don't think it's valuable enough, or the system getting us down so needing to ourselves of how amazing we are.
Danielle Lewis (12:14):
What impact do you think mindset has and what work do you think we should be doing to help our businesses grow?
Tara Rimmer (12:22):
I think mindset, it changes everything. When I first started business, like I said, I was very masculine energy, very A Type. And if you tell me to do mindset work, I would've probably just walked out of the room. I would just be like, "I don't have for this.
Danielle Lewis (12:35):
You're like, "Whatever." Yep.
Tara Rimmer (12:35):
"I'm busy." So I'm like, "Bye."
Danielle Lewis (12:35):
"It's too woo-woo." Yep.
Tara Rimmer (12:35):
Ah, the woo-woo, that was like ... no.
Danielle Lewis (12:43):
Yep. Yep.
Tara Rimmer (12:44):
And after a while ... because I do believe business and growing and being successful, it's a pattern of behaviour. And so you can create a system of, let's just say, you find a product that you can sell for $100. You work out how you sell it. You times it by 10. That's cool. We can create that system, that formula, that structure. You can automate and systemise. But you can't do that to your mind without mindset work.
Tara Rimmer (13:12):
Because I can download an app that's going to then increase my sales on my website. You can do things that are external to you, but you also have to be working on the mindset of actually you downloading the app, for example, instead of just sitting there and being like, "Ah, this isn't working." And I always say, "If you can sell one thing, you can sell 100 things. You just have to work out the pattern."
Tara Rimmer (13:34):
And so, for me, mindset work really kicked in. I find business to be a hockey stick, we did that million in the first year, I, fast, had to get a team, get systems, do all of this stuff that I just hadn't expected to do. Which then meant I then had to work out, "Okay, well how do I translate what I'm doing to this new person? My passion, or my belief, or my goals?"
Tara Rimmer (13:59):
And that was a lot of mindset work, because, again, I was coming from an A Type, "Here's your list, bullet points. Let's go." And not everybody works like that. We're not all robots.
Danielle Lewis (14:09):
Dammit. If only though, if only.
Tara Rimmer (14:13):
Give Mark Zuckerberg a couple years.
Danielle Lewis (14:14):
Yeah, that's right. This is true. This is true. You heard it here first. Yeah.
Tara Rimmer (14:19):
So that mindset work was really important.
Tara Rimmer (14:21):
And then, also, my health was declining. So I had endometriosis and adenomyosis. Which meant I went from being this A Type goal-getter, like, "I'm going to be the queen of the world. Catch you in five years," to suddenly thinking, "Oh, I'm really tired. I'm so tired."
Tara Rimmer (14:40):
And I didn't know why at that point. And so it's just like, "I need to get out of this. I need to snap out of it." Which works a couple of times, but then you have to build the mind muscle.
Danielle Lewis (14:53):
Yes. Yeah. And that's it, sometimes there's only so many days where you can give yourself that little pep talk and go, "Just keep pushing. Just keep pushing."
Tara Rimmer (15:02):
Yeah.
Danielle Lewis (15:03):
It's not about pushing anymore, it's about rewiring the way you think.
Tara Rimmer (15:09):
Yeah. Yep.
Danielle Lewis (15:09):
Yeah. Oh my God, that is amazing. I love that.
Danielle Lewis (15:11):
Okay. Cool. So, back to customers. Where do you think that people go wrong when they're trying to get their early customers? Something that you said that just really resonated with me was, "If you can sell one thing, you can sell 100 things." When you think about the first customers people are acquiring into their business, where do you think that they go wrong? Why do you think it's so hard for people sometimes?
Tara Rimmer (15:36):
I think people don't pay enough attention to patterns. And so, now that's called data and stats. But there are things that even when you are, let's just say, the really early days when you're networking, who's interested in when you're speaking? Who's listening to you? Who's coming back and asking another question? And that will then start identifying a) the type of language you use or b) the type of people that are interested in you.
Tara Rimmer (16:06):
And I think people throw it all out there, and then is like, "Why haven't 100 people bought?" When really, you need to be starting to identifying the pattern of: who has bought before? Your one sale, who bought that? Well, how did they find you? Why did they buy it? What problem did they solve?
Tara Rimmer (16:27):
And sometimes, I think when you're selling a product or service, as entrepreneurs or the business owners, we love our product that we start talking about features instead of the transformation. Because we're so like, "Oh, it does this and there's this new spandangly website."
Danielle Lewis (16:43):
And we're so proud of it. Yeah.
Tara Rimmer (16:45):
Yeah, we love it. But a customer, they don't know what you're talking about. They just want whatever it is you're selling.
Danielle Lewis (16:53):
Yeah. And it's so true, isn't it, the word you use there, transformation? So I think people forget that. And when they go, "Oh, I don't want to sell them anything." It's like, no, you're not selling a product or a service, you're selling the transformation; how you are going to change someone's life, how you're going to save them time, save them money, save them sanity, whatever it is that you're doing, that's the little thing that you have to hone in on, I think. And I think that's what makes it less icky to talk about when you start talking about that transformation. I think that's super cool.
Danielle Lewis (17:25):
So what do you think the most important thing is to focus on when people are trying to get early traction in their business?
Tara Rimmer (17:33):
The main thing to focus on is, hang out where your ideal customer hangs out. So, for example, with The Van That Can, most of our customers, surprisingly, are interior designers and high-end furniture retailers.
Tara Rimmer (17:46):
And what that has meant for us is we've actually spent a lot of time on Instagram, because that's where they are. Traditional transport companies are not on Instagram, or they'll post pictures of their trucks, or really disgusting things like that. Whereas we try and talk the interior designer language, in a sense of having the funny reels and the posts and having a sense of humour.
Danielle Lewis (18:09):
That's cool.
Tara Rimmer (18:09):
Because, again, with a transport company, there's only so many things you can say and do that are not interesting to anybody.
Danielle Lewis (18:18):
Truck-related, yeah.
Tara Rimmer (18:19):
And like you said, [crosstalk 00:18:20]. Boring. The polite word for boring.
Danielle Lewis (18:24):
Yes. Exactly.
Tara Rimmer (18:25):
And like you said, when they did your job, they're filming reels as well and filming selfies.
Danielle Lewis (18:30):
Yeah, they're running through our glitter wall. I'm like, "You are the most fun removal people I've ever met."
Tara Rimmer (18:37):
They love it. Our guys, they're all performers.
Danielle Lewis (18:40):
Yeah. Oh, that's so good. Yeah, that is good advice.
Tara Rimmer (18:44):
And so if you can hang out where they are ...
Danielle Lewis (18:46):
Yeah. I think it's so good, it's a common thread during this chat. I think sometimes people make the mistake of just talking to everybody instead of talking to who their ideal customer actually is.
Tara Rimmer (19:00):
Yeah.
Danielle Lewis (19:01):
Okay. Cool. So I'm going to ask you another sales question and then a random one.
Tara Rimmer (19:06):
Mm-hmm (affirmative).
Danielle Lewis (19:07):
So do you have an example of your worst sales experience? So whether it was when you were trying to sell to someone or whether someone was trying to sell to you. I guess, what's something that we should avoid in sales?
Tara Rimmer (19:24):
My worst customers are the ones that do not follow my process. And that's in both of my businesses. There are systems that we're like ... So, for The Van That Can, we have online booking forms, we have numbers. And so, for example, the booking form, it asks you certain questions. And you fill that in, you're pretty much going to get an, on average, good service because it is based on nine years in business. And so it's eight years average, so obviously sometimes ... whatever. But you are going to get what you asked for.
Tara Rimmer (20:05):
We have customers that will email us. If someone's sending me 19 emails, I can guarantee this is going to be a problem day.
Danielle Lewis (20:12):
Yeah. Totally.
Tara Rimmer (20:16):
It's like, "You can guarantee [inaudible 00:20:16]."
Tara Rimmer (20:16):
And the same with my coaching as well. There's a customer journey that's designed to give the customer the best experience and give them exactly what they want. But in order for me to deliver that service, I need some things too. And so whenever people don't follow that journey, I'm like, "Oh, please just do this."
Danielle Lewis (20:39):
It's like a red flag, isn't it? You know that it's just not going to go smoothly and that it's probably going to be more painful than it's actually worth sometimes as well, I think.
Tara Rimmer (20:49):
100%. So now I have the luxury of just being like, "No, not happening."
Danielle Lewis (20:54):
Yeah, "That's it.
Tara Rimmer (20:55):
And from-
Danielle Lewis (20:56):
Maybe in a year. Come back to me later."
Tara Rimmer (20:58):
No, usually I don't say, "Come back to me."
Danielle Lewis (21:00):
Or don't. Or don't.
Tara Rimmer (21:02):
Do not encourage that.
Tara Rimmer (21:03):
And then from being sold to, I think I personally struggle with anybody that doesn't speak to me. So I've been in situations where I'll either be with my husband, with other clients, that ... mostly because I'm with female in the room ... the eyes maybe will go to the male in the room. And you can pretty much guarantee ... and I'm lucky to be surrounded by enough men that are like, "Speak to the boss."
Danielle Lewis (21:39):
Yeah.
Tara Rimmer (21:39):
But you can pretty much guarantee your sale will fail, it's not going to happen because ... nah.
Danielle Lewis (21:47):
Yep. Yep. Yeah. And it's-
Tara Rimmer (21:48):
So know who the deciding buyer is.
Danielle Lewis (21:52):
Yes. Yeah. It's so true. Nothing annoys me more, and this is just even on a personal level, when somebody hands over the EFTPOS machine to the man at the table. And I'm like, "Oh, that's fine. I'll take that, thank you." So it is hilarious how that's still going on. It's like, this is 2021 people. Why is that still happening?
Tara Rimmer (22:15):
It's just wild.
Danielle Lewis (22:16):
And I think you're spot-on though, it's like, sure way to lose a sale. Get with the times. Understand who the decision-maker is. Yeah, really interesting.
Tara Rimmer (22:25):
This is it. And often it's the person whose name is all the booking.
Danielle Lewis (22:30):
Yes, oh my God.
Tara Rimmer (22:32):
I'm like, "I don't know how this other person came into this. He just seemed to be here at the time."
Danielle Lewis (22:35):
Yeah.
Tara Rimmer (22:37):
"I mean, you can pay if you want."
Danielle Lewis (22:39):
Yeah. Exactly. Maybe we should start enforcing that?
Tara Rimmer (22:42):
So I'm like, "Well, he has to pay now. Not my problem."
Danielle Lewis (22:45):
Yeah, exactly. Oh, I love it. I love it.
Danielle Lewis (22:48):
Okay. Cool. So one last question for you before we wrap up. The other thing I hear you talk a lot about on socials and blogs and interviews, and all that kind of stuff, is actually understanding your profit inside a business. So do you see people go wrong, with not understanding sales versus profit?
Tara Rimmer (23:09):
Oh my God, it just kills my soul.
Danielle Lewis (23:12):
Triggering, triggering.
Tara Rimmer (23:13):
I am triggered. I have had so many customers who either have a successful bank account ... so they might have a lot of cash, but they maybe haven't paid all their bills. Sometimes that might be the super or the taxes or big things like that ... or people who have grown a huge company that also will have, let's say, $1 million turnover. No profit. Haven't paid themselves a wage.
Danielle Lewis (23:46):
Wow.
Tara Rimmer (23:46):
And so that blows my mind. As much as I love business, and this is probably not the correct thing to say, I didn't do this to run a charity.
Danielle Lewis (23:57):
No.
Tara Rimmer (23:57):
I'm doing this to pay my bills, to achieve my own personal goals in life. Yes, it's driven by a passion, but I'm not doing it for free. Just like anybody else isn't working for free.
Tara Rimmer (24:09):
And so what I find, is that when people say, "Oh no, I'll pull a wage next year." No. No.
Danielle Lewis (24:19):
No.
Tara Rimmer (24:19):
I pulled a wage from day one. Because it's not a business, it's not even a job, if you're not pulling a wage.
Danielle Lewis (24:27):
Exactly. Yeah. Oh my God, you're so right.
Tara Rimmer (24:33):
And so knowing your numbers, to me, it's the most important thing. I can honestly speak about this for hours and hours. It's the most important thing, is to understand your profit margin, your cost of goods, expenses. And especially when you go from a sole trader to a team, those expenses change rapidly and often so does the profit margin.
Tara Rimmer (24:54):
So being able to try and predict that. Because you often can't, let's say, go from a $100 product to a $200, because now you've got a team. So if you can start mapping out that growth, or the projected growth, you can maybe, let's say, start increasing your prices, or you can start at the correct price point to begin with.
Danielle Lewis (25:16):
Yeah. Oh my God. I just resonate with that so much, of the people that kind of go, "Founders shouldn't make a wage," or, "Founders should be working for equity." And I'm like, "That's not a business. It's literally not a business." Yeah. Oh my God.
Tara Rimmer (25:32):
Why would you work for equity? Equity doesn't pay my supermarket bill.
Danielle Lewis (25:37):
No. Or your rent, or anything. Yeah. 100%. 100%.
Tara Rimmer (25:42):
And I think, as well, because business is hard, if you're not getting paid ...
Danielle Lewis (25:47):
Why the hell are you doing it?
Tara Rimmer (25:49):
... why are you having someone shout at you because, I don't know, there's a typo in your email? Why are you doing this to yourself?
Danielle Lewis (25:57):
Yes. You like a special form of torture, by the sounds of things.
Tara Rimmer (26:00):
That's just it. I don't understand it. But I also think the school system could do better with money and finances. Like personal, professional, we don't really know. We are taught to follow a system.
Danielle Lewis (26:16):
Yes.
Tara Rimmer (26:17):
And, I mean, to be honest, even that system I don't love. I didn't go to university. But there's not enough real life-
Danielle Lewis (26:23):
You're not missing anything, don't worry.
Tara Rimmer (26:23):
It's not my vibe.
Danielle Lewis (26:28):
No.
Tara Rimmer (26:29):
There's not enough real world experience, that I think can be helped. And I think that's what's really exciting now, is there is much more ... I was going to say confidence ... but maybe excitement about being an entrepreneur. So there is more education. And it's not so weird now to want to do that.
Danielle Lewis (26:51):
Yeah. And I think there are people like you that have courses and education and coaching. So if you really want to find out the information, it's around now. Which I think is so exciting as a business owner.
Tara Rimmer (27:05):
But sometimes you don't know what you don't know.
Danielle Lewis (27:07):
Yeah, that's true. That's true.
Tara Rimmer (27:09):
And so, for example, one of the people that I helped that basically didn't pay their tax bill, it was a different kind of tax. They'd paid their GST, but they hadn't paid their corporate tax because they just didn't know it existed.
Danielle Lewis (27:21):
Yeah. Wow.
Tara Rimmer (27:24):
Because they were like, "Oh, PAYG, GST." And so they got to the end of the year, where they didn't put this money aside, and they were like, "Sorry, what? What do I do now?"
Danielle Lewis (27:32):
I know. It's crazy, isn't it? You're spot-on, people don't know what they don't know. And, unfortunately, sometimes it's only when you get in a bit of trouble that you're like, "Oh, okay. Cool. Note that for next time."
Tara Rimmer (27:42):
Yeah. Don't make that decision again.
Danielle Lewis (27:43):
That's right.
Danielle Lewis (27:48):
Okay. Well, you have been amazing. So now it's just one last, leave us with your favourite vino and favourite sales tip.
Tara Rimmer (27:57):
Okay. So, first of all, not a wine drinker. I drink champagne. Or, at the moment, I'm loving margaritas.
Danielle Lewis (28:03):
I'm with you. I'm with you. Perfect.
Tara Rimmer (28:04):
I love champagne.
Danielle Lewis (28:04):
Ah, so good.
Tara Rimmer (28:09):
And then my favourite what? Sales tip, did you say?
Danielle Lewis (28:11):
Yes, that's right. It's all about sales here, remember?
Tara Rimmer (28:14):
Sale transformation.
Danielle Lewis (28:17):
Yeah, beautiful.
Tara Rimmer (28:17):
Nobody cares about the services and what software you use or what tech, they just want to know: what are you going to do for them? And also sell it as quickly as possible. We don't need a 700 word sales page. We want the buy now button at the top.
Danielle Lewis (28:34):
Yeah. Oh my God, I love that. I've just been debating sales pages. So I love that you just said that, because you have just helped me out too.
Tara Rimmer (28:41):
Early as possible. Do you go onto Apple and then read a 700 word essay of how the founder was born and ... No. No.
Danielle Lewis (28:48):
Yeah. Oh my God, your spot-on. It's like, "Do you solve my problem? Take my money."
Tara Rimmer (28:53):
Yeah. "If I need some more information, I'll click more details. Thank you."
Danielle Lewis (28:57):
Yeah, oh my God. Okay. Well, you are a legend. Thank you so much for sharing all of your insights and experience with the Sales & Wine community.
Tara Rimmer (29:07):
Thank you.
Danielle Lewis (29:07):
I know people can find you on Instagram, on the web. So we will link up all of your amazing resources so that everyone can find you. But thank you so much for sharing your time with us today.
Tara Rimmer (29:19):
Thank you for inviting me.
Danielle Lewis (29:21):
Any time.
Tara Rimmer (29:22):
Bye.
