Effective prospecting, marketing and advertising is not designed to sell products or services, they are designed to “Qualify” (or find) those who are ready to buy and just important to “Disqualify” those who are not ready to buy. When you understand this, you will not feel hurt, disappointed or discouraged when people say no to your offer.
You would not believe the mean, nasty and rude no’s I receive from people that I simply offer to help. Realize upfront, a lot of people out there you are prospecting too are meaner than ugly itself, and this harsh economy squeezes every drop of meanness out of them!
Effective prospecting and selling requires you to maximize your time, therefore your system has to be one where you do not waste your time on people who are not ready to say Yes. The worst and most painful way to invest your time is trying to sell, persuade, and convince a No into a Yes. This is called “Insanity Selling” yet most professionals teach and practice this type of selling. I was having lunch one day with Brian Tracy and he said, “When you present an opportunity and your friends tell you they are broke…Believe Them! Know the difference between a question and objection. I will sit for hours and answer real questions with a probable client, but not waste five minutes dealing with objections with someone who is not ready to buy.
When my wife Melinda goes shopping for shoes, (how one woman with only two feet can own hundreds of pairs of shows I have no clue) no salesperson on the planet has to sell, persuade or convince her to buy. She runs into the store waving our credit card! That is the kind of customer you want to spend your time with. No matter what your industry is, people who want what you offer are out there by the thousands! So why do so many professionals seek after and deal with people they have to force to buy? They simply do not have a better plan.
My wife gets really mad at me for this, but when people call and ask me what is my best price for our service I hang up on them. Best price? You want maximum results at basement prices…that does not exist in the real world of results. Life and Success requires “full price” and the sooner we learn that, the faster we will get what we truly desire. Some people waste an entire lifetime trying to defy this natural principal only to discover at the end of their life that trying to beat the system is the ultimate high price of life.
With effective marketing, it brings to you people who are ready to say yes to your offer and your closing rate will range in the 98 to 99 percent range. The shoe salesperson who waits on my wife bats a 1000 percent every time!
When you are hungry as a bear and you walk into a restaurant does anyone have to try and sell you food? No, they simply just take your order.
When you pull into the gas station on empty, with your gas tank bone dry, does the clerk asleep behind the desk have to try and sell you some gas?
Our company sends out 200 e-books per day to the marketplace and its objective is to locate the right people for our offer and eliminate the wrong people, but in the end whether a person is a Yes or a No they get to enjoy a quality book that can be of great value to them, so everybody wins with this system.
The marketing system of giving away books saves you from wasting time with the wrong people, and increases your income by having you work with the right people, those who have already said Yes before you even showed up. If you are ready to double and triple your income with the easiest and most effective marketing system on the planet, simply giving away an e-book you co-authored, then contact me today and we still working on earning you more money.
The best part of this system is that every time my phone rings or I get a response email I know it’s a Yes calling, and that makes prospecting a real joy. You can have the same thing happen to you!
As Jim Rohn said, “Life does not respond to need, it only responds to deserve”.
Stay tuned for my next lesson when I share that Prospecting is not about “hunting” but about “Search and Rescue”. You are not a savaged hunter looking for prey to kill, you are a National Guard that carries the salvation and solution to the marketplace of need.
Oh, before I say “Adios” if you like these blogs and refer 10 of your friends to it, just send me an email that you did and I will send you the digital download our hit movie “The Journey” starring Brian Tracy, Bob Proctor and yours truly…plus 15 other top International leaders as a way to say Thank You.
PS. If you want to lean more about our Million Dollar Marketing program that is featured on this blog you can see it at www.CyberSmartStore.com
Don Boyer 