Today I have some pretty weird (even by my standards) sales and marketing tip. But, if you take it seriously, I think that selling your products and services will be much easier… and even “routine”.
Anyway, here’s the story:
It tends to rain A LOT in my neck of the woods. And for a long time, when I was taking my dog out for long periods of rain, if I didn’t get his “duty” done fast, it would get really frustrating. Usually, he would take his time sniffing and looking for a spot until, finally, he would squat down as if to do his thing… only to suddenly stop and get back up.
Not just once… but several times for 15 or 20 minutes:
Sniff, squat, stand back up.
Sniff, squat, stand back up.
I call them “ghost poops” and, as you can imagine, it can get VERY annoying in the cold rain.
And you know what?
The exact same thing happens ALL the time in business, too.
Customers have their credit cards and are apparently ready to pull the trigger…ready to buy…only to stop at the last minute and decide NOT to buy until later (or maybe not to buy).
Can be extremely frustrating.
Especially if you have been trying to land a big client or contract. And if you don’t know how to deal with this, you’ll end up walking around in the rain with people for days and weeks sniffing around for a good spot, with no guarantee that they’ll ever “go.”
Hey, I admit I do the same.
I often read and reread sales letters, emails, and calls with questions, and sometimes poke around for months until I buy. This is especially true before you hire a service provider or purchase a high-priced product.
It is perfectly natural and understandable.
So what is the solution?
Well, after a few months of my dog doing this trick, it occurred to me to just not take her outside in the rain unless she’s really and TRULY ready to “do the doo.”
That way, she goes IMMEDIATELY.
Without wasting time. No hemming and hawing. No sniffing or “ghost poop”. She goes out, does her thing, period. End of story.
And that’s how I approach business, too.
In fact, I once heard Dan Kennedy (I to think it was him) they say that he does not communicate by phone with anyone who is not already 80% “sold”.
And I have done so ever since with great success.
In fact, if you simply start focusing ONLY on those who are ready to buy, instead of trying to sell to those who are not ready to buy yet, you will find that your sales increase, your stress decreases, and your entire business makes a profit. much more fun
Easy?
Absolutely.
And that’s why it works so well.
