I have some pretty weird (even by my standards) sales and marketing tip today. But, if you take it seriously, I think 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 would take my dog outside during long periods of rain, if I didn’t do “duty” fast on him, it would get really frustrating. He would usually take his time sniffing around and searching for a spot until, finally, he would crouch down as if to do his thing… only to stop suddenly and get back up.
Not just once… but several times over 15-20 minutes:
Sniff, squat, get back up.
Sniff, squat, get 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 buy at all).
Could be extremely frustrating.
Especially if you’ve 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 in the rain with people for days and weeks as they snoop around looking for a good place, 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 contract with 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 pulling this trick, it occurred to me to just not take her outside in the rain unless she’s really, TRULY ready to “do the doo.”
That way, she goes IMMEDIATELY.
Without wasting time. No hems and hawing. No snooping 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 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 it 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 yet ready to buy, you will find that your sales increase, your stress decreases, and your entire business turns a profit. much more fun
Simple?
Absolutely.
And that’s the reason why it works so well.