Cashing in on the OFFLINE cash Cow System---- using your phone, Negotiation , and Personality Colors

27 replies
Guys,
purchased and reviewed the wso offer by David Preston and Scott Million. The product was well put together, easy to understand, and most would be able to get started asap. I am wondering what others are doing..... and have some Nuggets too share, please feel free to Expand on this thread..... Heres some thoughts.....

These would be other areas i think my fellow warriors would want too pick up some information...

1) Conquering the 800 LB Purple Gorilla--- " Your Telephone " No matter what u do, the phone and skills needed for it are used daily. Heres some pointers too help u out

Get rid of the distractions if your making or taking multiple calls

always remember too smile-- your attitude can be detected in voice very easily, if your genuinely happy the person on the other end can sense it, if your UNHAPPY, mad , pissed or anything in between, DONT make calls, and let inbound calls go to a PROFESSIONAL t Voicemail, drives me crazy when i call busisness peoples phones and its ---- hey hit me im out, or u know what too do GO , Im busy leave a message , or 100s of other things u hear
remember u are suppose to be an online Consultant and professional.

I called someone today from a PM on warrior forum, got the voicemail--- it said, Dude, leave a message, and if i feel like it, i might call u back but i doubt it. Come on this is so unprofessional guys.

Check your voicemails now, and go gettem changed.



2) Dealing with business people face to face, ideas for dealing with the business owners once u have set an appointment.

Business casual for dress attire for most, me on other hand---( since i like to be seen as the online professional - I have on coat and tie, Cufflinks ( if u dont have a french cuff shirt i would suggest getting a couple, places like Charles Thrywtt online are great. Cuffdaddy for the links, just google em up lots of choices ) I know David Preston likes Casual business, its a matter of comfortability.

Things to remember-

the business owner has no idea what u are so suppose too say, so dont sweat that, use your first few appts as training ground. Rome and Google were not built in a day.

Smile- shake hands and be warm and inviting -- Watch your body posture here, keep your arms and legs uncrossed, and try really hard to identify the Personality Color type of your new potential client, Are they
a Red, Green , Blue , or Yellow ? The quicker u know the personality type the faster u know how to handle the appt and the client. Like trying to tell stories to a green, u will be out the door in second.

Write out an outline and remove the objections for what u do up front, let them know your their too help them, i usually let them know i have other appts so i will do my best , and we will be out the door in 15 mins. ( a lot of appts go way over this, let the client decide what they want to do by who they are guiding the conversation. ) many other ways to diffuse the OH MY GOD here comes that SALESMAN look as soon as u walk in the door.


When talking to clients or negotiating i love too use Negative phrasing--- heres how i do it, and the phrase is...... is that something we should talk about or probably not ---------------------------Write that one down, that one phrase has made me Thousands of dollars week in and week out. Bob what is your monthly marketing budget ? ummmm 3,000 dollars a month. Well Bob, if we could cut that by 1/2 and throw in some profit increase's, is that something we should talk about or probably not ? Yes of course we should talk about it. ( this frees you up too continue ) If you have NLP skills, and body language skills, combined with that one phrase.... WATCH OUT, The money is coming through the door. I use that phrase all the time, its by far my favorite and i use if for offline clients, and in my Real Estate Investing negotiations. I know i know it sounds corny, but guys u gotta keep things KISS, keep it simple stupid, this is not Rocket Science.


Learn to tell stories, this is a good time too learn as much as u can from what others have done..... Facts TELL and STORIES SELL- Stories sell without selling... No one wants to be sold Period. Learn to interweave stories into the conversation with your client. You know Mr.Client, i have another customer who has the same problem, what we did was, and heres how he fixed it, and here was his results after the fix. ( something along those lines )

In my opinion over the next 10 years, highly skilled consultants will be some of the highest paid people in the world day in and day out. Many already are, look at David Preston. The people who are well honed with outside skills are going to have an unfair advantage. Technology is fantastic, but software can't reason, and come up with creative solutions. Email and Texting allows for fewer and fewer people to have People skills, Human Nature Skills, and Creative Reasoning. People just dont talk like they use too and its a dying breed, however some of us recognize this, and are capitalizing at it in the underground. Quitely a few of us are taking advantage of this one fact about Technology and communication.

I will do my best too keep up with this thread for those of you that might have questions, and later this week i will post 10 ways to gather up prospects for your Offline Gold Business without spending any money out of poket.

I am open for comments.... And hope this gives some of you a few new tools for that offline Toolbelt.

Other points-
Take action, no matter how small or how insignificant u think it is, then take more action
Ways to prospect- get at least 10 going until all ur business comes from referrals.
Soft Cold Calling- How to cold call in 2 minutes or less, and generate interest.
How to ask questions that probe, get good at this one.
Be genuinely interested in your potential clients, before during and after the sale.
STOP SELLING !!!!!!!!!!!!! and Start solving Problems, help your clients no matter what.
(Be Polished, if u wear 20.00 shoes or 1000.00 gators Shine them Bad Boys. Iron your clothes,
look porfessional, Shave , Shower, these are little things that make a big difference.)
Take some more action, did i mention take some kind of action, yes take some Action.
Take 10 mins a day and Read, with 10 mins a day, u can read 2 books a month.
Learn how referrals work, and how to ask for and get more than u can handle.

Lastly my favorite, Learn how to Self Promote without Self promoting, no one likes a
an arrogant person or a braggert. ( this is my one Millionaire nugget right here )


To your Continued Success Fellow Warriors.

Regards,
Robert
#cash #cashing #colors #cow #negotiation #offline #personality #phone #system
  • Profile picture of the author Jim Kondo
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    • Profile picture of the author AndrewCavanagh
      I would add when you talk to business owners:

      # 1: Be genuinely interested in them, their business and what they want out of their business.

      # 2: Guide the conversation by asking questions.

      # 3: Really LISTEN.

      # 4: Understand that even if a business owner never hires you he can be an incredibly valuable source of referrals. It's all about the relationship of rapport and trust you build with a business owner.

      # 5: People who try too hard to "close" a business owner need to understand that a long term client/consultant relationship is worth tens of thousands, even hundreds of thousands of dollars in fees.

      Focus on building that long term relationship instead of trying to hard sell to get a check in the first meeting.

      Kindest regards,
      Andrew Cavanagh
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      • Profile picture of the author Frank Bruno
        I've been reading and studying quite a bit about offline gold prospecting and will be intigrating a new division into my company since I'm already an online marketing coach it goes hand in hand.

        Anyways, one thing that I keep reading over and over is marketers going for one client at a time.

        This makes no sense to me whatsoever.

        Why would you want to go to so much effort to meet up with ONE client at a time all over town when you could get a complete group of potential clients all in one setting?

        I understand that one shoe does not fit all in the sense that each business is unique in its own way (just like oneline clients)

        By meeting in a group setting you can be further along in the process of building that trust and relationship so when you meet up with some of those same clients in the future it will be much easier to get them on board.

        Also in a group setting you could possibly close some deals as well.

        It seems to me it would be easier than ONE client at a time prospecting.

        I would be interested to hear others feedback on this.

        Frank Bruno
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        • Profile picture of the author AndrewCavanagh
          When you're starting out it makes a WHOLE lot more sense to meet with one client at a time.

          You can develop your skills, work out how to talk to business owners, find out what motivates them and what kinds of stories, strategies etc appeal to them...all with no real risk.

          If you screw up talking to just one business owner he may not even realize (if you screw up talking to a group or even do a below average job...everyone knows and it can really hurt your reputation).

          Speaking to one client at a time you can also get hired and build some credibility so that when you start doing group presentations you have some background to draw from.

          Most important of all if you're starting out by talking to one client at a time you have a very good chance of getting hired TODAY instead of going through some convoluted process where you set up a seminar, promote it etc etc etc.

          Many of the plans being promoted are talking about charging $500 or so to small business owners...an embarrassing pittance.

          Speaking to one client at a time you can customize solutions and get paid $2,500 to $10,000+ for a single project.



          Having said all that if you already have experience and you have easy access to a business networking group or association willing to promote you then it makes sense to do a presentation to a group of business owners.

          But if you're starting out you really should get your feet wet first talking to some business owners or there's a very high chance you'll crash and burn.

          Kindest regards,
          Andrew Cavanagh
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          • Profile picture of the author Frank Bruno
            Originally Posted by AndrewCavanagh View Post

            When you're starting out it makes a WHOLE lot more sense to meet with one client at a time.

            You can develop your skills, work out how to talk to business owners, find out what motivates them and what kinds of stories, strategies etc appeal to them...all with no real risk.

            If you screw up talking to just one business owner he may not even realize (if you screw up talking to a group or even do a below average job...everyone knows and it can really hurt your reputation).

            Speaking to one client at a time you can also get hired and build some credibility so that when you start doing group presentations you have some background to draw from.

            Most important of all if you're starting out by talking to one client at a time you have a very good chance of getting hired TODAY instead of going through some convoluted process where you set up a seminar, promote it etc etc etc.

            Many of the plans being promoted are talking about charging $500 or so to small business owners...an embarrassing pittance.

            Speaking to one client at a time you can customize solutions and get paid $2,500 to $10,000+ for a single project.



            Having said all that if you already have experience and you have easy access to a business networking group or association willing to promote you then it makes sense to do a presentation to a group of business owners.

            But if you're starting out you really should get your feet wet first talking to some business owners or there's a very high chance you'll crash and burn.

            Kindest regards,
            Andrew Cavanagh

            My feeling on this is that you should already be confident in your marketing abilities and it will just flow out very naturally how you can help a business owner no matter what setting your in.

            I also feel that if a marketer is questioning him or herself about their knowledge or marketing abilities then they have no business getting into this area. If it comes down to being afraid to get in front of a group of people then I can understand specifically the one on one meetings and avoiding the group settings.

            Frank Bruno
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          • Profile picture of the author BrashImpact
            Originally Posted by AndrewCavanagh View Post

            When you're starting out it makes a WHOLE lot more sense to meet with one client at a time.

            You can develop your skills, work out how to talk to business owners, find out what motivates them and what kinds of stories, strategies etc appeal to them...all with no real risk.

            If you screw up talking to just one business owner he may not even realize (if you screw up talking to a group or even do a below average job...everyone knows and it can really hurt your reputation).

            Speaking to one client at a time you can also get hired and build some credibility so that when you start doing group presentations you have some background to draw from.

            Most important of all if you're starting out by talking to one client at a time you have a very good chance of getting hired TODAY instead of going through some convoluted process where you set up a seminar, promote it etc etc etc.

            Many of the plans being promoted are talking about charging $500 or so to small business owners...an embarrassing pittance.

            Speaking to one client at a time you can customize solutions and get paid $2,500 to $10,000+ for a single project.



            Having said all that if you already have experience and you have easy access to a business networking group or association willing to promote you then it makes sense to do a presentation to a group of business owners.

            But if you're starting out you really should get your feet wet first talking to some business owners or there's a very high chance you'll crash and burn.

            Kindest regards,
            Andrew Cavanagh
            Good answer again andrew.... I agree, 500.00 bones suck, its a pittance. But most of these newbies have to start somewhere, and thats more than most make a week, little lone for an hour. HOwever on the other hand, I love too present from the front in a group setting, then go after the big checks on the follow ups over the next week. If u did the presentation right, they will call at one point or another.

            Regards,
            Robert nelson
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            • Profile picture of the author Frank Bruno
              When I'm referencing to group settings I'm not really talking about a massive amount of people in the groups like a seminar. Although theres absolutely nothing wrong with that.

              I basically mean getting a small group of business owners together from a networking event or other means such as contacting business owners and then have a small group setting of say 5-20 business owners.



              Frank Bruno
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              • Profile picture of the author Sean A McAlister
                Andrew and Nelson Hit it on the head


                I can tell you that when I started over 14 years ago building my offline business ....My ship would have sunk fast if I jumped in with both feet

                And as a matter of fact it did sink starting out,....thank goodness it was only a canoe then.
                A person who derives up enough nerve to take action...and goes after a room of people for the first time is setting themselves up for failure. Why?

                Because there are some things that can not be taught....things that experience can only teach. You are better to learn one at a time or you risk shooting yourself in the chest vs your foot.


                There are too many "X" factors, questions that can be sprung on someone in which they are not prepared for. And more importantly, there are people who think that they have interpersonal skills, communication skills, marketing skills etc...but do not.

                And making a sales call....which is what all of these offline threads really are about, whether you are sending a letter in the mail, a post card...what ever...you will have to Sell It....Close The Deal. That is harder than it sounds and Takes Technique. Overcoming objectives, ensuring all of the decision makers are present...To increase conversions and Close the OFFLINE Deal...you have to know how to sell.

                THAT IS WAAAYYYYYYYYY Different than a Computer Screen with a Sales Page doing the work for you.

                So Take Andrews advice......because its good advice. I have trained a lot of Sales Forces....and I have seen a lot of people with Great IDeas....Great Potential.....Taking action....Fail miserably because they followed bad advice...or thought "They Had it Down". It's tough to get rejected One at a Time....let alone by a room of 50 People in one clip.

                One at a time....slow and steady wins the race. I was no where near ready when I started out ...to be talking to large groups in a clip. Sure...I had the gift of gab...but the street skills, the "Shop Talk" the ability to relate properly with my clients, effective communication, effective question handling....this stuff is learned with experience.

                And Remember another thing. Offline Selling, negotiating etc can be tough. After you go through 10 prospects without a closed deal...you need to keep yourself encouraged by telling yourself they are not rejecting you...they are rejecting what you are offering.

                10 years.....Consultants and High Level Negotiators ARE the highest Paid Professions...today!

                highest regards
                Sean
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        • Profile picture of the author BrashImpact
          Originally Posted by Frank Bruno View Post

          I've been reading and studying quite a bit about offline gold prospecting and will be intigrating a new division into my company since I'm already an online marketing coach it goes hand in hand.

          Anyways, one thing that I keep reading over and over is marketers going for one client at a time.

          This makes no sense to me whatsoever.

          Why would you want to go to so much effort to meet up with ONE client at a time all over town when you could get a complete group of potential clients all in one setting?

          I understand that one shoe does not fit all in the sense that each business is unique in its own way (just like oneline clients)

          By meeting in a group setting you can be further along in the process of building that trust and relationship so when you meet up with some of those same clients in the future it will be much easier to get them on board.

          Also in a group setting you could possibly close some deals as well.

          It seems to me it would be easier than ONE client at a time prospecting.

          I would be interested to hear others feedback on this.

          Frank Bruno
          Frank,
          this one is rather easy too look at. Lets be honest, most people have
          absoultey no Business being in front of the room period. That is a very
          advanced monster skill set. Not too discourage fellow warriors however,
          being someone who has been on stage with 2500 plus in attendance, if
          you cantt dominate a client or 2 in person, there is no way on this planet
          you can dominate from the front of the room. Everything u do, say, too how
          you present , and look is under critique. Do the presenters know how to present
          Signature

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        • Profile picture of the author BrashImpact
          Originally Posted by Frank Bruno View Post

          I've been reading and studying quite a bit about offline gold prospecting and will be intigrating a new division into my company since I'm already an online marketing coach it goes hand in hand.

          Anyways, one thing that I keep reading over and over is marketers going for one client at a time.

          This makes no sense to me whatsoever.

          Why would you want to go to so much effort to meet up with ONE client at a time all over town when you could get a complete group of potential clients all in one setting?

          I understand that one shoe does not fit all in the sense that each business is unique in its own way (just like oneline clients)

          By meeting in a group setting you can be further along in the process of building that trust and relationship so when you meet up with some of those same clients in the future it will be much easier to get them on board.

          Also in a group setting you could possibly close some deals as well.

          It seems to me it would be easier than ONE client at a time prospecting.

          I would be interested to hear others feedback on this.

          Frank Bruno
          Frank,
          this one is rather easy too look at. Lets be honest, most people have
          absoultey no Business being in front of the room period. That is a very
          advanced monster skill set. Not too discourage fellow warriors however,
          being someone who has been on stage with 2500 plus in attendance, if
          you cantt dominate a client or 2 in person, there is no way on this planet
          you can dominate from the front of the room. Everything u do, say, too how
          you present , and look is under critique. Do the presenters know how to present
          to all 4 personality types and keep them engaged. Try showing slides and facts to
          a blue or a yellow, they are bored stiff, and probably not paying attention. Reds,
          want the mean and potatoes NOW, and the Green is the only one getting it, cause they
          love majoring in Details. Details dont make MONEY !!! They can lose it, but they wont
          make it.

          I just really feel that 99.9% of the people who present from the front are not
          remotely qualified to be doing so. Wow, theres another niche.

          Regards,
          Robert
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  • Profile picture of the author Tsnyder
    And... write this down...

    When you're tempted to drone on and on about your
    superior internet marketing skills please remember this...

    The successful people aren't the ones with all the right
    answers.. they're the ones with all the right questions.

    Tsnyder
    Signature
    If you knew what I know you'd be doing what I do...
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    • Profile picture of the author Frank Bruno
      Originally Posted by Tsnyder View Post

      And... write this down...

      When you're tempted to drone on and on about your
      superior internet marketing skills please remember this...

      The successful people aren't the ones with all the right
      answers.. they're the ones with all the right questions.

      Tsnyder

      Absolutely. You must be all ears so you can understand and solve their problem as well as be able to identify opportunities that the business owner may have not seen.

      Your marketing skills will help you identify how you can impliment different ideas and methods to help the business owner.



      Frank Bruno
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    • Profile picture of the author BrashImpact
      Snyder,
      i will also add, along with asking the right questins, if u dont know
      a successful person will know where and who to get the
      right answers. What is important, Successful offline people have
      an incredible sphere of influnce, and can get informatin at a rapid
      rate.
      Regard,
      Robert

      Originally Posted by Tsnyder View Post

      And... write this down...

      When you're tempted to drone on and on about your
      superior internet marketing skills please remember this...

      The successful people aren't the ones with all the right
      answers.. they're the ones with all the right questions.

      Tsnyder
      Signature

      {{ DiscussionBoard.errors[471474].message }}
  • Profile picture of the author Alan Petersen
    Suit, tie, personality colors...good gravy that's why I left corporate America!

    I found my old "personalysis" color chart from my corporate job days. They actually flew us to a five day conference to get this little chart.



    I don't mean to make light of it--good tips indeed in the OP it just reminded me of the corporate world.
    Signature
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    • Profile picture of the author BrashImpact
      Originally Posted by Alan Petersen View Post

      Suit, tie, personality colors...good gravy that's why I left corporate America!

      I found my old "personalysis" color chart from my corporate job days. They actually flew us to a five day conference to get this little chart.



      I don't mean to make light of it--good tips indeed in the OP it just reminded me of the corporate world.
      LOL ALAN,
      i have never been in the corporate world, but i guarantee you that
      knowing the personality colors is worth a bundle all day long. Gotta
      remember, most people have no clue what the personalitys colors are,
      it's like running a Split Test marketing campaign, if u have it pulls,
      sometimes, when u dont know what u dont know, u dont know hat your
      missing out on. Even if it increased profit volume by 5%, and its a 7 figure
      income that HUGE !!! For most it would be lot higher than that for a conversion
      rate.
      Regards,
      Robert
      Signature

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  • Profile picture of the author palealeisgreat
    hey Robert, do you at least make sure to have a website and business cards when going out soliciting?
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    • Profile picture of the author AndrewCavanagh
      Originally Posted by palealeisgreat View Post

      hey Robert, do you at least make sure to have a website and business cards when going out soliciting?

      I know MANY people who've gotten their first paying clients without their own website or business cards.

      In fact I don't use business cards and I don't use a website when I'm contacting local business prospects.

      It's not about you.

      It's about finding and offering solutions that fit the business owner you're talking to.

      Kindest regards,
      Andrew Cavanagh
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      • Profile picture of the author palealeisgreat
        Originally Posted by AndrewCavanagh View Post

        I know MANY people who've gotten their first paying clients without their own website or business cards.

        In fact I don't use business cards and I don't use a website when I'm contacting local business prospects.

        It's not about you.

        It's about finding and offering solutions that fit the business owner you're talking to.

        Kindest regards,
        Andrew Cavanagh
        interesting... i'm sure those things don't hurt though right?
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    • Profile picture of the author BrashImpact
      Originally Posted by palealeisgreat View Post

      hey Robert, do you at least make sure to have a website and business cards when going out soliciting?
      Pale,
      I have both but i dont use them. I am marketing Net items remember. They will eventually
      see them over time, but not in the first meeting. Hope that helps any questions let me know.
      Regards,
      Robert
      Signature

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    • Profile picture of the author BrashImpact
      Originally Posted by palealeisgreat View Post

      hey Robert, do you at least make sure to have a website and business cards when going out soliciting?
      Sorry for taking so long too get back. NO i dont show them a site nor a card, i am using High Value as my factor. I tell them, i dont use business cards, as i am very selective in clients that i choosse too work with, if i decide too give out my number you can put it in your phone. (( you have to be careful its borderline perfect or Arrogance )) it can be percieved the wrong way if done wrong.

      2ndly no website, i am there to ask questions about them, their company, and there problems, once that is done, they will close themselvels, again if its done right.

      Hope this helps,
      Regards,
      Robert Nelson
      Signature

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      • Profile picture of the author a2dsilva
        when speaking into the phone .. stand up and smile.. the person on the other end will feel it too...

        I like the positioning on not handing out business cards.. I'm going to use it too.

        Oh and I wanted to touch on "Listening". One way to show that you are listening is to actually verbally show then you are listening by paraphrasing or asking questions that force you to dig deeper into what they had just said. To do this you are forced to listen rather than tink of the next thing you want to say.
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  • Profile picture of the author GoGetta
    When Selling,

    You have 2 ears and 1 mouth use them in that order!

    Prepare Yourself! - If you don't you will be hitting this BLIND!

    Belief and confidence will decide if you nail the deal or not!

    KISS - Keep It Stupidly Simple! <<<<< Biggest Tip EVER!

    We are building businesses not hobbies! ; )

    I have just put out a free WSO ust on this, but if I was to give any advice when selling is to do the above. Andrew is also right in saying, to take interest in who you are talking too, this is also crucial!

    Also to add to the biz card part, I have business cards and have ever since I started my business and they have generated me new clients! ; ) Not that you can't without but they have helped me in certain situations and strategies!

    GoGetta
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    • Profile picture of the author MRomeo09
      I would think selling in front of a group BEFORE you have a track record is the exact opposite thing to do. I'm not saying it won't be great to do down the road. But what happens when someone in the crowd asks you for an example website you've done, or an email campaign? Are you going to do the dreaded "Um... Um.... Um....."

      Now, I have no problem with speaking in front of groups, in fact I think it's an absolute blast. But, I have 3 years of experience in this field. I have before and afters of businesses that are pulling in hundreds of thousands a year because of the work I did for them. I don't dread that question. But, if I were a newbie.... "Um..... Um..... Um......".

      I think doing public speaking is definitely an awesome opportunity to get things done. I like doing webinars too, that way you can demonstrate effectively what you're trying to do across multiple clients. But, let me tell you about the time I had 15 attorneys lined up for a go meeting call at 10am, talk about technotards, could never get them all online and ended up having to scratch the call after 45 mins of "tech support". Am never going to make that mistake again.

      Anyway, just my thoughts.

      M
      Signature
      We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

      Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
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  • Profile picture of the author GoGetta
    Imran,

    On the money! I should of mentioned that! Rejection is what brings the FEAR of cold calling on in the first place. There is nothing to FEAR but rejection, so learning to overcome the FEAR of REJECTION is vital to success when selling!

    Not everyone will want to buy regardless of how good your product is!

    GoGetta
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  • Profile picture of the author Ernie Lo
    Robert you bring up some great points and I agree with a lot that you have said....BUT...

    I dont agree with "dress professionally and act as professional as you can"

    That's not necessary to gain clients and may do more bad than good.

    Business owners want a "real person" not some sales man lookalike who uses big fancy words and who charges a big fee.

    Just something for others to consider. I have gained 2 clients and I have 80s rocker hair and go in with jeans, but the key point is, I don't sound sales and desperate. I'm just honest with them and they like that I think.

    Having said that, dress how you feel most comfortable, just trying to say that a suit, shirt and tie isn't "required"
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  • Profile picture of the author Bruce NewMedia
    WOW! ...

    Robert Nelson, you are sharing some extremely valuable information here which I hope others realize. I know I appreciate the value.

    Your comments about phrasing and appearance are so important. Couldn't agree more that if you can not be effective in front of ONE person/client how in the world will you be effective in front of an audience.

    I've worked in front of large audiences for years and can tell you it is whole other bag of tricks to be successful.

    Your posts here are some of the best of 2009. THANK YOU.
    _____
    Bruce
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