You STILL havent Written Up A Sale Yet? -OMG!!- Read This And Get Yourself One!

Before I write this- PLEASE DONT ANYONE TAKE IT OUT OF CONTEXT.

Read it with some consideration of the actual point Im making. This post isnt for "everyone".

A few years back when I was getting back into the swing, after a couple of years off of the phone (managing people isnt the same as being in the booth) ... I knew I had to build my confidence.

I knew I had to have "some" success, in order to attract more to myself. I had to start out of the gate with at least SOME traction, to get the faith up.

There is a classic term for what Im about to describe its called doing anything you can just to "scratch the pad".

That means discounting, taking a 100 dollar down payment... whatever it takes to walk out with a sale.

Make it so easy for a customer to say yes, that they cant say NO.

I had a creed at the time that , even if I only walk out selling ONE webpage... Im going to sell "Something"... even if I only get $100 bucks, Im going to walk out with a check, and lock down this persons business...

"Scratching the Pad" is important for getting your confidence up.

Once you have scratched the pad a few times you will feel more confident , like you can do anything and everything starts popping.

This is why I teach cold call appointment setting to newby's , because its almost guaranteed that any newby can get in front of a business owner within 3-4 hours of dialing.

The first thing we need in order to get momentum is some....ANY...kind of a success!

It gives us confidence, maybe a little money and MOMENTUM.

Here is why Im posting this:

Because, if it takes you six months to feel any traction, you are going to quit and never get to your million dollars...

So for now ask yourself, what can I do to at least get warmed up and "scratch the pad" (ie; "write something up").

My way of doing that was this:

At first, I focused on businesses that were really small, and offered them deals they could not refuse.

I would say things like "Well, at very least I could go ahead and register your domain for you, and put up a mock page that way no one can steal your domain name...and then later we can add more pages, when you can afford it, but just to help you out, lets at least get you on the net...tell you what, I will try to help you out and do that for $100, if that would help. Again, at least we can get you online receiving traffic, would that help you out Bob?"

Whatever it took, I told myself I would not leave without selling "something".

I focused on making it easy for the customer to give me a yes, just to get my confidence back up...then the deals got bigger and bigger. Even if they werent for a ton of money initially.

Scratch the Pad folks, write something up!

I know some will hate this post, but those same people will have you strung out for six months with no traction, and you will end up giving up altogether if something doesnt happen quickly.

Example:

My daughter says that there is a person on the carb diet forum who makes all these complicated recipes and says you "Have to balance it out just perfect and measure everything..."

She says "Dad, you just told me to eat protein and stay under 20 carbs per day and It worked like crazy last time...and when I say that this lady gets all red in the face saying you have to do it precisely like this or that...or you wont be in ketosis. She is discouraging me with all of this, and I know it works more simply...but she is making me doubt myself...everything I say she argues..."

I said "Yeah, shes going to PRECISELY make it so hard to follow that half the people she endeavors to help will fall off trying to keep up with the rocket science, and she will have helped no one".

Then I went out and got her some test strips and showed her that the lady was wrong...she's just trying to make herself an authority so people will buy diet plans from her. My daughter was not only in ketosis but DEEEP into it, without all that rocket science.

Keep it simple.

You have to keep it simple enough to "implement", because if you dont get enough traction to keep yourself implementing then all the rest of it is useless..

Here is another thing I learned from this period:

Once you have a check then you are their "web guy". The next time a salesman comes in they are going to say "I already have a web guy"....and you own whatever they do down the road. I have had a couple end up spending pretty significant money later down the line. Lock them in as your client, even if its just for something small, and you own their business.

Scratch the pad.

Again, please dont take me out of context anyone, and be like the carb diet lady...Im teaching people to get traction, not stay cheap for the rest of their life.

Hope it helps someone write at least "something" up.

-John Durham

Edit:

I am fully aware that some will use this post to position themselves as "higher level trainers"..., and compare, or try to pigeon hole, I've been in this long enough to see that coming, but I dont care about that. I want to help people get traction. This is about helping folks who are struggling.

It's not "the way", it's just one color out of a whole spectrum. It's for people who need to get some initial momentum, and prove to themselves that they can get a close, so they will be encouraged and get more.

You need traction....so go make a deal someone cant refuse and GET SOME! Build your confidence , so you wont give up early in the journey! Give yourself SOME indication that you can be in business! The more your confidence builds the bigger the deals will get.

You will never get it though if you dont write "something".

If you havent got a sale yet, try making it so easy to say yes, that nobody can say NO to you!

Go scratch the pad folks!


-JD