Chet Holmes Dream 100 Strategy - Ultimate Sales Machine

by SomeRandomBadger 10 replies
Hey everyone,

I've just finished reading Chet Holmes' Ultimate Sales Machine - what an amazing book.

The primary strategy covered for getting clients is the 'Dream 100 Effort' - have any of you guys tried this for offline consulting?

To me it seems like it could really work well.

For anyone who hasn't read it the strategy basically involves building a list of 100 (or more) ideal potential clients and just going after them relentlessly over a period spanning months.

The actual techniques to do this are multi-step lumpy direct mail campaigns which are followed up with phone calls to the decision maker.

The campaigns are initially just selling a meeting, which is an educational session covering solutions to common problems in your chosen market. From here you tie in your own products/services.

If anyone has tried the strategy I'd love to hear about your experiences. I'm seriously considering implementing this after a little more research.

Cheers,
Ryan
#offline marketing #100 #chet #chet holmes #direct mail #dream #dream 100 #holmes #lumpy mail #machine #sales #strategy #ultimate #ultimate sales machine
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  • Profile picture of the author focusedlife
    I haven't read the book, but I've heard the concept and employ the strategy as part of my "Local Referral Fame Power Package".

    I mix elements that I've learned and so far have gotten 3 clients at $997 each to take me up on the unique offer.

    I plan on expounding on it (actually finishing the sales page for it today).

    It works, and if you think of it as a non sales, sales method its extremely powerful and easy to implement because you no longer feel the weight of "selling" in the back of you mind.

    For the prospects you work with...they love the thought of referral power partners sending them customers and clients, so its a true win win.

    Not sexy, but I believe I've made it so.

    If you search some of my posts I allude to various parts of the strategy and show sales copy and other stuff.

    Hope that was at least helpful in reassuring you that it can and does work and I encourage you to try it in your business.

    Regards

    Los
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  • Profile picture of the author Claude Whitacre
    Originally Posted by RyanTurner View Post

    Hey everyone,

    I've just finished reading Chet Holmes' Ultimate Sales Machine - what an amazing book.

    The primary strategy covered for getting clients is the 'Dream 100 Effort' - have any of you guys tried this for offline consulting?

    To me it seems like it could really work well.

    For anyone who hasn't read it the strategy basically involves building a list of 100 (or more) ideal potential clients and just going after them relentlessly over a period spanning months.
    I haven't done this specific strategy, but I'm familiar with it, and highly recommend the book.

    I would only use this strategy for very high dollar clients. Maybe $10,000 or more. You're just investing sooo much time per prospect. To relentlessly pursue a prospect demands a high payoff. I sell a $6,000 package, and I wouldn't invest that much time in a prospect. But to establish a joint venture? Sure. To sell a $10,000 a month service? probably.

    But the "Educational session?" Not a bad offer to get an appointment.

    His book is one of the maybe 5 that are thought changing.

    His hiring practice is maybe the best I've sen. The book also gives you complete scripts that are tested and work.

    Thanks for bringing this up.
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    • Profile picture of the author kenmichaels
      Originally Posted by Claude Whitacre View Post


      His hiring practice is maybe the best I've sen. .
      Stop making me want to read stuff.

      Can you explain how he hires? Quite frankly I thought I had the best method.
      And you know what mine is. So obviously you don't.

      Any way if you don't mind can you explain his? If not ill get the book
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      Selling Ain't for Sissies
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      • Profile picture of the author Claude Whitacre
        Originally Posted by kenmichaels View Post

        Stop making me want to read stuff.

        Can you explain how he hires? Quite frankly I thought I had the best method.
        And you know what mine is. So obviously you don't.

        Any way if you don't mind can you explain his? If not ill get the book
        Ken; Please just buy the book. To answer your question, I'll have to get my copy, find the section, copy down what it says. It's faster to just read it.

        It's an entire chapter.
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      • Profile picture of the author SomeRandomBadger
        Originally Posted by focusedlife View Post

        I haven't read the book, but I've heard the concept and employ the strategy as part of my "Local Referral Fame Power Package".

        I mix elements that I've learned and so far have gotten 3 clients at $997 each to take me up on the unique offer.

        I plan on expounding on it (actually finishing the sales page for it today).

        It works, and if you think of it as a non sales, sales method its extremely powerful and easy to implement because you no longer feel the weight of "selling" in the back of you mind.

        For the prospects you work with...they love the thought of referral power partners sending them customers and clients, so its a true win win.

        Not sexy, but I believe I've made it so.

        If you search some of my posts I allude to various parts of the strategy and show sales copy and other stuff.

        Hope that was at least helpful in reassuring you that it can and does work and I encourage you to try it in your business.

        Regards

        Los
        Thanks Los - I'll try and find a couple of posts where you cover the kind of things you are doing. I assume it is some kind of sequential direct mail campaign though?

        Glad it worked for you!!

        Originally Posted by Claude Whitacre View Post

        I haven't done this specific strategy, but I'm familiar with it, and highly recommend the book.

        I would only use this strategy for very high dollar clients. Maybe $10,000 or more. You're just investing sooo much time per prospect. To relentlessly pursue a prospect demands a high payoff. I sell a $6,000 package, and I wouldn't invest that much time in a prospect. But to establish a joint venture? Sure. To sell a $10,000 a month service? probably.

        But the "Educational session?" Not a bad offer to get an appointment.

        His book is one of the maybe 5 that are thought changing.

        His hiring practice is maybe the best I've sen. The book also gives you complete scripts that are tested and work.

        Thanks for bringing this up.
        Yes Claude I really loved the book.

        I'll definitely be super selective on who I pursue with this strategy; they really will be 'dream' clients on $x,xxx monthly retainer packages.

        I've looked at the monetary cost and it's not too bad - the mailers are only a single page and the lumpy items are cheap and bought in bulk. Also small for cheap postage. Obviously the time investment is considerable though.

        I'm going to try and put together an initial list of prospects this weekend and try it on a smaller scale.

        I've never hired anyone, but Chet seems to know what he's doing in that department too!!

        Originally Posted by kenmichaels View Post

        Stop making me want to read stuff.

        Can you explain how he hires? Quite frankly I thought I had the best method.
        And you know what mine is. So obviously you don't.

        Any way if you don't mind can you explain his? If not ill get the book
        This video is pretty much what's covered in the book


        Cheers,
        Ryan
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        • Profile picture of the author MRomeo09
          We used Dream 100 for over 3 years. It definitely worked. It was rare that I didn't at least get a decent telephone conversation with someone I was targeting. I used the Dream 100 process to land a few $20k+ a month clients($500/mo with 20-40 locations). I also was able to use the methodology to get licensing deals done which were very lucrative as well.

          Realistically though, why would you ever bother targeting anyone who isn't willing to spend at least $10k with you? I mean it takes about the same amount of work as the pizza shop that you'll charge $750 to.

          If you have any specific questions, let me know.
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  • Hi Ryan, it sounds like you are the winner here for doing the research and finding the desire to try something out you feel could work well. It may be the perfect tactic for your personality and business sense type. I wish you well in this. Keep us posted.

    LLS
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  • Profile picture of the author jimsym
    Hi All,

    I was a Chet Holmes coach and I can confirm that I've used this (and other strategies) to improve business results for companies across the world. The only thing you have to do is take action. Which as we know can be difficult for some

    The other thing Chet was very keen on was multiple ways of learning stuff, that's why he had his book, the DVDs, the YouTube videos and of course the coaches! So everything reinforced everything else.
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  • Profile picture of the author Biz Max
    Originally Posted by RyanTurner View Post

    The actual techniques to do this are multi-step lumpy direct mail campaigns which are followed up with phone calls to the decision maker.
    Follow up is where most screw up in sales. Whether we initiate with direct mail,
    email or face to face- FOLLOW UP. Every time I see posts where a dude says "I
    sent out 300 postcards and got 0 response" I think "duh".

    Some wait too long to follow up and the initial greeting has been forgotten. Very few
    things get an instant response in B2B.

    Timid salesmen have skinny kids
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    • Profile picture of the author SomeRandomBadger
      Originally Posted by MRomeo09 View Post

      We used Dream 100 for over 3 years. It definitely worked. It was rare that I didn't at least get a decent telephone conversation with someone I was targeting. I used the Dream 100 process to land a few $20k+ a month clients($500/mo with 20-40 locations). I also was able to use the methodology to get licensing deals done which were very lucrative as well.

      Realistically though, why would you ever bother targeting anyone who isn't willing to spend at least $10k with you? I mean it takes about the same amount of work as the pizza shop that you'll charge $750 to.

      If you have any specific questions, let me know.
      Thanks that's really great to know! Awesome that the process worked for you.

      So you followed pretty much what was in the book, with the ongoing outreach campaigns and then the core story/executive briefing presentations, or were there any major changes to Chet's strategy?

      I'm just working on putting together the core story part now for my market.

      In terms of clients my deals will be starting at $2000 per month. I'm pretty new to this but will be looking to go after bigger deals when I've got a few smaller ones under my belt.

      Thanks again - appreciated.

      Originally Posted by LastingLifeSuccess View Post

      Hi Ryan, it sounds like you are the winner here for doing the research and finding the desire to try something out you feel could work well. It may be the perfect tactic for your personality and business sense type. I wish you well in this. Keep us posted.

      LLS
      Thanks. Yes it really fits with my philosophy so am looking forward to implementing ASAP.

      My results will be posted so people can see how it goes.

      Originally Posted by jimsym View Post

      Hi All,

      I was a Chet Holmes coach and I can confirm that I've used this (and other strategies) to improve business results for companies across the world. The only thing you have to do is take action. Which as we know can be difficult for some

      The other thing Chet was very keen on was multiple ways of learning stuff, that's why he had his book, the DVDs, the YouTube videos and of course the coaches! So everything reinforced everything else.
      Wow this is awesome to hear. I may have a couple of questions for you about the process in the near future - think I have most of it down though.

      Are you still using the strategy at all for yourself or clients?

      Thanks!

      Originally Posted by WhiteRhino View Post

      Follow up is where most screw up in sales. Whether we initiate with direct mail,
      email or face to face- FOLLOW UP. Every time I see posts where a dude says "I
      sent out 300 postcards and got 0 response" I think "duh".

      Some wait too long to follow up and the initial greeting has been forgotten. Very few
      things get an instant response in B2B.

      Timid salesmen have skinny kids
      So true. I'm starting to realise this more and more. Chet hammers on it in the book, and I'm super glad he does.

      Thanks,
      Ryan
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