HELP! I'm failing miserably doing the 9x12 postcard system

59 replies
Hey guys, I've been trying out Bob Ross' 9x12 postcard method and thus far I haven't had ANY success, maybe you can help me. While I can't say I've put 100 percent of my time to selling ad spaces due to my "real" job, I've encountered several issues during the limited time that I have. Some of the most common roadblocks are:

• Owner/manager is never available (at least when I visit). I've tried multiple times explaining to the employee in charge of the biz the reason for my visit, but most of them don't seem at all enthusiastic and always assure me they'll let the owner/manager know, which they never do. How do you guys go around this? Is there another way to get in contact with the right person? - Social media, Phone, Email?

• Some biz owners and/or managers complain that the card is too thick to use for coupons. I'm using 10pt. glossy material. What weight of paper do you guys typically use?


• Some biz owners and/or managers seem interested until I roll out the price. Currently I'm charging $295 per spot (about $200 less than Bob Ross) and I'm having an awful time with it. What are you guys typically charging? Is there a way to "sugar coating" the rate?

• The last and most important thing that I'm having trouble with (at least that I can think of right now) is my confidence as a salesman. I have great ideas on how to make money in the advertising business, but I hate selling! Even though I'm providing a service to the business, I can't help but feel like I'm soliciting and begging them for money. Any pointers?

A little bit about me: I used to publish an local magazine and newspaper, both of which failed due to my inability to sell. I have experience in graphic design, web development, and print production. Currently I work at a call center taking inbound calls.

I've read multiple books and how to guides on success and selling by reputable authors such as Jack Canfield and Brian Tracy, and even though I feel more knowledgeable on the subject, I chicken out when it comes to taking action.

All and any advice is great appreciated!
#9x12 #failing #miserably #postcard #system
  • Profile picture of the author Mr Bill
    Originally Posted by txmediaman View Post

    ...but I hate selling!...I can't help but feel like I'm... begging them for money. ...both of which failed due to my inability to sell...I chicken out when it comes to taking action.
    I don't know about all the other stuff because I never visit businesses (colossal waste of time) but it seems like your problem is clear...you think you're ripping these people off and that's why you can't sell.

    I never sell, I hate ripping people off as well so I help instead. If you offer someone some help and they knock you back then they either didn't want help, they are morons or the time wasn't right for them...none of which is your fault.

    If you continue to think that you're ripping people off then of course your whole body will repel that action. Once you become convinced that you're helping people the sales will come.

    Personally I'd absolutely stop visiting businesses and get on the phone to cover 100 times more territory in 1/100th of the time. I live out in the country so I can't visit people. I just call them up and ask if they need any HELP with...whatever I'm selling which in my case is websites.

    Stop doing something you hate and start doing something you love - I presume you like helping people? Stop trying tricks and just get down with people and offer to help them. People are in business not to buy advertising, they are in business to make money. Offer to help them make money, prove to them that they can or eliminate the risk so they can try you out and they'll appreciate it and you'll feel like less of a crook...which I'm sure you're not but if you came into my shop with that "I hate selling but I'm going to try to smile anyway" face I wouldn't be interested either.

    I love helping and I love building websites - two things I love and people hear it in my voice, they sense it in the phrases I choose to use and the real and natural enthusiasm I show and don't underestimate people's desire to hang out with cool (or at least helpful) people. Be cool and helpful.

    I hope some of that helps.
    {{ DiscussionBoard.errors[9014775].message }}
  • Profile picture of the author Jack Gordon
    Originally Posted by txmediaman View Post

    I hate selling!
    Originally Posted by txmediaman View Post

    I used to publish an local magazine and newspaper, both of which failed due to my inability to sell.
    I feel like I am pointing out the obvious, but I think you are maybe in the wrong line of work.

    Have you considered trying to partner with someone who has well developed sales skills, and keeping yourself as the guy behind the curtain?

    One other thought... if you lack skills or desire as a salesperson, you might consider giving spots away to start, getting some results, honing the program, then going out and selling based on the track record you have created.

    It is a lot easier to be able to point to something tangible in a sales situation.
    {{ DiscussionBoard.errors[9014783].message }}
    • Profile picture of the author ClickDale
      Post Cards? I think you would have more success selling blank VHS tapes or floppy disks--seriously.

      I applaud your drive and ambition. If you do want to sell, then sell things that people want. I make a full time income reselling online. Just about anything sells, but many things sell a whole lot faster than others. I totally feel that you're selling the wrong item.

      I also believe that it is easier selling to individuals instead of business, especially if you question your selling abilities. I mentioned on this forum before that I would suggest you check out Bob Proctor's video course, "You were born rich". The course is no longer sold, but try to google it. On video #2 he talks about the razors edge. It is, in my opinion, the true key to success. I hope this helps. Best of luck to you!
      {{ DiscussionBoard.errors[9014814].message }}
      • Profile picture of the author LastWarrior
        Originally Posted by ClickDale View Post


        Post Cards? I think you would have more success selling blank VHS tapes or floppy disks--seriously.

        I totally feel that you're selling the wrong item.
        He's not selling "Post Cards".

        He's offering an opportunity for business owners to get the word out about their business using direct mail "Post Cards". Instead of the business spending all their own money starting from scratch... mailing list, mailing labels, post cards, design costs, printing costs and mailing costs, he's offering a flat-rate plan to send their advertising on a spot on a 9"x12" "Post Card" co-op'ed with other advertising to share in the costs. Each advertiser gets their ad out to thousands at a fraction of the cost.

        =======================

        txmediaman,

        You neglected to mention the number of exposure each advertiser is to get for their money. Maybe $295 is a total rip-off, but then maybe it's the deal of the year. Hard to know without all the facts.

        You may feel you're not a salesman, but if you keep repeating it to yourself, you're going to believe it. But myself, if I found something I want bad enough, no one, not even myself is going to stop me. The fear of sales is more to do with how you "imagine" it will be, rather than reality. Once you're turned down or told no, you find it's really not as bad as you've thought. Get over it and don't let the fear of sales hold you back from your dreams. Repetition is the mother of skill. Hone your skills by going out there. You know how to learn? Learn from your mistakes. In order to learn fast, like exponentially, you have to increase your mistakes! You make those mistakes and learn from them and the only way to do that in your situation is to go out there and talk to people. Many people are making thousand$ by doing what you're doing and they didn't learn it over night.

        I could have given you concrete 1, 2, 3, and a, b and c steps to take, but your mindset is more important. Once you want it bad enough, you'll figure out the rest. 9x12 is a good system. It will work if you do!

        LastWarrior
        Signature



        {{ DiscussionBoard.errors[9014911].message }}
        • Profile picture of the author ronr
          Have you checked out how Amber Chisholm is doing the 9x12? She has some things she is doing to overcome a lot of the objections you are having problems with.

          Ron
          {{ DiscussionBoard.errors[9014989].message }}
          • Profile picture of the author FormerWageSlave
            I am a local marketing consultant. While I've "sold" my services in order to get the clients I do have, I don't really know salesmanship. Honestly, the results I've attained for my clients have gotten me referrals, my clients speak highly of me, and it's never been a problem getting new clients that way.

            Recently I decided to pause a video startup I had been working on to regroup and I wanted to get a few new marketing clients. I was about to start prospecting via a series of letters when I decided that maybe creating a co-op, complete with a 9x12 card would be a good way to get my foot in the door, meet new business owners, and build trust. In this way I am hoping to get a few new clients and make some money by selling the 9x12 also.

            Here is a post I made in another thread about my experience so far. Maybe you can find something in my experience that could help you?

            I just started selling ad space on a 9x12 for the very first time this past week. I am a terrible salesperson. I don't understand sales, the process, any of it. I have some knowledge about it, but I don't understand it. I walk in, I get flustered, stumble over my words, feel foolish, it's crazy I even bother!

            But I'm making sales.

            Only one person has told me no so far, and I truly believe that her business wasn't a good fit. Four people have written me a check, and five others have made an appointment for me to come back another time. And I've only been at it since Wednesday. A couple hours on the first day and a couple more hours on Friday.

            Perhaps I can share a little bit of what I'm doing and it may be of some use?

            I started with the one client I have in this business district. She gets a discount and it was a pretty easy sell. She trusts me, likes the idea of a co-op, and really believes the whole area can benefit from it.

            The next business I went to was a biz that I had considered working with as a consultant, but in the end, I had to turn her down as a client. She knew me and trusted me, we had rapport, liked the idea and seeing another business had already signed up, she wrote a check too.

            Now, I have the ad plan sheet with two big X's marked with the business names who reserved those spots.

            Now comes the cold-calling. Note: I probably could've had my client do warm referrals for me, but she was on vacation and I did not want to delay getting started, so a-cold-calling I went.

            I wear nice, but casual clothes. I am not a sales-douche, so I am not going to dress like one.

            Before entering the business, I pull out my phone and search Manta.com for the business owner's name if I need to.

            Walk in, address the gatekeeper in a friendly voice asking for the owner. They ask what it is about and I let them know that Mrs. So-and-so (my client, she's well-known, respected in our biz community) referred me, and that I should talk to the owner. So far, 100% of the time, that was just fine and if the owner was there, they went and got the business owner.

            Now, the owner comes out and I repeat that I was referred by so-and-so and that they, and a few other businesses here are creating a business co-op with our first effort targeting 20,000 customers in the area. We'd like to invite you to join.

            They always want to hear more. Now I pull out my full size mockup and while doing so, I place the ad plan sheet with the big X's and businesses who've already reserved, next to it on the table/counter/desk. It's obvious what it is. And it's social proof that other businesses are participating.

            I explain that we're hitting 20,000 shoppers with direct mail, newspaper inserts, and flyer distribution and because of the power of the co-op, what would typically cost each business owner 50 cents or more per piece, we can get the price down to only a couple pennies per piece.

            Generally, they get it. There might be more questions, but these folks have been in business a while, they understand what it is and with the mock-up and social proof, they see I'm serious and they see the value.

            So what's working? Even though I'm a sales noob, I've a applied a number of the right things that when combined, are powerful sales tools.

            1. Greet them as a referral from someone they know and respect.

            2. Positioning. I position the product as a business co-op that they're being invited to. I'm not selling ad space.

            3. I have a full quality mockup of what they'll be getting. They can see how a giant postcard will get attention, they see the benefits almost immediately. I then reinforce those benefits while stumbling over my words and apologizing for not being a salesman. Ha!

            4. Social proof. Having the ad plan sheet with pricing and spaces Xed out clearly shows that others have paid me for ad spots already. And I tell them as much. Each new addition makes the next one easier to sell.

            I think that's it. At least so far that's what I've done to be successful at selling the 1st four spots and getting appointments to come back.

            And to top it off, all but one buyer has wanted to hear more about my marketing consulting, so these relationships are much more valuable than the one ad spot your selling to them.

            Hope that's helpful!
            Someone asked about offering the business owner a guarantee with the card. Here was my response:

            I just started selling spots on a 9x12 a couple weeks ago. My sales skills are a joke, but so far I'm making sales (only have a few spots left to close) and in no uncertain terms, I did not need a guarantee to sell these spots. None. Nada. Zip. Zilch. It's never even come up.

            I tell my clients that there are two factors to the response rate. The first is view rate. How many people actually see your ad? Unlike the Val-Pak, coupon books, or even spots in a magazine or newspaper, you have to hope that your prospect actually turns to the page where your ad is. Then you have to hope they see it and pay attention to it.

            The 9x12 card solves that. Bam. This thing is huge. It's a billboard in your mailbox. They can't help but see it. Blah, blah, we know all that noise.

            The second factor in the response rate is the strength of the offer. If you only offered them 50 cents off an entree, how many would respond? You need to make your offer the best you can afford.

            I'm doing my part, now the business owner has to do theirs. If they don't think they have a good enough offer, then they're probably not right for the card, and they can't afford it. Fine, I'll move on. I don't do the hard sell. Shoot, I can barely soft sell these people!
            Also, here is a post I made about my pricing:

            As far as what I'm charging, I have small, medium, and large placements. Small is 2.25 cents per piece, medium is 2.9 cents per, and large is 3.9 cents per. For this run of 20,000 pieces, that's $445, $595, and $795 respectively.

            At the very last minute before I decided to go out and sell this thing, I decided to raise my prices to what I listed above. I decided to do this because I felt I was coming in strong with a warm referral, low cost per piece, I'm a local business owner too, etc.

            Glad I did... I've gotten no objections on price.
            Granted. I had a few warm people sign up before I had to go cold-calling, so I wasn't selling cold from scratch. So maybe do that... decide which business is the most respectable business or which business has an owner that everyone knows and respects. An "influencer". Give that person a free spot in exchange for referrals. Ask that business owner to call the other businesses s/he knows and tell them that you'll be stopping by with a great offer.

            Also, create a simple paper mockup with the ad spots for sale. After you get that first free business signed up, put a big X through their spot with their business name in that spot. Show that mockup when talking to a new prospect. It's social proof that someone already signed up. They're not the first. Then do the same each time someone signs up. As that card fills up, it will be easier to sell the next spot.

            Curious, how many potential businesses do you have to choose from in your area?
            Signature

            grrr...

            {{ DiscussionBoard.errors[9015018].message }}
            • Profile picture of the author infamous dave
              Originally Posted by FormerWageSlave View Post

              I am a local marketing consultant. While I've "sold" my services in order to get the clients I do have, I don't really know salesmanship. Honestly, the results I've attained for my clients have gotten me referrals, my clients speak highly of me, and it's never been a problem getting new clients that way.

              Recently I decided to pause a video startup I had been working on to regroup and I wanted to get a few new marketing clients. I was about to start prospecting via a series of letters when I decided that maybe creating a co-op, complete with a 9x12 card would be a good way to get my foot in the door, meet new business owners, and build trust. In this way I am hoping to get a few new clients and make some money by selling the 9x12 also.

              Here is a post I made in another thread about my experience so far. Maybe you can find something in my experience that could help you?



              Someone asked about offering the business owner a guarantee with the card. Here was my response:



              Also, here is a post I made about my pricing:



              Granted. I had a few warm people sign up before I had to go cold-calling, so I wasn't selling cold from scratch. So maybe do that... decide which business is the most respectable business or which business has an owner that everyone knows and respects. An "influencer". Give that person a free spot in exchange for referrals. Ask that business owner to call the other businesses s/he knows and tell them that you'll be stopping by with a great offer.

              Also, create a simple paper mockup with the ad spots for sale. After you get that first free business signed up, put a big X through their spot with their business name in that spot. Show that mockup when talking to a new prospect. It's social proof that someone already signed up. They're not the first. Then do the same each time someone signs up. As that card fills up, it will be easier to sell the next spot.

              Curious, how many potential businesses do you have to choose from in your area?
              If I may ask, what else do you offer in your coop? What are the benefits for the business owner?
              {{ DiscussionBoard.errors[9020266].message }}
              • Profile picture of the author FormerWageSlave
                Good question. Right now, nothing else. The card is the start. But I am looking at putting a directory site in place, as well as a loyalty app platform.

                I could really use some good ideas if you have them.

                And I am trying to reconcile how to offer exclusivity with the card and accept anyone into the co-op.

                Right now the benefit to the business owner is reaching 20,000 potential customers for only pennies per piece vs. 25+ cents per piece.

                Originally Posted by infamous dave View Post

                If I may ask, what else do you offer in your coop? What are the benefits for the business owner?
                Signature

                grrr...

                {{ DiscussionBoard.errors[9025320].message }}
        • Profile picture of the author ClickDale
          Originally Posted by LastWarrior View Post

          He's not selling "Post Cards".

          He's offering an opportunity for business owners to get the word out about their business using direct mail "Post Cards". Instead of the business spending all their own money starting from scratch... mailing list, mailing labels, post cards, design costs, printing costs and mailing costs, he's offering a flat-rate plan to send their advertising on a spot on a 9"x12" "Post Card" co-op'ed with other advertising to share in the costs. Each advertiser gets their ad out to thousands at a fraction of the cost.

          ======================
          LastWarrior
          Well......that is exactly what I thought he was doing. Believe me....he is selling the wrong product. That is problem #1. Problem #2 is that he is going after cold customers that haven't expressed an interest in his service. If you are going to work that hard to go after cold customers, then do it with something that will give you a much higher payout. Become a realtor or a loan officer. All you need is one sale to make a $3k paycheck (at least in my area). Problem #3 is that he doesn't have a passion for sales....which I think goes back to problem #1. If he was selling a product or service that was highly in demand, he will likely have more people coming to him just from word of mouth through friends and family.
          {{ DiscussionBoard.errors[9015215].message }}
          • Profile picture of the author LastWarrior
            Originally Posted by Doran Peck


            "There is too much that is unknown about the nuances of what your doing at each step, to be able to offer something specifically beneficial to you."
            Yeah, I believe this to be true. Unless there's someone there actually watching you going through your pitch, it's hard to point out any problems you may have. Right now it's a guessing game and we're all speculating.

            Originally Posted by ClickDale View Post


            Well......that is exactly what I thought he was doing. Believe me....he is selling the wrong product. That is problem #1. Problem #2 is that he is going after cold customers
            Sorry, I don't agree! Your statement is akin to saying "McDonald's Franchising concept doesn't work." This system already works regardless of your opinion. Every business that wants to grow and be successful needs a fresh supply of leads. This system will do that. Selling the wrong product? Critiquing a system that has already proven itself is...well, funny. And you're right, going after "cold customers doesn't work as no one here has been successful going after the cold market! You be right, I'll be rich.

            As for your tips for helping...

            LastWarrior
            Signature



            {{ DiscussionBoard.errors[9015688].message }}
            • Profile picture of the author ClickDale
              Originally Posted by LastWarrior View Post

              Sorry, I don't agree! Your statement is akin to saying "McDonald's Franchising concept doesn't work." This system already works regardless of your opinion. Every business that wants to grow and be successful needs a fresh supply of leads. This system will do that. Selling the wrong product? Critiquing a system that has already proven itself is...well, funny. And you're right, going after "cold customers doesn't work as no one here has been successful going after the cold market! You be right, I'll be rich.

              As for your tips for helping...

              LastWarrior
              McDonalds sells products people want. How can you compare post cards to burgers? Food is required to live. Sure it might be a proven system---back in the 1980's. The hay-days for postcards are gone. No matter how well ANYONE works this system, they will make pennies per hour for the amount of work they put into it. I'm certain that if you worked hard enough selling dial-up service, you might make a sell or two....but wouldn't you want to sell something with HIGHER DEMAND that WORKS BETTER? I would spend my efforts selling something people want that give me higher returns. Even selling dial-up service would be better.....at least the customer will get something THAT WORKS.
              {{ DiscussionBoard.errors[9020415].message }}
              • Profile picture of the author LastWarrior
                Originally Posted by ClickDale View Post


                "McDonalds sells products people want. How can you compare post cards to burgers? Food is required to live. Sure it might be a proven system---..."
                "...might.."? It already is and has.

                Yeah, yeah. Sorry, but I can't get past the fact when you talk, all I hear is that wonk, wonk, wonk the Peanut gang hears when the adults around them are talking.

                LOL!

                I hear what you're saying, but the fact you disagree doesn't diminish, not one bit, the fact some forms of direct mail are still working and an efficient co-op postcard system like this doesn't have to prove itself because it has already been successful for a very long time. I or anyone else can say otherwise, but it doesn't make it true. Just because maybe you tried something similar and it didn't work, doesn't mean it doesn't work. It simply means you didn't. :p

                Ok, put it this way... we agree to...

                the fact that I'm right and you're wrong. Fair enough?

                ===========================
                txmediaman,

                I give you huge kudos for sticking with it. You're just getting started. I hope you saw and understood some of the diamonds in the rough I threw out to you to find in my earlier posts. Selling is a process that takes practice and diligence. Be a student of the game. Immerse yourself into the art. Study. You can make up in numbers what you lack in skill. Go out there and just do it. Don't wait for the planets to align, your ducks to get in a row or for you to finish this grand list you're making. Grab your stuff and hit the street. Massive Action Produces Massive Results! They may not be the results you're looking for, but results none the less. LOL!

                One last tidbit... Don't focus on winning or losing as if you're in a game or contest. Just focus on what you are doing and do not think of the consequences. Go in, do your thing and move on. Don't make it difficult. Through each encounter you will learn something and get better. That's how it works. I've been self-employed since eons and have learned a lot. During all that time a big thing I learned is to quit thinking and just do it. LOL! Procrastination is the guano we walk on never letting us get to the starting line.

                LastWarrior
                Signature



                {{ DiscussionBoard.errors[9020501].message }}
                • Profile picture of the author ClickDale
                  Originally Posted by LastWarrior View Post


                  Ok, put it this way... we agree to...

                  the fact that I'm right and you're wrong. Fair enough?

                  LastWarrior
                  LastWarrior, if you want facts, I will share with you facts. I've been thanked nearly as many times as you have. The fact is that I have brought equally as much value to this forum in the last 2 months I've been a member, than you've offered in 5 years.

                  I never wanted to argue with you, as you seem to want to argue with me. Maybe I was a bit harsh towards the post card system. Maybe there is a market for it, like there is a market for flip phones. I don't know anyone with a flip phone, yet if you look hard enough there is someone that will eventually buy it. Why work so hard?

                  The most proven system EVER is reselling. Buy something cheap and resell it for more. This proven concept has been around for thousands of years. I've been doing this for years. And since I sell online, I don't have to sell face to face to businesses. Rarely do I need to interact with customers at all, except to say their item has been shipped. Consider reselling txmediaman. And if you or anyone else needs help with this, I'm willing to offer you guys support for free. Times are tough and I just want to help people succeed.

                  Okay LastWarrior, you can reply with your ego boosting fluff now....while I actually help others improve their situation.
                  {{ DiscussionBoard.errors[9022035].message }}
              • Profile picture of the author xlfutur1
                Originally Posted by ClickDale View Post

                McDonalds sells products people want. How can you compare post cards to burgers? Food is required to live. Sure it might be a proven system---back in the 1980's. The hay-days for postcards are gone. No matter how well ANYONE works this system, they will make pennies per hour for the amount of work they put into it. I'm certain that if you worked hard enough selling dial-up service, you might make a sell or two....but wouldn't you want to sell something with HIGHER DEMAND that WORKS BETTER? I would spend my efforts selling something people want that give me higher returns. Even selling dial-up service would be better.....at least the customer will get something THAT WORKS.
                Business owners want more customers and more business. Almost all of them use paid advertising to some extent. The 9X12 is inexpensive and is an opportunity for them to co-op an ad piece without any of their competition on the same piece. (unlike the magazine mailers that have 5 pizza places with full page ads and coupons) Bob Ross and many other people are making this work today, not in the 1980s.

                To address the original post, you might try adding simple things to add value to the $295 price. Add a free mobile landing page for the ad, or offer to put an email marketing form on their website. (mailchimp is free), or show them how they can capture phone numbers for a text message marketing campaign. Don't talk in terms of selling ad space, show them how to increase sales and profits very inexpensively.
                {{ DiscussionBoard.errors[9068732].message }}
              • Profile picture of the author McKattry
                Originally Posted by ClickDale View Post

                McDonalds sells products people want. How can you compare post cards to burgers? Food is required to live.
                Food? McDonalds? That's a a good one! People don't go to McDonalds because they want food, that's what Safeway is for. They go because it's fast, it's cheap, and the kids want a toy with their meal. I personally go for the playgrounds

                Originally Posted by ClickDale View Post

                Sure it might be a proven system---back in the 1980's. The hay-days for postcards are gone. No matter how well ANYONE works this system, they will make pennies per hour for the amount of work they put into it. I'm certain that if you worked hard enough selling dial-up service, you might make a sell or two....but wouldn't you want to sell something with HIGHER DEMAND that WORKS BETTER? I would spend my efforts selling something people want that give me higher returns. Even selling dial-up service would be better.....at least the customer will get something THAT WORKS.
                Well if you go in trying to sell postcards, I imagine that you'd get a few odd looks. Businesses don't want postcards, they want customers. So SELL customers. A giant postcard directly in the hands of 10,000 local customers is HUGE, and any business owner that doesn't recognize this may not be in business for long.

                I challenge you to find a better way to get a business owners message into the hands of customers faster, more cheaply, and with a higher response/sales rate than with a huge direct mail flier delivered via USPS at co-op rates.
                Signature
                Do you need Hosting?

                Find out how to get a Huge Bonus Package with almost any Hosting Plan.
                Free Graphics, IM eBooks, PLR Articles, and much, much more!!!
                {{ DiscussionBoard.errors[9365494].message }}
              • Profile picture of the author BigFrank
                Banned
                Originally Posted by ClickDale View Post

                Food is required to live.
                1. Effective advertising is required for any business with competition to survive ('live'), as well as to continue to grow.

                2. The 9x12 System is an extremely viable concept due mainly to the 'coop' hook, the excellent cost-effectiveness and the ability to 'add-on' an endless number of other products and services once you procure that new client

                2. I have a friend that is in danger of losing his home in a few months. I have been searching for something to set him up with that will afford him the greatest opportunity for success in the shortest amount of time. After considering dozens of different avenues to achieve this goal, I have settled on this product/service. Marketed properly, there are very few things that I know of that can be as successful as this program. I have sold for most of my adult life. This is as close to a 'no-brainer' as I have ever come across and is incredibly easy to scale. Had I come across this a few years back, I would have chucked everything and devoted myself to nothing else.

                3. Any person with the requisite skills (or the honest desire to learn them) could be extremely successful at this. Like anything else in life, it's what you bring to the party that is going to determine how well you do.

                4. Pissing on someone's parade is just mean-spirited.

                Cheers. - Frank
                {{ DiscussionBoard.errors[9649899].message }}
      • Profile picture of the author vndnbrgj
        Originally Posted by ClickDale View Post

        Post Cards? I think you would have more success selling blank VHS tapes or floppy disks--seriously.
        This is some of the worst advice I have seen in a while....

        Postcards work and work well.
        I am working on a mod you may be able to implement TXMediaMan.
        I will get with you about it in April.
        Signature
        Life Begins At The End Of Your Comfort Zone
        - Neale Donald Wilson -
        {{ DiscussionBoard.errors[9022271].message }}
  • Profile picture of the author TeamBringIt
    Originally Posted by txmediaman View Post

    Hey guys, I've been trying out Bob Ross' 9x12 postcard method and thus far I haven't had ANY success, maybe you can help me. While I can't say I've put 100 percent of my time to selling ad spaces due to my "real" job, I've encountered several issues during the limited time that I have. Some of the most common roadblocks are:

    • Owner/manager is never available (at least when I visit). I've tried multiple times explaining to the employee in charge of the biz the reason for my visit, but most of them don't seem at all enthusiastic and always assure me they'll let the owner/manager know, which they never do. How do you guys go around this? Is there another way to get in contact with the right person? - Social media, Phone, Email?

    • Some biz owners and/or managers complain that the card is too thick to use for coupons. I'm using 10pt. glossy material. What weight of paper do you guys typically use?


    • Some biz owners and/or managers seem interested until I roll out the price. Currently I'm charging $295 per spot (about $200 less than Bob Ross) and I'm having an awful time with it. What are you guys typically charging? Is there a way to "sugar coating" the rate?

    • The last and most important thing that I'm having trouble with (at least that I can think of right now) is my confidence as a salesman. I have great ideas on how to make money in the advertising business, but I hate selling! Even though I'm providing a service to the business, I can't help but feel like I'm soliciting and begging them for money. Any pointers?

    A little bit about me: I used to publish an local magazine and newspaper, both of which failed due to my inability to sell. I have experience in graphic design, web development, and print production. Currently I work at a call center taking inbound calls.

    I've read multiple books and how to guides on success and selling by reputable authors such as Jack Canfield and Brian Tracy, and even though I feel more knowledgeable on the subject, I chicken out when it comes to taking action.

    All and any advice is great appreciated!
    What niche are you in? what type of businesses, are you dealing with? What is the life time value, of a customer in that niche? What proof/benefit can you, show the business owners, that will justify ANY price? All of these can have, an impact of success..or lack of it.

    At least, you gave it a try, just modify some elements and go at it again.
    {{ DiscussionBoard.errors[9014810].message }}
  • Profile picture of the author Joi
    I don't have experience with Bob Ross's method, but I do have experience as a sales coach. Perhaps tips I gave my team will help you...

    1) Speculate on what your prospect is like. Make an outline of who he or she is, including age, income, where they might live. This is similar to working up a character description if you were writing fiction.
    Expand on this to include your prospect's work, such as what types of products or services they sell, who Their clients may be (high level, don't need to be as detailed as for your own prospect), and who their competitors are.
    It doesn't have to be perfect, and it doesn't have to be tailored to each prospect. You want a general idea of who your target is so you can picture them when working on the next steps.

    2) Make a list of the ways the product/service helps your prospect. What exactly does this do for them, what are the benefits, what problem do they have that this provides the solution for?
    Keep in mind that features are not benefits. A feature of a car is that it has wheels. The benefit of the wheel is that it gets you to where you want to be.

    3) Don't think of providing a product or service as selling. Think of it as helping. You are being really useful to your client, taking a big weight off their shoulders regarding the problems you identified above. Being paid for this is almost secondary to the great feeling that comes with knowing you were really a big help to them.
    (This re-framing of how to think of selling got a lot of my team members over the nervousness and feeling like they are forcing their product onto the customer.)

    4) Write out a general pitch you could use with anyone. Keep it brief, about 30-60 seconds (google "elevator pitch"). It should include 1-3 solutions your product provides. Try to include language that helps your prospect visualize the benefits ("Imagine how..."), and try to work in an agreement to your statement ("Wouldn't you agree that getting 5% more sales of your widget would...").
    Also try, if possible, to work in a statement that creates a sense of being the same as your prospect, or shows that you understand their viewpoints "I would feel that way too" "I went though the very same experience" "I would think the same if I were in your shoes." People trust, and thus buy more, from someone they can identify with.

    Here's an example:

    My prospect is in their 40's, married with a couple kids, has a shop on the outskirts of the burbs, but spends most of their day out at their customer's locations doing installations/builds/repairs. They are tired, frustrated, and worried about the competitors. They currently advertise in the newspaper, and some radio spots. They also do direct mail drops at the begining of the busy season, and don't have anything going on during the off season. The low response to advertising, and lack of work during off seasons, is stressful for them.

    They install and repair Widgets. The demand for Widgets is mainly spring through fall. No one wants a Widget in the winter, but there are some emergency Widget repairs that may be needed due to winter freezes. The people who buy Widgets live in the suburbs, and would have to be at least middle class to afford Widgets. The middle class is getting squeezed by the economy, so the demand for Widgets overall has dropped, and the competitors, especially the big chains, have been providing some really steep discounts.

    Prospect problems: Advertising costs, competitors rates and coupons, creating new leads, maintaining relationships with past clients, upsell and reoccurring options for added monetizing of past and current leads, and lack of hours in the day for relaxing and seeing family.

    Your product's benefits: Low cost compared to other advertising options, quality card-stock creating a more professional and up-market image (attractive to upper middle class customers, where the money is), scheduling options for re-occurring drops that maintain customer relationships and provide savings to repeat customers, and the target drop areas have annual incomes at or above XYZ, and are ideal customers for your prospect's Widget.

    Your pitch:Mr Cx I can see that you are being being put into a tough spot, between the current economy, and the pressures of your competitors in your customer pool. In today's tough economy, maintaining relationships with existing customers, and expanding business to new customers has never been more important, wouldn't you agree? My service would let you do just that, through a plan for scheduled introductory and reoccurring mailings over 12 months with product information, maintenance reminders, and discounts for service for returning customers. My cards have an excellent quality, making them perfect for saving on the fridge, keeping your name in front of your customers. The cost is only XYZ per mailing, a savings of XX% over (local direct mail competitor), which doesn't offer a relationship building service. Lets get started on this for you today. Would you like your first mail drop to be in this month, or next?

    Note that the last sentences aren't "Would you like to proceed?" or "Would you like to sign a contract?" The close is assumed. The question is when do you start.

    Most inexperienced sellers do not know their product's benefits, or don't believe in them. So at minimum, even if you ignore everything else I've said above, list out the benefits and get passionate about how they are helpful.

    I could go one with tips about getting over sales anxiety, but this is pretty long as it is. Hope it helps!
    {{ DiscussionBoard.errors[9014887].message }}
  • Profile picture of the author misterme
    • Owner/manager is never available (at least when I visit).

    Try different times.

    • Some biz owners and/or managers complain that the card is too thick to use for coupons. I'm using 10pt. glossy material. What weight of paper do you guys typically use?

    They're really stretching to find reasons to turn you down.

    • Some biz owners and/or managers seem interested until I roll out the price.

    You can try different price points with different options and see which one they bite at most.

    Plus it's in the way the price is presented.

    • The last and most important thing that I'm having trouble with (at least that I can think of right now) is my confidence as a salesman. I have great ideas on how to make money in the advertising business, but I hate selling! Even though I'm providing a service to the business, I can't help but feel like I'm soliciting and begging them for money.

    Must be that your idea of selling involves trying to get them to buy. Try sharing and showing the idea instead?
    Signature
    "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
    {{ DiscussionBoard.errors[9014889].message }}
  • Profile picture of the author Climb Online
    You have 5 seconds to make a good impression. The sales process starts the second you walk in the door. Be enthusiastic, be brief and be an expert.

    You HAVE something for them, pull them out of their world and into yours, you do that with energy & excitement.

    Experts do not have the time to dick a around, get to the point of your visit, does the business owner want to save money on advertising and generate cash? if yes, great! whip out your sample and pitch it. If no, NEXT.
    Signature

    "It is your choice of message that targets the customer, not your choice of media. There are rare exceptions, of course. But not many."
    - Roy H. Williams

    {{ DiscussionBoard.errors[9015083].message }}
  • Profile picture of the author Doran Peck
    There is too much that is unknown about the nuances of what your doing at each step, to be able to offer something specifically beneficial to you.

    However, here is something that can come into play and help position you at an advantage in your sales conversations.

    Go find out what the pricing is for other advertising mediums in your area....what do TV spots run...Radio, newspaper, yellow pages, Local direct mailing services, any other local mediums (get quotes). Have a good understanding of what businesses are paying to advertise.

    Collect ads from your prospects and their competition. Know what they are doing before you go see them.

    I'd be happy to converse at greater length, you can contact me via my website.

    DP
    {{ DiscussionBoard.errors[9015110].message }}
  • It really does help if you believe in what you're selling (more importantly the customer must believe - they just need to hear the benefits).

    You might not be that keen on Postcards but done well they do produce outstanding results for the advertisers.

    You might hate selling face to face or on the telephone - so send Postcards to potential advertisers.

    With the right copy and assuming they read them - and it's hard not to - a very worthwhile number of clients have an "ah ah" moment and call you.


    Steve
    {{ DiscussionBoard.errors[9015268].message }}
  • Profile picture of the author Matthew North
    Originally Posted by txmediaman View Post

    • Some biz owners and/or managers seem interested until I roll out the price. Currently I'm charging $295 per spot (about $200 less than Bob Ross) and I'm having an awful time with it. What are you guys typically charging? Is there a way to "sugar coating" the rate?
    Be upfront with your price at the start of the call, only deal with people who are comfortable with the $495. If they don't have the money or don't believe your proposition don't try and sell to them, move on.

    You could also target businesses who are already advertising with a similar form of media, such as newspapers or magazines.

    Compare the advantages of your service against what they are using now. Newspapers for example have a broad but untargeted audience, while post cards can be delivered cheaply to a qualified list of their past buyers.

    Less ads get sent, more sales come in. Spend and cost of advertising decreases, which means more money for reinvestment.

    Create offers as a service for your customers targeting big ticket items, it's easy to sell them to a market who have previously bought.

    Send them near the end of their sales cycle, when they are about to buy the product again from someone. It might as well be your customer.
    {{ DiscussionBoard.errors[9015293].message }}
  • Profile picture of the author Jason Kanigan
    @theOP:

    1. Bob has a support forum for people doing this, right? I haven't been there in a year or so, but it should still be around. You aren't the first person trying to figure this out.

    2. With what you've shared so far, it doesn't sound like you're selling. My impression is that you're presenting. Presenting is one phase in the sales process, and it ought to be the last phase. First you have to prospect and qualify. Then you won't be presenting people who can't afford or don't value or have a need for what you offer. Right now you're presenting to anyone and everyone who will listen to you, are you not? And that is opening you up to tons of rejection. Presenting to unqualified prospects is a recipe for failure and disappointment.

    Use the phone for prospecting. It's much faster. Qualify FIRST, Sell later. Set appointments with the phone to see qualified prospects in person.

    http://www.warriorforum.com/offline-...t-selling.html

    3. For your problem with price, you need to have the prospect figure out for themselves what it's worth to buy from you. Use this

    http://www.warriorforum.com/offline-...uch-again.html

    If they say it, it's true. If you say it, you have to defend it.

    4. Misterme's advice above also applies.

    5. You have a lot of headtrash about selling. Not unusual. Work on it.
    {{ DiscussionBoard.errors[9015869].message }}
    • Profile picture of the author txmediaman
      First and foremost I would like to thank all of you warriors for replying to my post, I never thought I'd get this much of a response from so many experienced and successful people. Thanks again for taking your time to give me advice, I sincerely appreciate it.

      I agree with most of you who say my biggest problem is my insecurity as a salesman. I'm really working on that, I really do have passion for this industry, but I desperately need to get out of my comfort zone. I've been preparing myself these past days before hitting the streets again and cold calling. I've been making a list of the largest and most popular advertisers in my local area so I can hit them up, I'm sure they are likely to have a better understanding on the importance of advertising and marketing.

      One thing I would like to ask you guys is, does design matter (a lot)? What colors do you guys recommend?
      Signature
      Life begins at the end of your comfort zone.
      {{ DiscussionBoard.errors[9020048].message }}
  • Profile picture of the author Aaron Doud
    Lot's of great advice already in this thread. The issue isn't price of course. It's your ability to sell it. I would guess you don't believe in your ability nor your offering. So let's address a few points.

    1. If yours is $295 and Bob Ross is offering the same thing for $595 it is clear yours is a good value. You just need to know how to promote that value. Which way will work best will depend on you. Here are some ideas.
    • Believe you offer value: If you don't believe it your prospects never will
    • Mark Up to Mark Down: This is what retailers like Kohl's do and is a form of anchoring. Mark your price up to $595 but than offer a special or some other reason why it is $295
    • Classic Anchoring: A $595 Value for only $295 (vary as needed)
    • Apples to Oranges Anchoring: Compare your offer to something much more expensive. You could compare it to a newspaper ad or even better the cost of a direct mailer.
    2. Math is your friend in large part because people don't understand math. Ask them questions so you can use their numbers. Now use those numbers to show them how taking your offer just "adds up".
    • Which coupon that you currently use gets the best response?
    • How many people bring the coupon in?
    • Out of how many?
    Wow that is a 3% response rate.
    • Do you know how often your average customer comes in?
    • How much does your average customer spend?
    You're really doing great with 2 visits and $20 per time that is $40 per month and nearly $500 per year. I really think this is going to do great for you with numbers like that.

    Remember how I told you that this would get in front of 10,000 families? Well with a great offer like yours at a 3% response rate that is 300 people. But let's not count the chickens before they are hatched. After all we have never used that coupon in this format before. But if you are getting 3% I can't image it being much less than 1%.

    • Don't you think your great offer could pull at least 1/3rd as well as it normally does on this card?
    So let's say 100 redeem that offer. Now I am sure with how busy you are here that some of those 100 families will be current customers of yours.

    • What percent do you think would be current customer?
    30%? Now John I think you underestimate yourself. And as I said earlier I like to be conservative. If for example we take your estimate by 3 that would mean 90% were current customers. Now some might be sparked to return by this offer that you had not seen in a while but let's not even consider them. Let's just consider the 10% that would be absolutely new customers. That would be 10.
    • If I put your best offer in front of 10,000 families do you believe that we could get 10 families who you have never served before to come in and try your food?
    And we know your customers love your food so they will be back. Earlier you told me that you average customer makes you $500 a year. I know not every customer is average. Some are above and some are below.
    • But how many of those 10 new customers do you think would be average or better?
    Half? You know your business better than I do of course. Let's say it is 5. You know what let's be even more conservative. Let's say it is just 1.
    • Pretty easy to imagine 1 family out of 10,000 becoming an average or better customer isn't it?
    See that's the great part with even just one average customer over the year you will get $500. You will never double your investment from just one customer. That isn't counting the other 4 you thought would also become average or better customers. That isn't counting the lost customers you recover from among the 10,000. That isn't counting the below average customers who would not have came in who decided to because they were among the 10,000 to get your coupon.

    It only counts 1. 1 out of 10,000.

    • If I was holding $500 in my hand and offered to give it to you for $295 would you take it?
    Of course you would. We all would. And that is what I am offering you. With very conservative numbers if even 1 out of the 10,000 become an average customer you will earn $500. Add in all the other income possibilities I mentioned but didn't count and it's easy to see how $500 is just the tip of the iceberg.
    • So would you just like to do your (say offer) or do you think it would be best to run a few coupons to capture even more of those 10,000 families?
    {{ DiscussionBoard.errors[9022186].message }}
    • Profile picture of the author misterme
      Originally Posted by Aaron Doud View Post

      Mark Up to Mark Down: This is what retailers like Kohl's do and is a form of anchoring. Mark your price up to $595 but than offer a special or some other reason why it is $295
      • Classic Anchoring: A $595 Value for only $295 (vary as needed)
      • Apples to Oranges Anchoring: Compare your offer to something much more expensive. You could compare it to a newspaper ad or even better the cost of a direct mailer.
      Or do the ugly twin anchoring. I think that's in Dan Ariely's book, though maybe he doesn't exactly call it "ugly twin". But here's what that is:

      People have a difficult time choosing between two vastly different options.

      But they have no difficult choosing between two similar options when one option is clearly better. The better looking twin.

      So that makes what the choice is very clear when it's among three options. So you can pretty much force their choice to the one you prefer even while looking like you offer options.

      Which would you choose? They're all the same price:

      a. 10,000 pieces ad size 4x4 black and white
      b 10,000 pieces ad size 2.5x 2.5 two color
      c 10,000 pieces ad size 2.25 x 2.25 four color
















      did you choose c?
      Signature
      "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
      {{ DiscussionBoard.errors[9022506].message }}
      • Profile picture of the author Matthew North
        Originally Posted by misterme View Post

        Or do the ugly twin anchoring. I think that's in Dan Ariely's book, though maybe he doesn't exactly call it "ugly twin". But here's what that is:

        People have a difficult time choosing between two vastly different options.

        But they have no difficult choosing between two similar options when one option is clearly better. The better looking twin.

        So that makes what the choice is very clear when it's among three options. So you can pretty much force their choice to the one you prefer even while looking like you offer options.

        Which would you choose? They're all the same price:

        a. 10,000 pieces ad size 4x4 black and white
        b 10,000 pieces ad size 2.5x 2.5 two color
        c 10,000 pieces ad size 2.25 x 2.25 four color
















        did you choose c?
        Yes

        Another option is to experiment with decoy pricing:
        http://www.warriorforum.com/offline-...ould-help.html
        {{ DiscussionBoard.errors[9022575].message }}
      • Profile picture of the author misterme
        I should elaborate on this just a little so it's clearer to anyone reading it how this works. I bolded the new information edited into this post.

        People have a difficult time choosing between two vastly different options.

        But they have no difficult choosing between two similar options when one option is clearly better. The better looking twin.

        So that makes what the choice is very clear when it's among three options. So you can pretty much force their choice to the one you prefer even while looking like you offer options.

        If the choice is between an ad sized 4x4 in black & white - or - sized 2.25x2.5 in four color, you may find yourself tossing it back and forth a few times to reason out which one to go with.

        That's because the two options are very different from each other and so, more difficult to compare.

        However when the third option is introduced (the ugly twin) now all of a sudden the choice becomes easier. You'll find you choose between the two similar options because that's easier to make comparisons of, and you naturally then gravitate towards the better one of those two:

        the 2.25 x 2.25 in four color - or - the 2.5 x 2.5 in two color.


        Which would you choose? They're all the same price:

        a. 10,000 pieces ad size 4x4 black and white
        b 10,000 pieces ad size 2.5x 2.5 two color
        c 10,000 pieces ad size 2.25 x 2.25 four color
        Signature
        "Best book on answering objections I have seen... it's for photographers but it has brilliant techniques you can use in any business." - Claude Whitacre. When They Say That, You Say This (Amazon Kindle)
        {{ DiscussionBoard.errors[9024337].message }}
  • Profile picture of the author joecarson1
    Thanks to all that have posted workable advice in this thread and no thanks to those that have wasted our time with useless posts.

    Special thanks to Aaron Doud for your post!
    {{ DiscussionBoard.errors[9022617].message }}
  • Profile picture of the author AmericanMuscleTA
    Why not offer special pricing for your first postcard? Instead of charging $295, why not charge $150 a spot? Lower the barrier of entry. Heck, if you make $1000 off your first postcard, it's better than nothing. Then, you will get more confidence to sell at the higher price point to other cities around you.

    Also, FormerWageSlave has great posts in this forum about the 9x12 system. You can mention to your potential clients that each piece costs 5.9 cents (if you mail out 5,000 at $295).

    Where else could you get your ad right in the face of potential customers for 5.9 cents?! You can't even mail anything for 5.9 cents.
    Signature

    David Hunter | Duke of Marketing | Real Estate Agent
    www.DukeOfMarketing.com

    {{ DiscussionBoard.errors[9022636].message }}
  • Profile picture of the author LastWarrior
    ClickDale,

    You offered no help here and now you talk about all these years of experience you have, blah, blah, blah. Nobody cares. But you seem hell-bent on pointing out all the thanks you got in a short time. If that is what floats your boat, do it man. Flaunt it if it helps your ego. Again, nobody cares. I'm not the only one here that said things about your statements. Just because your opinion isn't popular here, don't take it out on others! Maybe you should focus on another thread where you can actually offer some legitimate advice in helping the OP?... instead of knocking him on what he is pursuing! Don't go away mad my friend. Just go away. LOL! :p

    You want to keep bickering and wasting your time, by all means do if you have nothing better to do. However, as a fellow Warrior, I suggest you quickly go find another thread where you can offer your .02¢ and have your time more appreciated. Wouldn't that make better sense that coming here and throw words with me... and be found guilty of coming to a battle of wits unarmed? LOL!

    "Maybe" you were a bit harsh about the post card system? Really? Really? Please, you came out the gate blasting how txmedia man is practically wasting his efforts selling the postcard system and that he's selling the wrong item.

    Originally Posted by ClickDale


    "Okay LastWarrior, you can reply...now....while I actually help others improve their situation."
    You call coming here practically insulting txmediaman's efforts to market the 9x12 system... "...help others improve their situation." ?? Wow dude. That's your idea of '''...help..."? That's seems warped to me.

    txmediaman asked for help because he encountered many issues and is asking for advice on how to deal with it. You offered your advice by spurning him and his efforts...and I'm sure he appreciates you for it! vndnbrgj and I are not the only one who feels likewise in your advice to tx.

    Originally Posted by vndnbrgi


    This is some of the worst advice I have seen in a while....
    It's just that others, like I have here a few times already, spent their time giving legit advice and opinion on what tx can do to make it better! How long you want to keep this up? Found another thread yet to contribute to? You want more? Come get some.

    =====================================

    txmediaman,

    You've gotten some great advice here. I thank you for the question because I've learned a few things too. In fact, I followed some links here given to you and I spent an hour reading and studying. Good stuff for sure. I'm attracted to the advice because being self-employed all my life, learning to make sales is important and regardless of how many years I have under my belt, I always continue to learn. Using this system has not only allowed me to make money through another income stream, but a cheap to no-cost way of having my ads out with others about a few of my local service businesses.

    I hope that you keep getting some quality feedback from fellow Warriors and later down the line, it would be great to read a follow-up thread on your progress!

    Peace Bro.

    LastWarrior
    Signature



    {{ DiscussionBoard.errors[9022760].message }}
  • Profile picture of the author AmericanMuscleTA
    misterme,

    I like your example of how to steer clients to what you prefer your clients to have.

    Naturally, I'd pick the four color. Though, the message is more important than the appearance. So, the bigger black and white may be the better choice, but who wants dull and boring B&W?! Color it is!
    Signature

    David Hunter | Duke of Marketing | Real Estate Agent
    www.DukeOfMarketing.com

    {{ DiscussionBoard.errors[9024381].message }}
  • Profile picture of the author RedShifted
    I'm not going to address all your questions because many people already have. But I will address 1 thing which is getting & closing clients.

    When I use to use this method this is exactly what I'd do -

    1) I'd collect ALL valpak mailers, money mailers, super coups, ANYTHING like valpak that came to my door, I'd collect and save.

    2) I'd go through these booklets and read the actual coupons. Then I'd find all the crappiest coupons, would rip them out and save them.

    3) I'd visit the websites and find all the business owners with the crappiest coupons and crappiest websites.

    4) I'd use my copywriting skills to send them an email, and criticize their coupons AND their website. I'd literally send them report cards by email. Like "you have no headline, no social proof, no testimonies, no offer, no call to action, etc etc".

    5) I'd basically just provide them VALUE up front. Like Frank Kern says, "results in advance". Thats ALL I DID. And it worked EXCELLENT.

    So I intentionally targeted the business owners who were spending money on direct mail, but who were executing terribly. And I can tell you for a fact, they are the easiest to sell..... cause they're the ones who have NO IDEA what they're doing. All you have to do is SHOW THEM that you are sharp and know your stuff. And a bit of arrogance honestly doesn't hurt. Once I'd get them on the phone, sometimes I'd speak in a slightly condescending way. Like if they tried to minimize problems I'd act very insulted. Kinda like, "You don't think a call to action is important? You can't be serious? If thats what you think then why are all your most successful competitors using them? You think its just a coincidence?" etc etc. I'd really grill them on the phone.

    Scoring a prospect is a bit like scoring a date. If you act like you're the shit, if you truley believe it inside, if you are very passionate and enthusiastic about what you're doing, if you deliver value and educate people about things they don't know, clients WILL SEE the value in you, and it makes it that much easier to close them.

    Finally. I'm going to be brutally honest with you. But people have this weird tendency to put their most significant problems last. Like your first 3 questions don't mean anything to me. When I read them, I immediately thought "this guy can't sell". Then I read your 4th bullet point and noticed that you're aware of this.

    So if I were you, I wouldn't worry about the first 3 bullet points. They are all symptoms of your last bullet point.

    Get sales training, write out and memorize responses to rebutals, watch videos, work out, run, learn, invest in >>> yourself. Like Jim Rohn said, "if you spend more time working on yourself than you do on your job, you will become wealthy". The ability to sell.... is the most profitable skill anyone can learn. Forget the first 3 bullet points, and work on that.

    Thats my best advice. =]

    -RS
    {{ DiscussionBoard.errors[9024880].message }}
    • Profile picture of the author AmericanMuscleTA
      Originally Posted by RedShifted View Post

      I'm not going to address all your questions because many people already have. But I will address 1 thing which is getting & closing clients.

      When I use to use this method this is exactly what I'd do -

      1) I'd collect ALL valpak mailers, money mailers, super coups, ANYTHING like valpak that came to my door, I'd collect and save.

      2) I'd go through these booklets and read the actual coupons. Then I'd find all the crappiest coupons, would rip them out and save them.

      3) I'd visit the websites and find all the business owners with the crappiest coupons and crappiest websites.

      4) I'd use my copywriting skills to send them an email, and criticize their coupons AND their website. I'd literally send them report cards by email. Like "you have no headline, no social proof, no testimonies, no offer, no call to action, etc etc".

      5) I'd basically just provide them VALUE up front. Like Frank Kern says, "results in advance". Thats ALL I DID. And it worked EXCELLENT.

      So I intentionally targeted the business owners who were spending money on direct mail, but who were executing terribly. And I can tell you for a fact, they are the easiest to sell..... cause they're the ones who have NO IDEA what they're doing. All you have to do is SHOW THEM that you are sharp and know your stuff. And a bit of arrogance honestly doesn't hurt. Once I'd get them on the phone, sometimes I'd speak in a slightly condescending way. Like if they tried to minimize problems I'd act very insulted. Kinda like, "You don't think a call to action is important? You can't be serious? If thats what you think then why are all your most successful competitors using them? You think its just a coincidence?" etc etc. I'd really grill them on the phone.

      Scoring a prospect is a bit like scoring a date. If you act like you're the shit, if you truley believe it inside, if you are very passionate and enthusiastic about what you're doing, if you deliver value and educate people about things they don't know, clients WILL SEE the value in you, and it makes it that much easier to close them.

      Finally. I'm going to be brutally honest with you. But people have this weird tendency to put their most significant problems last. Like your first 3 questions don't mean anything to me. When I read them, I immediately thought "this guy can't sell". Then I read your 4th bullet point and noticed that you're aware of this.

      So if I were you, I wouldn't worry about the first 3 bullet points. They are all symptoms of your last bullet point.

      Get sales training, write out and memorize responses to rebutals, watch videos, work out, run, learn, invest in >>> yourself. Like Jim Rohn said, "if you spend more time working on yourself than you do on your job, you will become wealthy". The ability to sell.... is the most profitable skill anyone can learn. Forget the first 3 bullet points, and work on that.

      Thats my best advice. =]

      -RS
      This is how I picked up the pizza shop I talk about in another post. Ha!
      Signature

      David Hunter | Duke of Marketing | Real Estate Agent
      www.DukeOfMarketing.com

      {{ DiscussionBoard.errors[9025079].message }}
  • Profile picture of the author FormerWageSlave
    So much good advice here. Thanks all, for sharing your expertise. This noob (me) might make an ok salesman one of these days.
    Signature

    grrr...

    {{ DiscussionBoard.errors[9025335].message }}
  • Profile picture of the author joecarson1
    You can offer exclusivity quite easily by only having ONE plumber ONE mortgage person ONE Mexican restaurant ONE sandwich place ONE car repair place per CARD per AREA.

    "you can lock in your exclusive space today and freeze out your competitors for as long as you desire" "you will be the only insert business here that I work with for the xyz card"

    now you can go to plumber b and advise "hello would you like to be on the top of my waiting list if a place opens up on my xyz card for a plumber"

    what other sellers of advertising get the power of "waiting lists" you will and you can

    Oh wait! Direct mail does not work, please delete

    By the way I personally know someone from the state of Washington that has made a nice living from the postcard business for years now, I need to call him and advise he needs to get out because there is no money in it....and then go take over his territory

    Can someone thank me as I need to get my "thanks" numbers up JK
    {{ DiscussionBoard.errors[9025437].message }}
    • Profile picture of the author LastWarrior
      Originally Posted by joecarson1


      Oh, wait direct mail does not work...
      Taken directly from ClickDale's mouth.

      "Thanks" definitely earned buddy.

      LastWarrior
      Signature



      {{ DiscussionBoard.errors[9025774].message }}
    • Profile picture of the author LastWarrior
      Originally Posted by joecarson1 View Post


      Can someone thank me as I need to get my "thanks" numbers up
      What? Google now reading our "Thanks" for citations now?

      If they do, soon an algorithm will be in place to sniff out purchased or solicited "Thanks". Then you'll be hit with an Over-Thanked optimize penalty.

      LastWarrior

      P.S. "Is there some sort of WSO or Fiverr gig where I can get more "Thanks" to my posts here? If so I may be interested. However, I want it manually done, no software and I'd like a drip. Also, can't have these come from "bad neighborhoods" either as I don't want to raise any red flags." :p
      Signature



      {{ DiscussionBoard.errors[9027407].message }}
  • Profile picture of the author rdpayne
    Look at it from this point of view: You want to go for "No"
    Don't go into a business and start trying to pitch.
    When you walk into a business, ask this one simple question:
    "You guys wouldn't be interested in putting a coupon on a giant postcard like this, would you?" (hold up a sample 9x12 when you say it)
    If you ask a minion, they will go ask the manager/owner.
    And, you won't waste time trying to convince people.
    {{ DiscussionBoard.errors[9033651].message }}
  • Profile picture of the author kimberly Aita
    Wow, I wanted to say that I just read that whole Make $5000 which took me 3 days lol but I got a lot out of it and while I couldn't afford Jake's 9X12 I did scrape up the money to get Amber's so I would at least have a better starting point.

    I actually don't think I needed it but I have to make that money back now lol

    Anyway, I am somewhat hard of hearing so decided to do the email thing and so far have gotten 4 interested prospects. One wants me to call on Monday morning and that's after I sent him over the pricing so that looks really good.

    I will also follow up with the other 3 and call as many of the other over 400 business's I emailed because with that kind of response to an email, I am sure that I can make this happen.

    I just wanted to encourage you to keep on going with this and also, I would suggest raising your prices and pointing out that even at 397, it's less than 4 cents per piece and with a measley 1% response rate, they will bring in at least 100 new customers

    Hope this was helpful somehow.... I am just so excited

    rdpayne, I love your simple approach idea and I think once I get this moving a little, I am going to use it. Thanks I live over an hour from any place where there are actually business and people lol but once I get a few under my belt I just may take that bull by the horns and walk in
    {{ DiscussionBoard.errors[9065561].message }}
    • Profile picture of the author txmediaman
      Just an update:

      I've followed you guys' tips and advice, and I must say I couldn't be more grateful. I'm starting to see the light in this virtual and non-existing dark tunnel I found myself in. While I can't say I've sold all my spots already, I have sold six in the last week. Persistence really is everything.

      Also, I've sold three of my spots in one day by contacting businesses on their social media pages, such as Facebook. If you send them a message from your personal Facebook account the business owners and/or managers are likely not going to label you as spam since they see your profile pic, unlike with emails where it's common for the biz owners to think your message is just simply another junk/spam mail.

      Once again, thanks everyone!
      Signature
      Life begins at the end of your comfort zone.
      {{ DiscussionBoard.errors[9067911].message }}
      • Profile picture of the author swilliams09
        Originally Posted by txmediaman View Post

        Just an update:

        I've followed you guys' tips and advice, and I must say I couldn't be more grateful. I'm starting to see the light in this virtual and non-existing dark tunnel I found myself in. While I can't say I've sold all my spots already, I have sold six in the last week. Persistence really is everything.

        Also, I've sold three of my spots in one day by contacting businesses on their social media pages, such as Facebook. If you send them a message from your personal Facebook account the business owners and/or managers are likely not going to label you as spam since they see your profile pic, unlike with emails where it's common for the biz owners to think your message is just simply another junk/spam mail.

        Once again, thanks everyone!
        i'm working on my 9x12 card as well. Which posts did you find to be the most helpful?
        Signature

        Learn how to make videos that sell. Special $1 Offer for Warriors Only.

        http://www.warriorforum.com/warrior-...ml?view=modern

        {{ DiscussionBoard.errors[9067966].message }}
        • Profile picture of the author txmediaman
          Originally Posted by swilliams09 View Post

          i'm working on my 9x12 card as well. Which posts did you find to be the most helpful?
          All feedback is good feedback, so I can't say just one or two warriors helped me.

          How are you doing with your card?
          Signature
          Life begins at the end of your comfort zone.
          {{ DiscussionBoard.errors[9067998].message }}
          • Profile picture of the author swilliams09
            Originally Posted by txmediaman View Post

            All feedback is good feedback, so I can't say just one or two warriors helped me.

            How are you doing with your card?
            I have everything ready, I start selling next week. I'm looking for referrals and trying the ZenMastery method.
            Signature

            Learn how to make videos that sell. Special $1 Offer for Warriors Only.

            http://www.warriorforum.com/warrior-...ml?view=modern

            {{ DiscussionBoard.errors[9068100].message }}
    • Profile picture of the author txmediaman
      kimberly Aita, thank you for your inspiration. How many spots are you featuring on your card?
      Signature
      Life begins at the end of your comfort zone.
      {{ DiscussionBoard.errors[9067922].message }}
      • Profile picture of the author kimberly Aita
        Originally Posted by txmediaman View Post

        kimberly Aita, thank you for your inspiration. How many spots are you featuring on your card?
        I am hoping to get all 16 but if I get 14, I will be happy. Plan on using one for my SMS business and one for my husbands sewer and water biz

        I haven't actually sold any but am going to start calling tomorrow with the ones who already contacted me being first. I can I will I must
        {{ DiscussionBoard.errors[9068182].message }}
        • Profile picture of the author want2knowhow
          There is a woman living in N.C who said she bought Amber's 9x12 system and while on complete bed rest, did the whole thing (sold spots/had cards done and mailed by Bob *Jake* Ross) all done completely by/via email! She said it was a total waste of time trying to call people up and sell them but when done via email..? Boom! Bam! No problems. No worries! Here is the audio interview: www.highresponsemarketing.com
          Signature

          {{ DiscussionBoard.errors[9068460].message }}
  • Profile picture of the author want2knowhow
    Now, I have the $9.99 Postcard System but I totally don't understand it, so I'm curious and wondering if her $27 system is any better? I wonder if that is what the lady in NC used as maybe it contained more info on eliminating cell phone conversations and doing nothing but contacting/selling/closing totally via email. Do anybody here have the upgraded system to know that? Thanx!
    Signature

    {{ DiscussionBoard.errors[9068468].message }}
  • Profile picture of the author Achiz768
    txmediaman-- let me give you this. When I first came across the 9x12 system--I was very pregnant. 7 months nearly. I was fat, my back hurt, my shoes hardly fit. We had an old 1997 minivan that got me back and forth to my doctor's appointments. We lost EVERYTHING after I had my twins in 2012. Now I was pregnant a second time during the middle of the chaos of losing our house, our vehicles, all of our credit cards were maxed out--we were BROKE and even had to get charity to help us pay rent in the small apartment we were living in. We were living off unemployment while my husband was desperately searching for work after a layoff.

    So back to the point--being so pregnant and having a lot of back issues (I'm a small girl typically so pregnancy was really hard on my back)....I did some deals on the 9x12 card through email.

    But I got really tired and sick during my pregnancy--so my husband took the job over of securing advertisers on our first 9x12 card.

    Now I'm telling you this because MY HUSBAND HAD NEVER SOLD A THING IN HIS LIFE. Seriously. Just the word "selling" made him very anxious--on a few occasions he had to take a shot of vodka just to relax him some. lol. But anyway--he did it. He went out and filled our postcard just a week or so before our son was born--he did it by email, facebook, and cold calling/setting appointments.

    Of course he didn't have much of a choice--we were definitely painted into a corner. But let me tell you--I will never forget the look on his face each time he closed a deal. The look of confidence, happiness--he radiated it and it made him feel so good--both of us. It was a HUGE hurdle for him to overcome!

    So you've done more than he ever did--he would NEVER read a book on selling--just wasn't an interest to him. So you have the upper hand there.

    You're "chickening out" when it comes to actually following through. Ah! I've been there many times--so has my husband. Nothing new--many people go through this.

    It's really just a personal experience that you're going to have to break through on your own..I'm sorry to say that..but it's true.

    With that said though--since then I have come up with a complete "Sell From Home" system that has worked exceptionally for me --and for many others.

    Here's some stuff to start you out that helped me:
    listen to this TED talk : https://www.youtube.com/watch?v=Lp7E973zozc ( I always did before I made my sales calls---HUGE help!)

    I am NOT a doctor--and this may be a bit hokey and weird for some people--but I took a flower essence before my calls that relaxed me a bit--turns out a lot of celebs take it too for stagefright..lol: Bach Flower Essence--Rescue Remedy. Helped me.

    I had a system--I would make so many emails each day in the form of invitations. (that was the key). I would attach my special "pitch book" to the invite. I made it all formal.

    I called myself the Group Director for the (name your postcard) in order to give the impression I was bigger than I actually was at the time..

    I made sure I followed up systematically--and I had a 2 hour schedule each day to do what I needed to do and make things happen.

    Since then I've gone on to put out multiple cards, and am now starting on a local community coupon book. I've sold lots of print services, etc and got my family back to Austin where we belong, new house (just a rental but it works for now), a vehicle and the ability to spend lots of time with my family--no job required.

    Life is good. Honestly-I tried the "knocking on doors" approach--and although it worked a few times for me--I HATED it. and I still do. Now with my approach that I use exclusively --it helps open doors for me. And I still do meet with business owners on occasion when they request it--which isn't a problem for me now that I am living near them--where before I was literally out in the middle of nowhere!

    I hope this helps! Feel free to PM me with any questions and I'll be happy to guide you the best I can

    ~A
    Signature

    Join my private Facebook very active facebook group and learn the secrets of selling print advertising to offline businesses.

    {{ DiscussionBoard.errors[9109373].message }}
    • Profile picture of the author mojo1
      Great to see your ship take sail Txmediaman.
      Between Bob and Amber, they've both share biz models that are sure to lead those who execute on to greater earnings this year.
      {{ DiscussionBoard.errors[9111343].message }}
  • Profile picture of the author franergy
    Yep - most folks hate drop in sales folks. Create a badass, direct response style postcard and get these folks on the phone - use a killer script that reveals why they'd be super lame not to work with you - and you're done. Honestly - I'd even suggest testing driving these folks to a compelling automated webinar - fill out your application to work with you! Very effective selling system for us. Saves us time and money. And we outsource our "enrollment" process.
    {{ DiscussionBoard.errors[9377730].message }}
    • Profile picture of the author Dr Outrageous
      Originally Posted by franergy View Post

      .... And we outsource our "enrollment" process.
      Can you explain how you outsource this?
      {{ DiscussionBoard.errors[9440484].message }}
  • Profile picture of the author JessUBotNinja
    1) When visiting businesses
    a) get a business card for the owner or decision maker -- you will probably have to ask for this
    b) ask if there is a better time to come back or better way to reach them
    c) Leave them something of substance that explains how you want to HELP them... no sales pitch here... explain their problem and brief summary of your solution
    d) follow up religiously. If you said you would come back Tuesday at 2, BE THERE. Feel free to email them 3-5 days after the visit, make sure you get the name of whomeever you spoke to and reference the day and time you stopped by and what the information was that you left. Ask if you can set up a time to see how you can help their business out.

    2) You HAVE to be confident that what you are doing is helping the businesses that you are working with. This investment that they make is going to return to them 2, 10, 20 -fold -- whatever you think the number is. Be sure you are understanding their problem... and don't tell them they have this problem try to ask questions to get them to realize they have the problem. How have your sales been lately? What are your slowest times of year? What is your best sale that you run? How many customers per day do you wish you had coming through the door? etc... be inquisitive and actually care!! Once you get to know more about them, their business and what it is they actually need, then you can offer them your great opportunity.

    3) try networking groups for small businesses to help you be more comfortable and confident and help you learn to build relationships with these business owners. Check out toastmasters to help you get the sales pitch out of your pitch.
    Signature

    Automation at its finest - UBotStudio.com

    Put your mundane and busy work tasks on auto pilot.

    {{ DiscussionBoard.errors[9443097].message }}
    • Profile picture of the author LisaBeantown
      I'm trying to understand the profit margins behind the 9x12 postcard system.

      To anyone who accomplished this with relative success:

      -What were all of your associated costs of running this type of business, and how much did each cost? (a break-down and total would be great) eg: design, printing, shipping, etc
      -How much did you sell your individual ad spaces for?
      -What was your Profit Margin?

      Thanks so much....

      Lisa
      {{ DiscussionBoard.errors[9649111].message }}
      • Profile picture of the author bob ross
        Originally Posted by LisaBeantown View Post

        I'm trying to understand the profit margins behind the 9x12 postcard system.

        To anyone who accomplished this with relative success:

        -What were all of your associated costs of running this type of business, and how much did each cost? (a break-down and total would be great) eg: design, printing, shipping, etc
        -How much did you sell your individual ad spaces for?
        -What was your Profit Margin?

        Thanks so much....

        Lisa
        Lisa, this thread was locked for "sucking too much air out of the forum" but it explains the process well http://www.warriorforum.com/offline-...onth-hero.html

        Most people either do a 5k mailing or a 10k.

        Printing 5k will cost you around $675 and design will depend on what your designer charges and how many ads you're putting on the card. If you max the card out at 16 ads, expect about $400 in design. Postage currently is 17.5 cents each... so $875.

        Total for a 5000 piece mailing... about $1950. If you sell each space for $395 you'll generate $6320 in revenue and $4370 in profit.


        Hope that helps.
        {{ DiscussionBoard.errors[9649710].message }}
  • Profile picture of the author goindeep
    Simple.

    Put an add in the classifieds saying you are looking for a commission only sales rep with experience that can guarantee you sales.

    Give the rep your list, boom!

    Give him a cut of what he sells.
    {{ DiscussionBoard.errors[9651342].message }}
  • Profile picture of the author pipskok
    just ditch the ones that are unreachable. i only call one time. this method is so simple that you dont need any complications. the only thing is what you need a large list of contacts

    volume over quantity is the rule here at least for me
    Signature
    BuySellSignatureLinks.com - Marketplace for Forum signatures and Youtube description ADS space.
    {{ DiscussionBoard.errors[9651764].message }}

Trending Topics