The Client Letter
March 14, 2013
Way North of Lake Wobegon
Partly Cloudy 14 Degrees
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Back in my car selling days, the way selling was taught was pretty funny.
The process basically boiled down to something like this:
Watch the prospect enter the lot. Start sprinting right for him, tackle him to the ground. Don’t let go, even if he gets testy.
Ok, it wasn’t literally like that, but it was just as bad.
On the car lot, selling was something you DID to someone. And you kept DOING it until they either bought a car or ran away. That’s what I saw on the lot.
And you wonder why car lots attract such classy folks as salesmen? 🙂
Successful car salesman like Joe Girard (who sold about 6 cars per DAY) knew this wasn’t how you do things, but as far as I could see, there were no Joe Girard types on the lot where I was.
Boy, had I known what I know NOW back then… I would have done things quite differently.
Luckily, things have changed since my car days.
I’ve redefined what it means for me to sell.
I’m not a sharp shooter. I don’t single out my “prey,” stalk it and then kill it with a single bullet.
Heck, I don’t even have “prey.”
Instead I fish. Some days the nets are full. Other days the nets are empty.
Either way, I keep fishing. I like fishing, because it keeps my focus on really the only thing I ultimately control. And that is the size of my net. That’s what I focus on.
Take a look at the net you use in your business and figure out if you need to go out with a bigger one.
How many “fish” know you exist? Will that number be any different next month?
It would be nice if all we had to do was “fish.” But that’s just the beginning.
Until that fish is in your boat, you don’t have a fish.
That’s why I created Phone Selling Secrets. In less than 90 minutes, you can benefit from the experience I’ve gained trying to get the fish from the net into the boat.
Actually, sometimes this works so well they just jump right in.
They say that shooting fish in a barrel is the easiest thing in the world. Doesn’t really work though in the world of clients.
Killing something and dragging it home tends to affect your relationship with clients in bad ways.
Plus, dead fish don’t make good clients.
Whatever you do in the client game, stop hunting and start fishing.