The Client Letter
August 3, 2011
Sedona Arizona
If there’s a “single quickest way” to increase your income as an independent professional, I’d say it would be to become a master at selling on the telephone.
To most people on the outside, “selling” on the telephone might not look like much. Because when you really get down to it, the more you’re selling, the less you’re usually talking.
Weird, but true.
The better you get, the less you have to do… on the outside.
Imagine a ninja with a very, very sharp sword. He watches, he waits. He measures six times, he cuts once.
He only needs one cut because his aim is dead on.
That’s kind of like what selling on the phone is like. When you’re good at it.
A question here, a follow-up there. You get what you need. But in general, you’re not talking too much.
GET THAT: Even though you are in total control, you’re not talking much.
I’m not one for exaggerating, but the single most important selling tool I have is the telephone. Period. No exceptions.
That’s because it’s just not a good idea to try to do business for four and five figure fees over email.
You can, and I have, but I don’t generally recommended it.
Why not?
Because with the phone, you can figure out if those four figure fees should be five figures… and if the five figure ones should really be six.
The only thing keeping you from raising your fees is the quantity and the quality of the information you have about the client, what she is trying to achieve, and what value is represented by that achievement.
And you aren’t gonna get the information you need via email.
That’s why you use the phone. When you have some skillz talkin’ to people on the phone, you can uncover gold you’d otherwise not know anything about.
If you’re scared to get on the phone because it makes you uncomfortable, then congratulations…
You’ve accomplished something major today:
You’ve just uncovered the fear that’s keeping you from making more money.
Now what are you going to do about it?
Sit there and be scared? Or take action?
Next time the clients come knocking, pick up the phone…