Relax and Let Lead Generation Happen For You
Maybe you put off cold calling and prospecting because of fear of rejection
. You can change that with a few twists of attitude and technique. Before you begin to think of cold calling and prospecting techniques techniques, let's do the some mathematics for success! Write down how much you make per sale that you generate. Let's assume $300.00 for our example.Now, write down how many presentations you make to get a sale. Let's assume you close 3 in 10. That means you need to make three presentations to get a sale and earn $300.00. That means in our example, you make $100.00 every time you do a presentation - whether they buy or not!If you know you will make $100.00 (on average) every time you talk about your product, what is your goal for today?.....You betcha....doing a few extra presentations. Now, focus on what really makes you money - talking to people about your product or service. Don't worry about selling.Take the pressure off an take out the fear. You're not there to sell, you are there to listen and to talk about something you love...your product. Go ahead and do the math for your pay structure. It should get you revved up and wanting to do all the presentations you can. Just tell the listener how great their life will be with your product or service and let them decide if they want to find out more. You will see what a big difference this makes.This method of relaxing about prospecting and looking at it as just talking really helps. Here is a real life example.Bob woke up today worried about making his sales goal but he had nothing planned for appointments today. Bob sells a consumer product...let's say it is replacement windows and doors. He goes to the office, visits a little, sends out a few letters and goes home early. No appointments and no sales.If only Bob had woken up passionate about the products he sells. On his way to work, he got his hair cut he talked to 2 barbers and three customers about windows. Then, he had his oil changed. He talked to the manager and a technician about windows and energy savings. He went out to the same neighborhood his technicians were working in and called on 20 homes in the area. He had lunch and talked to the waitress about a new garage door. Then Bob started calling customers from a few years ago and people who got a presentation in the past but didn't buy. He contacted 25 in an hour. In the late afternoon, he attended a real estate sales meeting to speak to 30 agents on how new windows improve the value of homes more than the cost to acquire them. He offered each agent a free energy audit of their home and got 5 appointments.By the end of the day, Bob had called on and contacted more than 83 people and had set 13 appointments. Why? Because he focused on talking and on offering free information rather than trying to sell people and facing rejection.It was a great day for Bob and for his company. You can have great days too by using simple techniques and focusing on talking as opposed to selling. Just listen and be enthusiastic. Offer something for free. It does make a differenceRelax and Let Lead Generation Happen For You
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