How to get the big bucks you want in business
“Today I will do what others won’t so tomorrow I can do what others can’t”
You may have heard this quote before.
Admittedly, it’s a little cliche.
HOWEVER, it’s 100% correct.
And… you already know it to be true.
Well, remember all those nights you spend studying?
All those times you chose to prepare for exams rather than go out with friends, all the family occasions you missed so that you could perform at uni or work?
You did what others would not do (give up so much to study) in order to be able to do what others can’t (become a doctor).
Makes sense, right?
Same thing goes in your business.
Last week I spent 3 days at a sale training event with my mentors.
We spent two days learning about what sales is really about, and how to do it well. The last day we spent on the phone calling people and applying what we’d learnt.
It’s a course I’ve done probably 6-7 times already over the last four and a half years.
Sales is a topic that most of the population don’t like and they avoid it like crazy. In fact, they often belittle, mock and accuse sales people of being evil.
Sales is also topic many entrepreneurs struggle with… which is not a problem. If you’re not good at it, it can and needs to be improved.
The only time it becomes a problem is when entrepreneurs avoid sales or see it as something negative.
Reality is, you have no business if you can’t do sales. It’s just an expensive hobby.
Most business owners just run around doing stuff for free hoping that someone will eventually start throwing money at them. Also, most businesses fail in their first few years.
I don’t think that’s a coincidence.
So if you want to have results that others don’t…
If you want to live a life others can’t…
Then you need to do what others won’t…
To be honest, I get it. I was weird about selling when I started too. Especially in phone sales.
Having come from medicine I wasn’t accustomed to it. Sales are often seen in a negative light, even though every doctor is actually selling a solution (more on this in another email).
But I was at a point in my business where I needed to learn how to effectively sell my programs. I had an incredible product and wanted to learn how to explain it’s value to people in a way that would increase their chances of purchasing.
I had tried selling off a website (which was near impossible), I got good at webinar (but they had mixed results), so I went looking for a more reliable way.
I then came across one of my mentors, Gulliver Giles, who has a very unique take on sales which completely change my attitude.
Gulliver taught me that sales is a combination of love and self respect.
Sales is love and self-respect.
Sounds crazy, right!
Here’s what I mean:
The love part means you care enough about your potential clients to reach out to them, to offer them help, to actually help them, and to challenge them if needed.
Then having the self-respect to take the order, to set a boundary and ask for the sale.
Most people we encounter do too much of the love and not enough of the self-respect. They end up being walked all over, wasting their time, and wasting their prospects time. So they resent their clients and then themselves.
The truth is, you can’t help people with all your free stuff. It’s only a taste tester.
They can only get the real value when they work with you over a longer period of time.
There’s an old saying that goes “those who pay, pay attention.” So when they invest in themselves, put their money where their mouth is, they will apply the stuff and get more out of it.
Unless you charge them a fee, none of that’s going to happen so really, you’re not loving them if you don’t ask for the order.