Looking for fresh content from Jason Kanigan (that’s me)?
Head on over to my sales blog at SalesTactics.org!
That’s where all my new content is being posted.
We’re looking at everything to do with sales & marketing.
See you at SalesTactics.org.
Inc. Magazine picked up one of my productivity hacks.
You must identify and ruthlessly defend your “golden hours”–the time in which you accomplish the most and are feeling your best.
Then, pick the biggest, scariest goal you’ve got, and do that right away! First, before you get swamped by email, “busy work” and other low-value activities.
You attach YOUR EGO to SHORT TERM RESULTS. I was attaching my ego to something I couldn’t control!
OH and to re-iterate the big lesson : DON’T ATTACH YOUR EGO TO SHORT TERM, UNCONTROLLABLE RESULTS. So you made a few extra sales? DONT GET COMPLACENT! So your sales fell through? DON’T WHINE, OR CRY ABOUT IT, GET BACK ON THE PHONE!
Hope this helped someone out there. I wish I had taken my own advice back then, would have avoided wasting alot of time!
Yes. You make a sale? Don’t get excited. You don’t make a sale? Don’t get excited. Keep putting prospects into your sales funnel, so that if you do lose 3 prospects in a week, who cares? You have 17 others.
You can’t control very much at all in selling.
You can’t control what happened at your prospect’s place of business just before you called (argument, fire, flood, whatever).
You can’t control whether they pick up the phone or not.
You can’t control whether they can talk to you or not.
You can’t control whether they’re interested in what you have to offer or not. (Yes, you can run a consistent sales process and see what comes out the other side, but you cannot control their interest level.)
You can’t control whether they buy or not. (Same as above: you can run a consistent sales process, but you can’t force them to buy.)
So take all that incorrect need to control, and throw it aside. Concentrate on the two things you CAN control:
Do I make the calls?
How do I make them (do I follow a consistent sales process, or wing it?).
Yep. This is it. My 1,000th post on the Warrior Forum.
Year-end is here, and it’s a great time to reflect and plan for 2013.
There’s so much “advice” in the forum. I was on a phone interview when I originally wrote this in February, and the interviewer pointed out how it seemed that just about every newbie here seemed totally lost. I agreed. The problem wasn’t because newbies couldn’t get info, though; actually, it’s because there are TOO MANY options that people get confused.
So I want to share some tips that will apply to everybody. Let’s stay out of the “should I call, or should I do email or direct mail?” debate, shall we? Just be aware:
* if you want to get clients quickly, you’ll have to make calls, go to networking events, talk to people
* if you can afford to wait, and have some money to burn, email, direct mail and other inbound marketing campaigns should eventually bring you leads, and you might not have to talk to anybody.
Regardless of which way you choose to go, here’s what applies to everybody:
It’s not good enough to simply build a better mousetrap or jump into offering a product or service.
You must have a sales plan.
How are you going to generate leads, make sales and bring in revenue?
Sounds obvious? Look at the posts made every day in this subforum by people who are suddenly now a “web designer” or “SEO expert” or other techie and have made the startling realization that they have no idea how to find prospects and turn some into clients.
So whether you call or use a more passive method to generate your leads, you will need some kind of Lead Generation System.
Don’t expect someone to give this to you for free.
If you need to learn how to call effectively, it’s not going to be free.
If you need to learn how to set up an effective email campaign, it’s not going to be free.
This expertise is valuable…lots of people want it…and not many people have figured out how to do these things well.
You may get pieces of the puzzle from your friendly neighborhood trainer or marketer or copywriter, but you will not get the full meal deal. Why should they give it to you? After all, they had to take the bumps and bruises and the hard knocks to figure it out or afford to buy it themselves.
But the important thing is that you know you need some kind of Lead Generation System.
The next piece of the puzzle, no matter what you’re doing, is a Qualification System. How will you turn your leads into qualified prospects…by which I mean, how will you learn whether they need and can afford what you offer? How will you determine whether they can work with you, or will be a terror of a client if you let them become one?
Following that, you will need a Closing System. Somehow, you’re going to have to turn some prospects into clients.
These, then, are the three pieces of the Sales Plan puzzle:
Without these, each in place, understood and doing their job morning, noon and night, your business is doomed to failure or to remain an inconsistent hobby.
Whether you’re using cold calls or an inbound marketing method does not matter. These three components must be built into your sales plan. When you learn how to call from a pro, you discover the way to generate leads, qualify prospects and close some into becoming clients. When you use inbound marketing methods, perhaps you have a lead generation video…followed by an opt-in page where your now-partially qualified prospect gives you their email…and then they receive an autoresponder sequence to qualify them further…at the end of which is an offer to buy that is your closing system.
Make sense? Any questions on this?
Earlier this week, David Walter of localincomelab.com interviewed me, Jason Kanigan (gotta say that for the seo), on selling.
It was a fun half-hour!
The audio is here.
Wow, I’ve been so busy training 100+ people how to be great consultative salespeople on 1-on-1 calls that I plum forgot!
I promised to share my interview with Dave Kurlan. Dave is a Boston area-based sales force development expert: he helps companies get the right people and right systems in place for sales success.
It’s about 45 minutes. Chock-full of information. Very exciting! Click here for the download.
I’ve been following Dave Kurlan for over a year now. His blog www.omghub.com is one of the best resources on consultative sales training. His OMG Assessment for hiring salespeople is a much-needed tool to be the step between resume review and interview in the hiring process. He is a thought leader in sales force development and has contributed in print with the likes of Deepak Chopra, Jack Canfield, and Zig Ziglar.
Today I was searching through his blog and found an incredibly eye-opening and useful series of articles. If you’re in sales, you’ll want to read these. They are the Kurlan 10 Sales Competencies: what you need to be doing and why.
Check them out here. You’ll be glad you did!
Later this month I’ll be doing a phone interview with Dave about consultative selling. I’m really excited about this, and grateful that he’s donating his time (after all, he could be off making hundreds or thousands of dollars for that billable hour)! I’ll be sharing that interview with you, so stay tuned!
I saw the list below of freelance and other ways of making $$, and would like to share it with you. If you’re out of work and need ideas and places to look, here are a bunch!
Get paid to write articles for AssociatedContent.com
Get paid for writing how-to articles on eHow.com
Get paid to post abstracts on Shvoong.com
Get paid to translate at OneHourTranslation.com
Get paid to transcribe audio files on oDesk.com
Get paid to guide others at About.com
Get paid to blog at Smorty.com
Get paid to tweet at Sponsoredtweets.com
Get paid for reviewing software at SoftwareJudge.com
Get paid for reviewing websites on UserTesting.com
Get paid for writing product reviews on Epinions.com
Sell short reports at PayDotCom.com
Sell your own paid newsletter using Tinyletter.com
Sell your articles on Constant-Content.com
Sell your own e-book on Tradebit.com
Sell your own hardcover book by self-publishing it at Lulu.com
Sell documents online at Gazhoo.com
Sell essays at MyEssays.com
Sell unique blog posts on Ghostbloggers.net
Sell your story to top magazines and newspapers at Webuystories.com
Sell your content on Scribd.com
Like Doing Gigs?
Get paid to do freelance work at Getafreelancer.com
Get paid for doing gigs posted on Craigslist.com
Get paid to do all sorts of stuff on Domystuff.com
Get paid for taking pictures with your iPhone at Gigwalk.com
Get paid to do gigs at Fiverr.com
Get paid to work from home at Clicknwork.com
Get paid for voice over work at Voices.com
Get paid to do data entry work on oDesk.com
Like Designing Stuff?
Get paid to design on 99Designs.com
Get paid to design T-Shirts at Threadless.com
Get paid to design products at Ponoko.com
Sell graphics on GraphicLeftovers.com
Sell flash files at FlashDen.com
Sell web design templates at ThemeForest.net
Sell your product designs on Zazzle.com
Sell your created font at FontOff.com
Sell WordPress Themes at WPThemeMarket.com
Sell your animation on Aniboom.com
Sell your logo designs on Inkd.com
Sell a turn-key website on Flippa.com
Sell professional, flashy websites created using Wix.com
Sell WordPress plugins at WPPlugins.com
Sell software source code at Binpress.com
Sell your pre-made Android apps at Buysellapp.com
Sell scripts on Buystockscript.com
Like Helping Others?
Get paid by renting your place to travelers at Airbnb.com
Get paid to share a tip on Daytipper.com
Get paid to share coupons and discount codes on Buxr.com
Get paid to teach your own online course at Wiziq.com
Get paid to share how-to videos at Metacafe.com
Get paid to socialize on myLot.com
Get paid as a virtual assistant on 247virtualassistant.com
Get paid to tutor on Tutor.com
Get paid to offer your expertise at LivePerson.com
Get paid for answering all types of questions at ChaCha.com
Get paid for your advice on Ether.com
Get paid to help with homework on StudentofFortune.com
Get paid for sharing your knowledge on Buksia.com
Get paid to answer expert questions at JustAnswer.com
Sell e-learning courses at OpenSesame.com
Like Having Fun?
Get paid to play online games at Gamesville.com
Get paid to upload files to Depositfiles.com
Get paid for podcasting at Mevio.com
Get paid to host live Internet radio shows at BlogTalkRadio.com
Get paid to play a game against another player on Moola.com
Sell virtual stuff from your store on SecondLife.com
Like Getting Your Creative Juices Flowing?
Sell your photos on BigStockPhoto.com
Sell your music at Vibedeck.com
Sell your videos to Fotolia.com
Sell your audio at BuyStockSound.com
Sell your ideas at Ideabuyer.com
Sell handmade stuff on Etsy.com
Sell your art on Imagekind.com
Get paid for coming up with unique domain names on Pickydomains.com
Get paid for coming up with market-ready names on NamingForce.com
Like Promoting for Profit?
Get paid to promote $100% instant commission products on Digiresults.com
Get paid to promote webinars at Webinarswaps.com
Get paid to promote web hosting from HostGator.com
Get paid to promote $7 products on 7dollaroffers.com
Get paid to promote physical products on Amazon.com
Get paid to promote CPA offers at Affiliate.com
Get paid to promote information products at Clickbank.com
Sell leads to other businesses at Reply.com
Sell magazine Subscriptions at AcclaimSubscriptions.com
Like Selling Random Stuff?
Sell unused stuff on eBay.com
Sell unused stuff on Craigslist.com
Sell your old and new gadgets on BuyMyTronics.com
Sell products in your own online shop at Shoply.com
STILL want more ways to make money?
No problem – Here are 10 BONUS ideas just for you:
Do an odd job
Seek emergency assistance from charities
Collect your change
Return past purchases
Hold a yard sale
Recycle scrap metal
Pawn your stuff
Sell your hair and plasma
Sell random stuff to motorists
NOTE: I make no claim to the effectiveness or legitimacy of these ideas; I’m merely forwarding the suggestion. Happy hunting!
Seth Godin’s blog post today is incredibly valuable for anyone who is out of work and would like to return to earning. He gives three suggestions of high-value, attention-getting expertise you can provide:
You may have to do one or more of these (I do all three–sales trainer & prospecting subcontractor, copywriter & scriptwriter) as a freelancer, especially starting out, but the work is interesting, you’re making contacts, developing a reputation, and not sitting on the couch worrying.
This week I had a skype conversation with a friend across the pond. He said something that stopped me cold, and made me re-evaluate right then what I thought about Sales.
He pointed out that Sales is probably the only profession in which most of the work you do is going to end in ‘failure.’
Woah! Now I’m no pie-in-the-sky idealist, far from it, but I’ve never thought about Sales that way before! There’s some truth in the statement: accountants, engineers, software programmers, grocery store baggers, lawn mower guys…everyone else I can think of can say that the work they do will achieve a successful result almost all the time. Things will get created, fixed, tended to. Only in Sales does it seem to be that the odds of success are very low: say 20-30% for pretty good face-to-face selling, 1-2% for direct mail, and so on.
Here’s the real flabbergaster, for me anyway: are most salespeople thinking like this? Thinking about this? That their efforts are pretty much going to result in failure all the time? Jeez. Going around thinking that everything you do is a waste of time.
I’ve never thought this way, and I’m not going to start. Success, to me, is getting feedback. Yes or No, but not I’ll Think It Over. This thing works, this other thing does not. Failure in selling is not doing the activities.
How do you think about Sales?