There’s an interesting, oft-repeated, and most importantly, TRUE story about the California Gold Rush of the 1800s:
The people who prospered the most during the gold rush weren’t the ones digging for gold. No – the winners were the ones selling shovels to the gold diggers!
This brings up two important points that relate to sales:
1. Identify the real, HIDDEN opportunities that most people miss
2. Engage in activities that produce instant results, not long-shots
My “Gold Rush” Experience
When I entered sales in my early 20s I was young and eager, and spent endless hours cold calling, every single day.
I was proverbially “digging for gold,” absolutely certain that my 100+ calls per day, both on the phone and especially in-person when the weather was nice, would really pay off and I’d “strike gold” very soon.
I’d go home exhilarated every day, believing my manager’s rhetoric about all the “seeds I’d planted.”
But… despite all that intense activity…
The huge sales numbers never came!
That’s right – I was barely closing enough sales to scrape by, let alone make the big killing that I had been promising myself and that all the old timers said those 100 calls a day would bring me.
And so that brings up the next question…
Do more leads = more sales?
Of course more leads equal more sales. That’s only common sense. You can’t get a sale without first having a lead – leads are the starting point of all sales success. No lead means no prospect, which means no one to sell to and no one to close.
However, there’s a catch. (Isn’t there always a catch?) The problem is that all leads aren’t the same.
There are good leads and bad leads. And that brings us to one of life’s basic truths:
Quality always trumps quantity!
We all know this! Yet in sales, the drive is always on to get more and more and more leads, with no regard to the quality of those leads.
It’s natural to want to rush out to meet with anyone who will give us an appointment. After all, the basic mindset taught in all sales training is that sales is a numbers game. If you close 20% of your prospects, then doubling your number of appointments should double your number of sales.
But it doesn’t really work out that way.
I failed miserably when I started in sales, not because I was a bad salesperson, but because I was spending my days as the “cold calling monster” trying to rack up as many leads and as many appointments as possible, without regard to the quality of those leads.
The Three Categories of Leads
Later on, when a top sales pro took me under his wing to mentor me, I finally learned that there are three categories of leads. Most salespeople are spending time with the two wrong ones – people who either will never buy from them, or people who are undecided and never make a decision. (Those are the ones who string you along endlessly with ‘check back in 6 months’ or ‘we need to think about it first.’)
That third category consists of people who will most likely buy from you, if they only knew about you and had the chance to meet with you.
When I learned about that, I soon had fewer leads and fewer appointments, but far more sales.
Best of all, I had a lot more free time. I was selling more by doing less work – by focusing only on people who were pre-disposed to buy from me, I was closing 4 out of 5, instead of my previous record of 1 in 5 when the leads came from cold calling.
After I had mastered this concept and developed a system of lead-generation strategies that brought me an endless supply of hot leads – people who were ready to buy right now – I began teaching that system to others, and you know what they told me?
The same thing happened to them: They began selling a lot more while doing far less work.
And since most salespeople spend nearly 100% of their free time prospecting, you can see what a huge improvement happens to your schedule when cold calling is eliminated.
(Oh yeah, and your stress level goes down.)
Imagine never having to make cold calls, and meanwhile, your sales come in each month, since leads are filling your inbox on autopilot.
It’s a great feeling – I know, because I achieved it.
And now it’s your turn. All of that knowledge is ready and waiting for you right now. All you have to do is make a decision to get it!
Not only is my lead-generation system available for you to use, I’ll even send it to you at absolutely no cost. You get to try it out for 30 days, and decide to keep it and pay for it only after you see the results you’re getting. Start right now –
The truth is that almost no one sends it back, because it really works.
I learned about the power of making decisions from Napoleon Hill, but I had to learn how to create an autopilot lead-generation system on my own.
The good news is that you don’t have to figure it out – my system does that for you. But you DO have to make the decision to get it shipped to your door today so you can begin using it, and begin exploding your sales numbers, with no cold calling.
Do it right now!
To your success,