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Welcome to this week's
NeverColdCall.com Mailbag
by #1 Bestselling Author
Frank Rumbauskas
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***Success Story***
Hi Frank,
It really is amazing. The thing that really hit
me most was the concept of taking back my power.
Since my last e-mail I have sent 2 more e-mails
to very senior people in another 2 very large
companies, almost with a tone of 'this is so good,
I don't even need to sell it to you!' Not only did I get
very quick replies, they asked me, yes THEY asked
ME to come and see them!!!
I have absolutely no doubt that if I had asked
them, the story would be different. What's more,
it was so much fun I could not stop grinning for
half an hour! At the end, when I usually say 'I'll
send you an e-mail to confirm etc'. I said 'Can
you send ME an e-mail to confirm' !!!! Talk
about the tables turning!
If anyone asks if it'll work in the UK again,
you send them to me!
Best regards,
Paul Irvine
My comments:
That's awesome, Paul. Thanks for keeping me updated on your progress
and success in using this program. I'm glad you kept an open mind
while reading the book and listening to the CDs and went forward
with putting the ideas into ACTION. I could write dozens of books
and record endless CDs and send out hundreds of these newsletters
but the information wouldn't do anyone one bit of good unless it's
put into ACTION! It disturbs me to know just how many people read
these materials, then don't do anything about it other than read it
and put it up on the bookshelf with everything else they've read but
not go out and try it in the real world. Congratulations on your
success, and please continue to keep me updated on how things are
going.
***Question from a Reader***
How do I find more prospects for a confined territory?
My comments:
Personally I think it's easier to prospect within a confined
territory. I can emember very well when I was still actively in
outside sales and would waste
half a day driving around trying to decide "where I should go"
instead of just getting to work and selling something. I also know
that I passed over a lot of
prospective customers simply because I was spreading myself out too
thin rather than focusing on a defined area.
This reminds me of how very wealthy, successful investors conduct
their investments. For example, Warren Buffet, considered the most
successful investor of all time, has repeatedly stated that
successful investors do not
diversify, or spread themselves too thin - they focus on a defined
area they know well. I think we as salespeople need to do the same.
The first time I was informed that I'd be assigned to a closed
territory, I grumbled and complained just like everyone else in the
office. However, once I began selling in that type of situation, I
quickly realized that I could manage myself, my time, and my sales
efforts much more efficiently than I could before. Here are some
tips to maximize sales in a closed territory:
1. Obtain or build a database of every prospect in
your territory. If you're assigned geographically,
for example, by postal code, this should be fairly
easy. You can then begin to use the numerous
techniques I teach to begin an ongoing, automatic
dialogue with these prospects.
2. Obtain a detailed road map or road atlas (such
as a Thomas Guide in the US) for your area. Find
the pages representing your territory and study them.
99 out of 100 times you'll discover office and
industrial parks you didn't even know existed, and
that your competition doesn't know about either.
3. Find a sub-local publication serving your territory.
I had already been in sales for several years before
I discovered that various neighborhoods and business
districts have their own small newspapers and that many
industrial parks even have newspapers or newsletters
that are distributed to the tenants regularly. These
publications almost always offer effective advertising
at VERY low cost, and again, your competition won't be
there. A small, inexpensive ad in a prospect's
neighborhood or office park newsletter will give
you a measure of legitimacy that a cold-calling
salesperson can never have.
***Question from a Reader***
I have a wonderful product. I need to reach the
people who will benefit from the product and the
business end of the company.
My comments:
One of the single most frustrating things I experienced in sales was
knowing that I had a great product that would truly benefit the
prospects if only I could get in front of them, but of course the
problem was getting in front of them.
The key in this situation is to do everything possible, and I mean
everything, to separate yourself from other salespeople. The common
belief taught in sales training regarding rejection is "don't take
it personally, they're not rejecting you, only your product." Well,
I don't think that's really true. In reality, when someone rejects
you, they're rejecting salespeople. ALL salespeople. When you show
up or call in a cold-call situation, you are not you, your company
is not your company, and your product is not your product. You are
simply a salesperson, plain and simple. So your goal must be to
present yourself as something other than a salesperson. This is
where it's especially important to stick with "non-cold-calling"
techniques. Scroll back up to the top of this newsletter and read
Paul's success story again. THAT is the mindset you must have at all
times on the initial approach!
It really begins with yourself. Those of you who've read my book
know that only the second half goes into explaining the techniques
and how to implement them. The first half of the book deals with
getting your head together first. I've heard it called your "inner
game" versus your "outer game." In other words, it's completely
useless to go right into your "outer game," or techniques, until you
have your "inner game" in order and ready to go.
It's amazing how people can subconsciously and instantly pick up on
what you're thinking and have that determine the entire outcome of
your encounter. Yesterday I was listening to Napoleon Hill's
"Your Right To Be Rich" yet again (it's a 12-hour CD program) and
I'm always struck by what he taught salespeople in his early days
(to earn a living while writing The Law of Success, Think and Grow
Rich, and his other famous books, he worked as a sales trainer). He
instructed them to send their minds out ahead of them in order to
condition the minds of their prospective buyers before they ever
arrived on the scene. It sounds a little wacky at first but the
effect of this conditioning on the salesperson's mind really does
make a difference in the salesperson's attitude, confidence level,
and eventual outcome of the sales appointment.
If you truly believe in the good your product can do, and it's
obvious from the tone of your email that you do, you're already
halfway there. Keep these points in mind as you put your "inner
game" together and you'll be on your way.
***Comment From A Reader***
Hi Frank,
Let's be frank with each other. [Sorry, couldn't
resist.]
Bought your course and LOVE it. While reading
most of it I found myself constantly thinking "YES,
that's what I think!" and "YES, that's been my exact
experience!" Looking forward to implementing the
various activities, some of which I dabble in but
I've never done it all systematically, and getting
more qualified leads.
I am going to forward to you an email that touches
on cold calling that I thought you'd get a kick out of.
The tired, worn out, old-school thinking
and "wisdom" just won't die...
Frank Howard
My comments:
Frank, very nice touch on the "let's be frank." And yes, isn't it
amazing how the myth of "cold call more, more, MORE and you'll
eventually be successful,
someday, eventually" just won't go away.............
I included this email because it touches on a VERY important point
that I feel I don't put enough emphasis on. Here's the line in the
email that got my attention:
"some of which I dabble in but I've never done it all
systematically"
The real power of this system does not come from doing a little bit
here and a little bit there, but by putting it all together into a
SYSTEM. And I mean really get organized with this stuff. My office
walls are covered with whiteboards that have ever-changing
flowcharts on them for a reason. In my case they're different
aspects of sales plans for various new companies I'm either working
on or working with. But guess what? I did the EXACT same thing when
I was in sales, or at least the latter part of my sales career when
I was actually doing really great at it, winning trips and awards,
etc. I treated my business then just as I do now - as a business.
Not a job, a business. Most of us have, at one time or another, been
asked to write a "business plan" as part of a job requirement,
performance review, interview, etc. These tend to be over-simplified
sales plans, usually running parallel to the overused and
ineffective sales training routine of "multiply this number of
proposals by that number of calls by that number of appointments and
by this, that, and the other thing."
In putting your business plan together, you need to write individual
plans for each separate and distinct activity that will be going on.
Then you integrate them into a whole and create a master flowchart
that ties all of the individual systems together into a master
system. Any highly successful business isn't just a system, it's a
system of systems much like an automobile. A car is a brake system,
a power system, a safety system, a steering system, an air
conditioning system, and several other systems all working together
as one big system. A jet aircraft is an example of hundreds of
little systems all working together in harmony as one. If you take
the time to lay out and organize all of the various systems you'll
be using individually, then tie them all together into one overall
system, you'll be well on your way to massive success with a lot
less physical work on your part then you'd ever expect. It really
does become automated and work on its own so you don't have to.
And if you're ready to take a big step forward in your selling
career and learn all of the little systems that will go into the
building of your master system, my "Cold Calling Is A Waste Of Time:
Sales Success In The Information Age" program teaches the specifics
of everything you'll need to know. You'll also learn everything you
need to know to get your "inner game" together, some of it a
refresher, some of it a modern approach to conventional ideas, and
some if it will be brand-new to you. Not to mention a powerful dose
of motivation and some very frank (no pun intended!) discussion of
how things are usually done compared to how they should be done.
I love reading the emails and
letters that come in from students of the program. While success
stories are my favorite, I notice that most start out with "I wish
this was available sooner" or "I shouldn't have waited to get this."
So with that in mind, get yourself on the fast-track to sales
success. Here's the direct link to the order page:
Order 'Cold Calling Is A Waste Of Time' right
now
You'll have the e-book
in your hands in about one minute, along with a bonus package of
over $300 in amazing products that will have you selling more
immediately! (The book and CDs will ship within one business
day.)
(To order by phone please call (602)231-6711, 24
hours a day, 7 days a week.)
Be sure to send in any questions you'd like to see
answered in a future mailbag. The email address is:
newsletter@nevercoldcall.com
And keep the success stories
coming. Include "Success Story" as the subject
line and send to:
successstories@nevercoldcall.com
I read those first!
Please forward this newsletter to anyone you think it may interest:
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About Our Newsletter
Thanks once again for your time and thank you for
reading. Good luck and happy selling!
To your success,
Frank J. Rumbauskas, Jr.
PS: Imagine what it would be like if you never
had to make a cold call - ever again. You'll be able to do exactly
that with "Cold Calling Is A Waste Of Time: Sales Success In The
Information Age" - get it right now:
Order 'Cold Calling Is A Waste Of Time' right
now
Copyright 2008 Frank J. Rumbauskas, Jr. and FJR
Advisors, LLC. All rights reserved. "Cold Calling
Is A Waste Of Time: Sales Success In The Information
Age" and "Never Cold Call Again" are registered
trademarks of FJR Advisors, LLC.
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