Last week, Sally left us wondering
What were the last two tricks that gave her peace of mind and a quick four years to retirement?
To refresh your memory, her first two tricks were
Sally knew her future hinged on getting a laser focus on her goals and developing a killer elevator speech. Those were her first two tricks. (As you know, a great elevator speech is designed to get this response: “Tell me more.”)
What’s a girl to do when the world says, “Tell me more”?
Sally always did two things (her last two tricks)
1. She had a set of questions at the tip of her tongue that made people think, and that allowed her to close about 20 percent of her deals right then and there. Great questions separate the amateurs from the professionals in every business.
2. She had a marketing process that answered the eight key questions all buyers always have in the back of their minds. (None of her competition ever got around to answering them.)Sally really never did much selling beyond her elevator speechShe had a great elevator speech, and it always seemed to elicit: “Tell me more.”
Sally rarely ever told them more… until later
When they said, “Tell me more,” Sally started asking questions. Some bought quickly, while 80 percent did not. Because of the questions, when Sally started sending them more information, they read what Sally sent.
Sally never did work hard, just really, really smart
She let the power of the drip do the hard work for her:
What were the last two tricks that gave her peace of mind and a quick four years to retirement?
To refresh your memory, her first two tricks were
Sally knew her future hinged on getting a laser focus on her goals and developing a killer elevator speech. Those were her first two tricks. (As you know, a great elevator speech is designed to get this response: “Tell me more.”)
What’s a girl to do when the world says, “Tell me more”?
Sally always did two things (her last two tricks)
1. She had a set of questions at the tip of her tongue that made people think, and that allowed her to close about 20 percent of her deals right then and there. Great questions separate the amateurs from the professionals in every business.
2. She had a marketing process that answered the eight key questions all buyers always have in the back of their minds. (None of her competition ever got around to answering them.)Sally really never did much selling beyond her elevator speechShe had a great elevator speech, and it always seemed to elicit: “Tell me more.”
Sally rarely ever told them more… until later
When they said, “Tell me more,” Sally started asking questions. Some bought quickly, while 80 percent did not. Because of the questions, when Sally started sending them more information, they read what Sally sent.
Sally never did work hard, just really, really smart
She let the power of the drip do the hard work for her:
(Copyright 2006 APGI: http://www.albertsonperformancegroup.com/)
Sally, I’m ready to buy. Can we talk?
Every few days somebody was putting their hands up saying, “Sally, I’m ready to buy.” They had been reading the information Sally was sending in the mail, email, by fax and on the occasional teleseminar.
What the drip meant
Sally’s target market knew that Sally knew them, their problems and the outcomes they wanted. Sally had asked the right questions and had dripped back the right information. Sales were a breeze.
Sally used to work like a rented mule
At one point, all Sally said in her sales talks was “me,” “me,” and “I” this and “I” that, and “Do-Do-Do.” Sally finally realized that nobody cared. The only things that mattered to her prospects were the pain they felt and the outcomes they wanted. They were all tuned into radio station WIIFM (“What’s in it For Me”?).
Sally’s turnaround and increase in wealth took only 150 days
Here is Sally’s timeline:
Sally, I’m ready to buy. Can we talk?
Every few days somebody was putting their hands up saying, “Sally, I’m ready to buy.” They had been reading the information Sally was sending in the mail, email, by fax and on the occasional teleseminar.
What the drip meant
Sally’s target market knew that Sally knew them, their problems and the outcomes they wanted. Sally had asked the right questions and had dripped back the right information. Sales were a breeze.
Sally used to work like a rented mule
At one point, all Sally said in her sales talks was “me,” “me,” and “I” this and “I” that, and “Do-Do-Do.” Sally finally realized that nobody cared. The only things that mattered to her prospects were the pain they felt and the outcomes they wanted. They were all tuned into radio station WIIFM (“What’s in it For Me”?).
Sally’s turnaround and increase in wealth took only 150 days
Here is Sally’s timeline:
- 30 days working on her goals
- 30 days working on her elevator speech
- 30 days working on her questions
- 60 days building her marketing kit
It took Sally 5 months of relatively focused effort
In those five months, Sally got herself set up to make more money than she had made in the past 20 years. What are you going to be doing with your next 5 months? Really. Do you have a plan?
Just pass part of the audit
You saw the audit in a previous issue of this newsletter. Sally didn’t do it all. She just did the four things, above. Sally lived the 80/20 rule and has a very nice retirement because of it. More on the 80/20 rule in real life next week.
To your success, Eric
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