Well, it’s that time again. Every 5-10 years, the economy takes a complete nose dive in the crapper.
If you’re an employee at a company, your ears are to the ground and your fingers are crossed making sure your job isn’t on the chopping block.
If you’re a business owner, you’re doing what you can to sell your ass off to pay the bills.
Right now there are two ways to sell. One is sitting down and waiting for the phone to ring because hardly anybody ever prospects.
The other way includes the tried and true ways that everybody else in the world sells. The problem with these methods is everyone is trained to use them too.
And when everyone uses these methods, they just don’t work as well anymore.
Here are some examples of things that every salesperson was taught, but nobody really likes to do.
- Making a hundred calls a day because you’re told it’s a numbers game
- Setting 10 qualified appointments a week
- Asking for the decision-maker, but not leaving a voicemail or even giving your name to the receptionist
- Getting all these little “yes” commitments when you actually sit down with the decision-maker
- Trying a pull a trail-close on a prospect
- Follow-up until you get an answer
All this and a whole bunch of out-dated advice.
The other problem with all these methods is when the economy isn’t doing so hot, and companies aren’t buying, salespeople just double-down on their efforts.
But all they do is just end up annoying prospects, torpedo’ing their deals left and right.
You can only follow-up so many times over the phone and over email. If someone isn’t buying from you, you should probably take the hint.
We just got done refinanced our house, and when we finished up I noticed what got me to actually pull the trigger.
First, I reached out on Facebook and asked for a good mortgage company to work with. Surprisingly a bunch of people recommended their mortgage guy. I got so many replies, you’d think I was asking for a good tattoo artist.
But one friend was adamant about me using his mortgage guy. He posted on my comment, and even called my wife and told her that we should use his guy.
I mean, how could I not after that?
But his mortgage guy did not disappoint. He was freakin awesome, mostly because it didn’t give a fuck about anything.
You see, it’s easier to become a referable person than you think. You just have to get out of your own way and stop acting like a needy asshole.
On the flip side, I’m Facebook friends with my old mortgage guy still. When he saw my post, the dude texted me, emailed and DM’ed me, multiple times. Now I know what chicks go through dating.
Just another couple notes from my buying experience:
- My new mortgage guy never pressured me into making a decision. He was an older, more seasoned sales guy, but his attitude was he could take my business or leave it
- The guy was genuinely funny. At one point, he told me he was married 30 years… best 12 years of his life
- He didn’t make me meet in-person. Every meeting was done over the phone
- He would text me when rates were good, and asked me if I was ready to lock-in. He only sent one text too. If I never texted back, he couldn’t have cared less. Totally chill
- He made my life easy as possible. We scheduled an appraisal, but the underwriter ended up submitting a value and it got accepted anyways
At the end, I ended up writing a 5-star review for the guy.
And I never met the guy in-person once. He wasn’t even at the closing.
The biggest trait I thought was the most beneficial was it pays to just be more relaxed. Much like golf, the more relaxed you are, the better you will do.
Even if you desperately need a deal, you have to get to a spot mentally where you don’t need it. If you need it, people will sense that and get turned off.
If you don’t need a deal, buyers will pick up on that to, mostly because everyone they talk to acts like they really need their deal.
Write emails that don’t get ignored with my guide: Email List Loyalty