Read it Later: October 2019

Friday, October 18, 2019

Fwd: send a proposal

---------- Forwarded message ---------
From: Oren Klaff <oren@pitchanything.com>
Date: Fri, Oct 18, 2019 at 6:01 AM
Subject: send a proposal
To: Steve Scott <stevescott@techacq.com>

"Send a Proposal" ...

These are either the 3 BEST words in business...

Or the WORST.

Let me explain: imagine for a moment that you're working hard on a big deal, and the buyer finally say's to you:

"Sounds good, send me a proposal."

Well, ... are you about to get paid?

...or is the deal about to die?

When I hear those exact words I know my chances of "closing" just went down by 66%.

Now I'm staring at 3 "doors"

Behind door #1: Deal! The buyer ACTUALLY wants a proposal! I am going to win a big account.

Behind door #2: No Deal! They ONLY want my proposal to use for price shopping with the competition.

Behind door #3: No Deal! They DO NOT want to buy my product, but they're too nice to just hang up on me... so they say instead, "hey, send me a write up of all this, will you?"

Sadly, #3 is the most common.

So the next time you hear "send me a proposal," you immediately know three things:

1. You're about to start on a wild goose chase

2. The buyer is going to price shop and negotiate you

3. You're not getting paid for the work you're doing.

So here's what you should say to the Buyer when he says, "send me something in writing:

First, say: "TOO SOON. we're definitely not 'there' yet."

Then: "Only companies with NOTHING TO DO spend their time writing and sending proposals and... I have lots to do right now - super busy."

In other words, you're telling them you're good at what you do.

It's a weird effect, and you have to see it person a few times, but this gives your buyer CERTAINTY that it's a wise choice to do business with you - .

Suddenly, they don't want you to "send a proposal"...

Usually, they want to 'just get started' ... and talk about the terms.

Now you're in position to get deal terms and a verbal agreement ...

Which makes it easy to CLOSE the deal, just send an 'Agreement For Signature' and an Invoice.

(This is why I want you to delete the word "proposal" from your vocabulary.)

Suddenly, they're asking for your bank information, so they can wire money.

THAT is the power you have when you create CERTAINTY.

But there's another way to create certainty at the beginning of the call, so you never get to the point of "send me a proposal" again...

I'll give you the details on THAT little secret on the next email...

But for now, enjoy your Friday.

Me? I'm heading to a my little boy's hockey game. He's 5 years old ...and his slapshot can kill a moose from 20 paces (we're all good at something.)

What are you doing this weekend?

- Oren

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Wednesday, October 16, 2019

Fwd: Stink-eye or die

---------- Forwarded message ---------
From: Doug Pew <doug@douglaspew.com>
Date: Wed, Oct 16, 2019 at 4:27 AM
Subject: Stink-eye or die
To: <stevescott@techacq.com>

There's something about that look...

The loaded glance...

The glaring grimace...

The lingering smirk...

...that does more for your advertising than almost anything else.

If you've never had the gut-wrenching privilege of trying to sell face-to-face...

...you're missing out on perhaps the most important look and feeling any advertiser, marketer, or copywriter can experience.

You're missing out on the old stink-eye.

Nothing but that knowing, skeptical look can give you the singular "so-what" objection-handling experience you need.

Short of getting a door-to-door sales gig, joining an MLM, or becoming a conductor of 100 snooty classical musicians (hey, I'm one, and yes, we're a little snooty)...

...the best way I've ever heard of learning to deal with the stink-eye...

...is to find a picture of someone who looks like they're in your target market...

...but someone who's VERY skeptical...

...someone who's giving you the stink-eye.

Print it out.

Tape it to the edge of your computer screen.

And write as if you're sitting across from that person and that old stink-eye.

Because if you can't get passed the "so what?" face...

...the, "uh-huh" hand-on-hip stance...

...if you can't learn to transform the "stink-eye" into the "this-guy-really-gets-me-nod"...

...you're dead in the water.

15 years as a composer and conductor, standing in front of snooty classical musicians, trying to get them to do my bidding...

14 years of parenting the most skeptical, no-BS bunch of little cuties on the planet...

10 years in the university classroom trying to convince freshman and sophomores that music harmony is the key to the emotional universe...

4 years helping my wife out in her MLM to rid the world of evil toxins in cleaning products...

2 years of full-time, door-to-door, 12-15 hour a day missionary proselytizing...

...I've seen my share of live-action, in-the-moment, on-the-hot-seat STINK-EYE.

If you can find your way around that... you're on your way!

So, don't run away from it.

Embrace it.

Use it.

Or your ads and emails and sales pages and FB ads and phone calls and prospect leads...

...will all die!

Stink on!

Doug
The #CopyComposer

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4. Hire me to make you more sales by writing a new sales page or email sequence. I've written sales letters and email sequences for multi-million dollar online marketing gurus that brought in a flood of new sales and prospects. I can do the same for you. If you're ready to launch your next online course, membership, or some other similar campaign and you need help with your sales page or emails, just hit reply to set up a call.

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Monday, October 14, 2019

Fwd: How to get more revenue in less time

---------- Forwarded message ---------
From: Oren Klaff <oren@pitchanything.com>
Date: Mon, Oct 14, 2019 at 6:43 AM
Subject: How to get more revenue in less time
To: Steve Scott <stevescott@techacq.com>

These ignored people at your company will make you money

Are you hearing a lot of people saying you have to HUSTLE to win?

C'mon, you have to be getting a little tired of hustle quotes everywhere ...

For example, I have a client that puts one on every wall (and there has to be a picture of a mountain, of course ...)

On one level, this works. I noticed his executives sure were hustling like mad and doing all the right things:

making calls, setting appointments
doing presentations
getting decision makers into-the-loop
getting documents signed
Sending invoices and getting payments

But HOW they are doing it is all wrong.

Because this is too much hustle for one person.

What I told the client next made him laugh, but when the punchline hit him,.. he stopped laughing and did a forhead thwak.

Imagine for a moment you walked into your Doctor's office…

You open the door, where you see your Doctor cleaning the floor of the examination room ...

He looks up at you, then moves around to the receptionist's desk where he sits down, and calls you over.

He checks your insurance card; puts your information in the computer.

Next he calls checks your weight and blood pressure… then leads you into the examination room … and makes you put that green gown thing on.

Now, he takes your temperature ... while talking to a technician about fixing the Xray machine.

He finally gets off the phone, calls you by the wrong name, and says ... We need to draw blood.

BLOOD? No thanks.

Definitely don't want THIS doc poking holes in my body.

Before you protest, he runs off to check in his next patient.

Ha, that's a funny scene to imagine.

Now this sounds ridiculous in the medical field --

but this kind of behavior is completely normal for a salesperson --

In other words, "doing everything on your own doesn't work."

Yet the typical salesperson is a one man variety show.

He does everything from being the product expert, scheduling appointments, running the sales presentations and getting contracts executed.

But in today's world, high performing sales teams aren't run by a one man show:

It's always a team of THREE.

Why three, and how do they work together?

First on the team is what I call The Organizer…

This is the administrative assistant. This person is not motivated by the sale… he or she is the task oriented. His or her job is to get the appointment, and make sure everyone attends the call. She's basically emotionless in the job (emotion and charisma are not required), she's not too interested in the outcome of the call - she just wants everyone to click [ACCEPT CALL TIME] … and then she moves on.

Second, is The Guru, or the high status expert.

In your business, this high status person could be a scientist, the senior Creative person or the genius data scientist with 3 PhDs (In my company, it's ME.)

You need keep this high status person away from the clients and prospects except to show them off and have them bless the deal, offer valuable data or science, or give their experience on similar projects. Then you put them away behind the glass case before they say something to murder the sale or start telling one of their boring stories.

Finally, you've got The Dealmaker… that's probably YOU.

The guy making the deals, pushing the transaction, and driving the sale. You're focused, deliberate, patient, self motivated, and firm.

Most importantly, You The Dealmaker cannot become too familiar to the prospect.

I've always found that familiarity breeds contempt.

Here's the key takeaways to all this:

Driving revenue is a ton of work. Selling project ideas or raising money is even harder.

The best in the dealmaking business do this in 3-man tiger teams

Team member #1: The Organizer

Team member #2: The Specialist / Guru

Team member #3: The Dealmaker (YOU)

If each person on the team knows his place and role in the deal, and sticks to it, you're going to see a big jump in the number of deals you close.

Want this kind of team at your company? I can set it up.

I've got a new team of my own that will train you on this, exactly how I would do it, and roleplay it with you on live accounts until these new skills become corporate 'muscle memory' so you can do it over and over to drive more revenue.

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