- February 20, 2018 -
Well, well...it's a small world lol
Seems yesterday's email took a few of you who were brokers in the '80's back in time a bit, eh?
Evidently there are still a few of us relics with some unwritten Wall Street books waiting to be penned 🙂
In those days, we investment brokers followed a code, a formula...and never broke from it.
"Art, brokers with beards make money. Brokers without beards make more money"Â my initiation into a world where you stuck to a script had started.
And when you did, the money flowed like buttah...we were knuckleheads straight out of college and driving BMW's and Porsches in a year.
It was definitely seductive.
A mantra was pounded into us every day: “Guys, we are not in the storage business. We are in the moving business. Keep the trades going and the money moving.”
We followed the same procedure every single month:
+ Prospect hard for two weeks. Yep...cold calling to the nth degree. I'd grab a county directory and call every person from A-Z in those 1,500 pages.
+ Week three was to set appointments with the top prospects from weeks one and two. Face to face. Tailored suits, wing-tipped shoes, the works...and no beards.
+ 4th week...sell for 5 days straight.
+ 6 days, 4 nights a week.
+ Stick to the script.
It was a time and place I don't ever want to go back to.
It was all about the pitch.
Ever hear of the "straight line pitch"?
The straight-line pitch is really about finding the most direct route from “Hi, this is Art.” to “Great, sir. Welcome aboard. I’ll write up your order.”
There are 10 or 12 tangents that a client can go off on. So you learn, memorize, practice scripts for each of those scenarios until they are part of you.
Would these tactics work today?
Yep...the power of persuasion is extremely powerful and dangerous if used for the wrong reasons.
Do I conduct (or recommend conducting) business like this today? Absolutely NOT!
Not if you want to build lasting relationships with your clients based on mutual trust, sincerity, and a desire to serve...and not hype and lies.
Because pitches can be a double-edged sword if promises can't be backed up.
You damn well better walk the talk. Or be ready to lose all credibility.
Yes...processes, systems, scripts are vital to create a systematic business.
1) Systems create order out of chaos.
2) A systematic business allows you to step away from your business, knowing it will continue to function w/o you.
3) A systematic business enables a lifestyle...a balanced life.
3) A systematic use of scripts for your sales teams ensures the pitch is perfect every time.
Tomorrow we are stoked to launch a service two years in the making...called (no surprise) PerfectPitch™ sales videos.
Along with our partner in this venture, we are confident that we've tapped into (and proven with clients in multiple industries) a concept that no one to our knowledge is using.
In the meantime, we'd love to know your thoughts on two questions:
+ Are you currently using videos in your sales process?
+ If so, how? If not, why not?
Email your comments to cheryl@barronmarketingsolutions.com...your answers are only for our team to help us internally get a pulse on how business owners are using video.
Later,
[leadpages_leadbox leadbox_id=14555ac46639c5] [/leadpages_leadbox]
