• Tweet
• Sharebar

• Tweet

Hi There,

This is Charles and Scott and today we are going to discuss
how you can really improve your open rate on emails.

This subject is so important that novels have been written about
this problem and frankly there are many different opinions.

It boils down to just plain salesmanship. Yes, I said the no-no
word… Sales! Why is it that folks are so scared of selling some
thing and getting a commission?

Well I believe it goes back to the old used car stigma or door to
door encyclopedia sales person. Once a public opinion is formed
it is hard to get rid of it.

There is an old saying, “One bad apple can ruin the whole barrel.”
This is very true when it comes to sales. If you take advantage
of someone, it really is hard to overcome.

Let’s ask a few questions… shall we? No one but you can really
answer them so let’s see how you fare.

Do you sell or offer a really good product?

Does your product save your customer time or solve a problem
that they have?

Do you think you should get paid if you offer a good service
or an answer to a problem that your customer has?

And finally, Is your customer still using the product since you
sold it to them — maybe as long as 6 months, a year or more?

So the real question is, who do you think got the biggest benefit?
You or the customer? Probably, the customer unless it was
sold to them for the wrong reason and in that case, you knew
the answer because of the questions above.

If your sole objective is to make a commission or to make money,
it could be said that your motives are tainted by mon.ey.

When you start a sales process, first and foremost, you must
have a change of “stinking thinking.” You can never pre-figure
how much your cut or commission will be.

You see, when you make this paradigm shift of thinking, your
attitude changes. You will change into a helper instead of the
appearance of “a no good mon.ey grabbing salesman”.

I have a considerable amount of sales experience and I would
like to share the following story about how a paradigm shift
saved me from quitting sales.

Not that it matters what I used to do, it is more important for
us to look at you and your practices as a salesperson, but
this story really tells how I went from a complete failure to being
in the top 1% of brokers nationally.

As an insurance salesman and financial broker, we had to take
many necessary classes and tests to become licensed. In
everyone of the classes, the teacher would preach to us about
how much mon.ey we could make.

In addition, managers would routinely yell about how much
I was making and how many sales I had closed. It seemed as
if on every sales call I was thinking of the commission to pay bills.

I was young and we had a bunch of bills to pay, I feel certain
my wife was thinking that too. Problem was, the potential
client could tell that I wanted a sale more than I seemed to want
to help them.

Yep… Big goose eggs sometimes when it came time to settle
up. Thank God that my wife did not divorce me during this
time frame.

Fast forward several years, I truly decided to do a paradigm
shift and started off all my interviews with a potential client as
follows, see if you can tell a difference:

“Mr. and Mrs. Jones, thank you for taking time to see me today,
and before I begin, I wanted to let you know something. My
mortgage is paid if you decide to invest and it is paid if you
don’t. You have my services for the next hour regardless so
how can I help you?”

Do you see the big difference? It was a true statement, at that
time, I had arranged for a stipend or draw to meet my monthly
expenses.

My sales went through the roof. So much so, I truly did not worry
about any bills. I really did not figure up how much I made on any
sales until the end of the day and there were no clients any where
around. I had a 92% close ratio and in my last 5 years, lost only
3 clients to my competition.

So, how did you fare with the questions? They were kind of probing
and personal, and I know you want to make mon.ey now, however
we need to look at the root of all questions.

If you aren’t offering good products, several things will happen.
#1, your refund rate will go through the roof.
#2, you will lose all of your hard earned reputation,
and lastly you will really have sold out for the wrong reasons. I am
certain you do not want that to happen to you.

Please do not misread this email, all of us have to make a living
and get paid for our time and effort. However, on the flip side you
have to do it with integrity and honesty.

Hope this was some good information and made you start looking
at your business plan of action and how you can put it to good
use instead of “selling out”.

Looking forward to passing on another good timely tip tomorrow
at 8 am.

Charles and Scott

This entry was posted on Tuesday, February 17th, 2009 at 2:52 am and is filed under Internet Marketing. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.