It’s election time in Malta.
They do it properly here: street parties, face-painting, blanket media bombing and scathing tit-for-tat accusations and counter-accusations.
This time around, politicians from both parties have been reported to the police, or hit with libel suits, or dragged through the gutter press amidst rumors of blackmail, nepotism and even drug-dealing.
It’s exciting stuff, although I can’t imagine a less forgiving way to spend your days than pursuing a career in politics.
That’s better left to the professionals.
I get this question a couple of times a month:
“So I’m doing really well with my free consultations. I spend an hour on my prospect’s problems, give them great solutions. I get fantastic testimonials and people seem to really appreciate it, but they don’t end up buying anything.
Some even tell me that I’ve solved all their problems for them, and they don’t need me any more. I’m TOO good, right?”
Well, wrong, actually.
First up, praise doesn’t pay the bills, even thought it makes us feel a little better about ourselves.
Which is useless if we’re hungry.
You don’t want to be fluffed by your prospect. Anybody who doesn’t stick around for the money shot might just have been along for the stroke.
That’s one of the reasons I don’t do free consultations any more.
What prospects SAY doesn’t count as much as what they DO. And what you want them to DO is buy your stuff.
This isn’t one of those of those famously inspirational Kimberley emails.
In fact, this is the opposite.
Today, unfortunately, it’s nothing but doom and gloom and misery and slum-sucking despondency.
But it may leave you feeling just a little bit better.
Because today I’m bearing the message that even if you’re doing everything right, you’re still going to fail.
90% of the people in your world won’t buy your stuff.
(Which is why, of course, you need to ask more people.)
Most of the time that you stick your neck out and ask for the sale, you’re going to get pushed back.
And you’ll feel that you’re howling into the wind.
So far so miserable, right?
However … there’s some good news.
The first bit of good news is that 10% of the people in your world is more than enough to get booked solid (unless you only know 10 people).
Mrs K is expecting a baby. It’s a boy.
All things being well, she’ll pop in August, a couple of months before we send Sam (3) off to school.
I didn’t have any say in the choice of school. Here in Malta – where I’m a foreigner – there’s an unspoken shortlist about where is “acceptable” and where isn’t.
So I just do what she tells me.
I did some back of a beer-mat calculations and realized that putting my two boys through this school, until the age of eighteen, will cost somewhere in the region of $152,000.
And that’s before university.
So while I swot up on home-schooling, I’m simultaneously preparing to lose the argument for educating them at home. Mrs K is a traditionalist, after all.
And guess what?
I’ll have to sell more to manage it.
And THIS is the beauty of being the architect of your own income.
From back in the day when I was a street performer, I always said “yes” to opportunities, even if I didn’t have a penny.
I knew that getting out in front of the shoppers and doing my thing for a few hours would pay for the train ticket, the concert ticket, the dinner, the round of drinks …
… and nothing has changed but the order of magnitude.
You need money? You sell more.
And whilst I’m the LAST person you should speak to about fiscal responsibility or wealth management (it really goes out just as fast as it comes in), I think this is an important lesson:
- If you know how to sell you’ll never go hungry.
- If you know how to sell, you’ll get to enjoy more of the important things in life, whether it’s filet mignon or schooling for your kids.
And THAT is freedom.
My More Clients Sales Mastermind is rearing its ugly, yet insanely useful head, VERY soon.
Join me and put your kids through your wife’s choice of school.
This is for you if you haven’t sold anything yet.
Perhaps you’re just getting started in a new business, or you’re switching gears and starting to sell something new.
This will also work if you’ve been in business for some time, but are going through a slump.
It flies in the face of conventional wisdom about selling and marketing and value-proposition, and will certainly earn me some detractors.
Some folks out there – people who genuinely know what they’re talking about – will tell me that I’m wrong and that this is bad advice.
But don’t use that as an excuse for inaction. You’ll see that you have nothing to lose (and everything to gain) from trying this.
In the few working days left of this week, I want you to make a NO-BRAINER paid offer to your prospects.
It doesn’t matter if you have a list of six people on the back of a beer-mat, or six thousand people on your dormant email list, this will work. You can have it set up within the next hour.