1. Selling Rules : Rocket Fuel vs. Rocket Science
The Golden Rule to Sales Do More, Do it Now!
Success
Know your competition It does not matter who your competitor is.
inside-out! It is vital that you identify them, study them, learn what they do well.
Do not worry about what they do badly. Who cares?
Compare and contrast your product or service with theirs.
Are you the cheapest, are you the best. Why? Be honest!
Tell People, Speak to more potential customers than your competition.
Tell Everyone Qualify these potential customers, qualify them hard.
Do not be fooled by the customer who cannot say NO. Many of them
cannot say YES either. Let others spend time talking to these guys.
Your customers might all be local, drop a flyer in to everyone one of
them, if it’s a manageable number of potentials try and speak to
them whilst you do so, or go back and follow up.
If you are calling people on the phone, call them all. Call back the
ones you cannot reach first time.
If you run a mass email campaign make absolutely certain you
immediately call back anyone who responds. Not tomorrow, not next
week, but NOW. You have sown the seeds of need; don’t give them a
chance to call your competitor before you pick up the phone.
Separate Rocket Fuel from The Rocket Science is the easy stuff, the making sure your product is
Rocket Science good. Making sure you are better value than the competition.
Making sure you know why your customers want to buy from you.
The Rocket Fuel, now that’s the really clever bit, the secret to great
sales numbers. Actor and general “man about Hollywood”, Will
Smith puts all his success down to one thing - “While the other guy is
sleeping, I’m working. While the other guy is eating, I’m working."
Andy Warhol reportedly believed “the most important thing is work”
(Lou Reed and John Cale, Songs for Drella).
Once the Rocket science is done, winning is all down to Rocket Fuel.
Make your mantra 10 by 10. You want to get 10 calls under your belt
by 10 a.m. Of course, 10 calls isn’t where you stop, 10 calls is where
you start, where you start to feel great about the days opportunities.
Kick off with a big dose of Rocket Fuel and see the results.
Do More, Samuel Goldwyn, the legendary Hollywood producer understood
Do it Now! Rocket Fuel, he famously said “The harder I work, the luckier I get”.
“You don’t need luck when you’ve got Rocket Fuel” I said that.
Barnaby Wheller; 07990 528790
