Sales has the highest turnover rate b/c it’s harder than people expect
Here’s what happens mentally…
- Get excited to start working (prospecting)
- Start finding events b/ it’s taking longer than you thought
- You ask self-doubt questions
- “How do I find emails”
- “Who do I talk to?”
- “Do they pay?”
- In an hour, you only find 10 events
- b/c you’re doing it wrong
- You ask self-doubt questions
- Start contacting events
- Most of them don’t respond (b/c you did it wrong)
- Open email but no response
- Click on website but no response
- Some respond, but don’t hire you
- They don’t immediately say yes
- A week goes by, you still haven’t gotten a gig
- Self doubt kicks in
- “Does this work?”
- You don’t blame you, you blame the ‘thing’
- You slow down
- Instead of 50 emails a day, you send 5
- Then it REALLY doesn’t work
- More self doubt kicks in
- Self-fulfilling prophecy
- Shiny-Object Syndrome goes to work on you
- “Should I do ____ instead?”
- Podcast, videos, write a book, email list, etc
- “Should I do ____ instead?”
- You do the ‘shiny object’ and the cycle repeats itself
Your problem = Not prepared for the mental struggle
LOTS of uncertainty in the beginning
- Not sure if it works
- Not sure how to pitch
- Not sure how many events you need to contact
- Not sure how to use the CRM
- Etc
Don’t stop at uncertainty or frustration
- That’s the beginning part of learning
- You become certain through execution
- Find more events = know how to find emails
- Email more events =
- Know how to pitch YOU
- Know how to get them to click to your website
- Etc
- Story: My Uncertainty
- “How do I find events”
- “How do I know they pay”
- “How do I follow up”
- So I built SYSTEMS (templates & process)
- The beginning is always slow
- Go slow to know you’re doing it right
- Once it’s right, go fast
A LOT of self doubt will kick in when prospecting
- It’s not working b/c you’re not doing it right
- Pitching people works
- Don’t understand the #’s game
- Need to contact more than you think…A LOT more
- Learn to ignore self doubt
Something to fall back on = more likely to quit
- You don’t NEED to succeed
- Story: I had 0 options
- Need to be uncomfortable b/ not desperate
- Shouldn’t have $100 in your bank account & quit your job
Self doubt + Comfort = Quit
Hardest thing to do = get out of your own way
- Lack of focus
- Shiny object syndrome
- Clouded thinking
- Not sure what you want
- Bad – “Become an expert in my industry”
- Good – “Sell my online fitness program”
- “It can’t be that easy”
- We put objects in our way b/c we think it’s not that easy
- Ex: Traffic & Offer to sell programs…that’s it
- But people do webinars, podcasts, videos, speaking gigs, etc
- Ex: For speaking gigs… Website & Outreach
- But people write a book, sell online products, podcast, etc
- Excuses
- “My topic is different”
- “Different country”
- “Gotta ____ first” (write a book, setup a podcast, etc)
- “Nowadays it’s different”
Prepare for the lag-time
- Time b/t when you initially contact events till when you get a gig (a year later)
- “We will save your info”
- Story: Remax Gig – contacted meeting planner a year beforehand
You’ll get excited when someone expresses interest
- Then it will fade when they ghost you
Must overcome constant frustration
- Nothing works at first b/c you’re new to the process
- Feels slow
- Website sucks
- Pitch sucks
- Not using CRM right
- Events respond & then stop responding
Eventually, you’ll get into a rhythm
- You’ll get one gig and think “Wow, it works.”
- Remax gig sealed the deal for me
- Story: Sales prospecting game (beat my number everyday)
- Eventually you’ll associate $ w/ prospecting
A lack of knowledge on your part will hold you back
- Don’t know what to do
- Don’t know if you’re doing it right
- First step it to make sure you’re doing the right things & doing those things right