Some of the things I ran into this week made me stop and think. The interesting thing was they turned up in all three of my income streams, my writing, my home business and my freelance work with the lead generation company.
“I tried that before it didn’t work.”
I’ve tried lots of things in the past that didn’t work. I’m open-minded (some say naïve and empty-headed) so I’m willing to try things again because I’ve changed, the world has changed, the economy has changed and in general things have changed. Some of those things are working and some aren’t. Some of those things have also improved so now my results are much better. I wouldn’t have known that some would work if I hadn’t tried them again.
My response to “I’ve tried that before and it didn’t work.” was a few questions based on research and experience.
1) When did you try it before? How long ago?
2) Have other people you know tried it and had it work?
3) What didn’t work about it before?
4) Was what you tried before exactly the same as what I’m showing you now?
5) What would it take for you to try it again?
Where it came into my writing was when I was speaking with a mortgage broker about blogging and ghost writing his blog. He had set up a website and a blog but was very irregular about writing and posting on his blog. The next thing he did was hire a writer who promised 250 word articles every week for $5.00. The quality of the articles and content was very poor and the comments from some of the readers made it pretty clear. His mind is set against hiring a writer and blogging. Writing is not as easy as it sounds and writing about mortgages and finances is not easy because of the knowledge and research that has to be done. However, many successful companies and sales people hire writers to write and post articles on their blogs and overtime are generating referrals and business.
I was talking with a friend about my home business, Send Out Cards (www.sendoutcards.com/danwrites). I showed her how she could go on the website design and send a card that would be delivered in the mail; a real card not an email card. We talked about how she could use it at work and over time turn it into an income stream. She said “I tried sending thank you cards and anniversary cards and birthday cards but it didn’t work.” When I asked the questions I learned about sending cards; she had tried it for a few months, she thought it would generate more business; she had trouble getting the cards and mailing them right away so they were often late, and it was a lot of work. She had told me wanted a business she could work from home so I showed her the business side of Send Out Cards. She had tried a network marketing company in the past, it didn’t work. I learned that; she didn’t really use the products, she didn’t want to commit to the monthly auto-ship program, she had spoken to a few friends and family and they weren’t supportive, she couldn’t explain how the company worked and she dropped out after a few months because she hadn’t made any money. What has changed since then? Hundreds of professionals are leaving their corporate jobs because of the income and freedom they get from network marketing, send greeting cards is easier than ever before because of Send Out Cards, many professionals use Send Out Cards because they understand long term business and personal relationships.
In my work with ELeads Canada I speak with a number of mortgage representatives every day. I hear “I tried that before and it didn’t work” and “A friend of mine tried that before and said it didn’t work”. I’ve bought leads in the past and sometimes it worked and sometimes it didn’t. One of the big changes is the lead generation industry is the quality of the leads some companies supply. Another big change is that leads can be delivered in real time. One company I know of only sells their leads once. When I asked my questions I learned that a number of people spent money on leads but the leads didn’t work out because they only used email instead of calling the prospect, many bought on price not exclusivity so the leads had been contacted many times, many hadn’t bought enough leads to really see if they worked out.
In all three of these situations the fear of lose outweighed the opportunity for gain even though the gain financially outweighs the initial investment. The proof of success can be seen by the number of people and companies who tried the same things and it worked and they are still working and people are ignoring the proof. Just because your try something once and it didn’t work doesn’t mean that it won’t work now. You’ve changed, the world has changed, heck, everything has changed.
“Your price is too high”
I’ve run into this almost every day this week (and many times in the past). I’ve often wondered where they get that statement from especially when they’ve never used a service like any of the ones I do.
I’ve learned a number of objection handling techniques over the years that work sometimes but not all the time. I used to take this objection personally because I thought it meant I hadn’t explained the benefits and results of my service properly. I would get flustered and say different things such as “What do mean by that?” “What are you comparing that to?” “Can we go through the benefits again so I can see what I missed?” “What price did you have in mind?”
I do things differently now. When someone says my price is too high I simply say “okay” and continue the conversation. If they object to the price again I say “okay, I guess we aren’t meant to work together. The service I offer isn’t for everybody although many people benefit from it.” I guess I’m too lazy to keep fighting over price. I also know that “some will, some won’t, so what, so who’s next” is a good attitude. I don’t drop the person out of my follow up and I ask for permission to stay in touch. All the price objection means is that the person I’m speaking with doesn’t see the value of what I’m offering. Over time I can show the value of my service and when the person is ready if I’ve done a good job they’ll get in touch.
I was speaking with a person about writing content for their website. I gave them my quote and explained how I work, my expertise and how the invoicing will be done. Even though they liked my experience and what I had said and shown them they said “Your price is too high. I can get a website for free. I saw an ad on TV last night.” I said “okay” and we spoke some more. Again they said my price was too high. I said “okay, my services are for everybody. Do you mind if I stay in touch?” No, I didn’t get the writing gig, it is going to a content mill but I know from experience that not getting that gig means I will have more time and energy to work with people who want well written content and know the value of having an experienced writer on their team.
I showed my Send Out Cards business to a real estate agent I know. She liked what she saw and thought it would work but the killer was she thought $31.00 a month was too much. Let’s do some math, an average greeting card is $3.99, add a stamp at $0.85, add the time to go buy the stamps and greeting cards and drop them in the mailbox, allow 1 hour a month for that at minimum wage $11.00. So 5 cards = $19.95 + $2.59 tax, 1 hour = $11.00 for a total of $33.54 before stamps. 5 stamps = $4.25. Grand total $37.79. With Send Out Cards you do everything from your computer and a real card gets mailed (you can even design your own cards). The same card costs $0.62 taxes included, the stamp is $0.85 so 5 cards is $3.10, 5 stamps = $4.25 that means the same 5 cards cost $7.35 to mail. A savings of $30.41. That means with Send Out Cards you can send more than 5 cards every month for less than what you spend for 5 cards from the store. Oh, yeah, the price is too high.
In my work with the lead generation company I was speaking with a mortgage agent and he said “The price is too high” you know where I went with that. It boils down to some basic math. The cost per lead, the income per sale, the number of sales from the leads compared to the cost of advertising and the number of sales from leads obtained through advertising. We agreed that the lead generation service wasn’t for him because he doesn’t spend anything on advertising and gets all his business from referrals. (He pays out more in referral fees than he would spend on leads from me, go figure.)
Well that’s some of my thoughts on a busy week. Please let me know your thoughts on what I’ve written. What do you do when you run into those two killer thoughts?
Here are my shameless business plugs
If you need it written I can write contact me firstname.lastname@example.org , but I’m not the cheapest guy on the block.
If you want to improve and build relationships go to www.sendoutcards.ca/danwrites to see an amazing, affordable, easy system.
If you are in the mortgage business and want more leads contact me. email@example.com
I hope you enjoy the weekend.