I go through this horse manure 3x per year -- any suggestions?...
 

I one of my biz's I go through an enormous amount of frustration, predictably, 3 times a year.

My prospective customers do not call me back. There's nothing unusual about that in itself -- but here's the crazy thing... even

-- my previous customers (who are overjoyed with my service, etc.),

and

-- very HOT prospects who have shown a definite interest (have raised there hand)

DO NOT CALL ME BACK. Even ones who've I've become pals with do not call me back -- even when I ask them to call me back "EITHER WAY" (to tell me no or yes).

Analogy: You take the time + expense to send out 100 wedding invitations. 20 people send an rsvp card that says NO -- and 20 people send a card that says YES.

Now, how many people are coming? Answer: YOU HAVE NO IDEA! Because 60 people didn't say anything!

After a while of this, I get the feeling these people are making me CHOOSE between making money at this, and retaining my own SANITY!

I don't mind being told NO. It's not being told one way or the other that forces me to make 10-million calls -- thus driving me battty.

Now, you may say the solution is to merely DROP any prospect who doesn't return calls. Or even to drop the entire business. Neither of those options will work right now, unfortunately -- I need the "eggs."

I have a way to solve the problem -- but it would require LAYING IT ON THE LINE + explaining the problem to the prospects in a 'lifting the curtain' BLUNT WAY -- that may seem unprofessional + scare away more people than it attracts.

I feel I must TRAIN the prospects to treat me with more respect or something. I'm getting Willie Lowman syndrome over here.

Any ideas out there? It's driving me 'buggy!'

-- TW

Re: I go through this horse manure 3x per year -- any suggestions?...
 

TW, why would you expect them to call you back? If they contacted you once, then it is YOUR responsibility to keep trying until you get through to them. You're putting your prospects on the spot. They're afraid that, by calling you back, you'll assume they want something they may not once they have more info. Safer not to call or respond than to be badgered by someone who may or may not be you. It's fear, plain and simple. I'm assuming you're using a toll free number, right? If not, they may be afraid it's one of those routed to the moon, the Caribbean, or some place that's going to cost them a few thousand to call.

You might examine the content of your message/request and see if it strikes people wrong in some way. Test it out on friends, family, even strangers you meet...but test it. It may be in the way it is worded or sounds to them...not the way you mean it, even. Something is wrong, that's for sure...so test, test, test! BTW: have the testers READ the message, as your recipients would, so your voice inflections don't influence their perception of the message.

One other thing: do you have enough lines and operators so they don't get busy signals constantly? You could have call waiting to test this out or just put them through to a voice mailbox asking that they tell you a time/date (as applicable) to call them back in addition to the usual.

Have you offered an incentive for them to call you? People love to be rewarded.

Good luck!

Sandi Bowman

Bit more info please...
 

TW,

Thanks for keeping sane.

Of those who You call back, how many then go ahead - as a percentage?

Of those who go ahead after your call, what was the Excuse they used when they said "I'd have called you back earlier but..."?

Have you tried not calling back and seeing if the Eventual Call Backs are the same in number, as those who you call back and end up going ahead?

Why is this only 3 times per year?

When you call them back, what do you say?

Rule # 4: People don't call back to tell you No. One, it costs them time/money to do so and they can't be stuffed. Two, they don't want to be pressured into a Yes. Three, they don't like the hassle of doing it when it's easier to do nothing. Four, doing so is Low down on their Priority List and then they just plain old forget - and after long enough, if they remember, they figure there's no point cause you take their lack of call as a No anyway.

What service is it you're offering?

Michael Ross

Re: I go through this horse manure 3x per year -- any suggestions?...
 

Hi Michael...

Here are some answers...

Of those who You call back, how many then go ahead - as a percentage?
>>>>>>>>>>>> It's a very high %.

Of those who go ahead after your call, what was the Excuse they used when they said "I'd have called you back earlier but..."?
>>>>>>>>>>> No excuses given, really. I try to gloss over it + not make 'em feel guilty.

Have you tried not calling back and seeing if the Eventual Call Backs are the same in number, as those who you call back and end up going ahead?
>>>>>>>>> No, I haven't tried that leap of faith.

Why is this only 3 times per year?
>>>>>>>>>>>>> Seasonal biz. The urgency is that it involves booking specific DATES -- and once those dates come + go, that 'inventory' is GONE.

When you call them back, what do you say?
>>>>>>>>>>> If I actually reach them (not their voicemail), I don't make any reference to the 12-billion attempts to reach them that have preceded the call.

Rule # 4: People don't call back to tell you No. One, it costs them time/money to do so and they can't be stuffed. Two, they don't want to be pressured into a Yes. Three, they don't like the hassle of doing it when it's easier to do nothing. Four, doing so is Low down on their Priority List and then they just plain old forget - and after long enough, if they remember, they figure there's no point cause you take their lack of call as a No anyway.

>>>>>>>>>>>> YES! YES! This is the problem. They think they are conveying the msg of "NO" via not calling back. And that makes sense, and it would be ok -- except... except... NO ONE CALLS BACK, even the one's who eventaully DO sign up -- even the ones who WANT to sign up. So, from my side of the counter, them not calling me back is NOT conveying ANY message (yes OR no). That's what I must amke clear to them -- "Not calling me back does NOT convey the message of "NO."

That's why I came up with the wedding invitation analogy (rsvp concept). -- If you send out 100 invitations, and 20 people say no and 20 people say yes -- who many people are coming? Answer: THERE'S NO WAY OF TELLING! (cuz 60 people said nothing!). Maybe I need to SAY THAT to all prospects when I DO talk to them.

Like I said, I'm FINE with prospects not calling me back -- But the ones who DID raise their hand?!? The previous customers who I've become 'pals' with?!? Even when I leave msgs saying call me back EITHER WAY, PLEASE" ?!?

Here's the most mind-boggling example (just one of DOZENS) -- a customer who I got to know very well because the job involved traveling to his area and spending 2 full weeks with him -- I did this 2-weeks each, for 2 years in a row. Had dinner out a few times with his family -- even went to his home a few times -- I also did some extra favors for him. We became pals. I've emailed him a few times since then -- he's responded to the emails (just friendly stuff) Now the question comes up about whether he wants to do it again this year -- responses to emails + calls? ZERO.

I cannot figure it out. In cases like this (and there are many), it would appear to push the just-plain-courtesy envelope.

What service is it you're offering?
>>>>>>>>>>>> I'd rather not disclose that here (don't worry, it's nothing illegal or immoral).

I don't mind biz relationships where I must keep 95% of the initiative -- I don't even mind providing 98% of the initiative. But when I must provide 100% of the initiative -- even with previous customers + people who have expressed an interest, etc. -- that's where the Willie Lowman / Glen Gary Glen Ross thing kicks in.

I don't mind rolling the boulder up the hill 3x a year.

But -- does it always have to be from ground ZERO every time -- even after being at this for 15 years?!?!?!

Mind-boggling.

There must be some way to train them to RSVP.

Sandy -- Re: I go through this horse manure 3x per year -- any suggestions?...
 

TW, why would you expect them to call you back? If they contacted you once, then it is YOUR responsibility to keep trying until you get through to them. You're putting your prospects on the spot. They're afraid that, by calling you back, you'll assume they want something they may not once they have more info. Safer not to call or respond than to be badgered by someone who may or may not be you. It's fear, plain and simple.

>>>>>>>>>>> I've tried setting up different email addrs so they could respond without the fear of having me twist their arm, etc. Like, NotThisTime@[whatever.com], and Maybe@, and YES@, etc.

Still no luck (actually some responses, but not enough).

I'm assuming you're using a toll free number, right?
>>>>>>>>>>>>>>> Yes.


You might examine the content of your message/request and see if it strikes people wrong in some way. Test it out on friends, family, even strangers you meet...but test it. It may be in the way it is worded or sounds to them...not the way you mean it, even. Something is wrong, that's for sure...so test, test, test! BTW: have the testers READ the message, as your recipients would, so your voice inflections don't influence their perception of the message.
>>>>>>>>>>> That sounds like a good idea. Thanks.

One other thing: do you have enough lines and operators so they don't get busy signals constantly? You could have call waiting to test this out or just put them through to a voice mailbox asking that they tell you a time/date (as applicable) to call them back in addition to the usual.
>>>>>>>>>>>> Oh my yes! There's plenty of open lines! That's the problem!

Have you offered an incentive for them to call you? People love to be rewarded.
>>>>>>>>>>> No, I haven't -- that's a good idea too.

Main thing I must do is get across the idea that not replying is NOT conveying a message of "no." (because even the people who DO eventually end up signing up ALSO do not return calls.

Overall I must figure out a way to make (only) 112 million calls, instead of the 790-million calls that is now required! Each individual 'chase' isn't that bad, but when it is MULTIPLIED by the # of prospects on the list(s), the chore becomes MONUMENTAL! I must find a way to make each lead aware of that. Maybe I can say, that by responding -- even if it's a NO, they are contributing to the 'cause' and keeping the overall price lower for those that Do sign up. BTW, it IS a 'cause' related topic, so each lead is devoted to the cause, even if they don't sign up -- so they MIGHT respond to that angle (responding keeps the cost low for those who DO sign up. etc.).

-- TW

PS: Sorry if this all seems like a rant -- but it's all getting to me mentally -- I can see why ol' Willie Lowman cracked up.

Good luck!

Sandi Bowman

Ethical BRIBES Gets My Clients & Prospects to CALL & BUY
 

Dear TW,

Thanks for sharing the frustration almost all of us Entrepreneurs in business feel.

I avoid the whole mess.

(All together now - say, "THANK YOU, Gary Halbert.")

STEP I - I ask my customers and prospects which ones of a List of BRIBES they would like best.

And "YES" - I bribe them to answer my Bribe Questionnaire!

STEP II - Then when I need A YES or NO or Their OPINION on something - I BRIBE them with Stuff they REALLY DO WANT.

STEP III - I do this for clients too.

A food store owner complained that people he hadn't SEEN in 5 YEARS came in to buy a Candy bar. - JUST so they could turn in the postcard and get a chance at the Raffle item.

In S. Carolina the vote was for a COLOR TV or a 4 Speaker Truck STEREO System

But he Shut up when his s ales that month MUSHROOMED by 42%!

Glenn Osborn

[email protected]

P.S. - Email me - maybe one or more of the Dozens of BRIBES I have found over the years - will work for you. They don't cost much. Cuz they are mostly INFORMATION BRIBES.

Re: I go through this horse manure 3x per year -- any suggestions?...
 

You could send out whatever through direct mail etc., and Think that your communications are top notch with followup and doing business by phone...

But most could probably use some help and expertise in certain areas of business if they're looking for positive results...

I wouldn't be surprised if that's part of TW's problem... :)

As I've recommended many times before...

Learn from the Best in the business when you require particular knowledge... ;)

In this case...

Art Sobczak's...
http://www.businessbyphone.com/
http://businessbyphone.com/backissues.htm

Phil

Good solution -- or dumb-dumb idea?...
 

Ok -- here's my plan... tell me what you think of it...

When I have them on the phone + they say, call me back in 2 months, etc., I'll go through this script...

Before I say I'll call you back then, can I ask you a few questions?

I see you cannot make a decision at this point, and that makes sense -- but let me ask you this... at this point, how would you rate your interest level -- low, medium, or high?

Even though you are not signing up now -- and I understand you may end up not signing up -- we are entering into a kind of business relationship... does that scare you?

In this business relationship, do you want me to pay attention to -- and respond to -- emails you send me?

Do you want me to return any phone calls you make to me?

DO I WANT YOU TO PAY ATTENTION TO -- AND RESPOND TO -- ANY EMAILS I SEND YOU?

DO I WANT YOU TO RETURN ANY PHONE CALLS I MAKE TO YOU?

_____________________________

Maybe that routine will make them realize that -- in order to be in a TWO WAY biz relationship -- they have to respect me as well as me respecting them.

What do you all think?

I'd love to know.

-- TW

PS: Again, I don't have a problem with totally COLD prospects ignoring me -- it's the ones who EXPRESSED AN INTEREST and/or OVERJOYED PREVIOUS CUSTOMERS who ignore me that boggles my mind. The warm-hot prospects.

Re: I go through this horse manure 3x per year -- any suggestions?...
 

TW, in all honesty, you're trying to script something that should be much more natural and spontaneous. You're not establishing a FRIENDLY relationship with your prospect and that is probably what's killing their interest in responding. People need to relate and respond to you and your personality. Until you show a GENUINE interest in them, they could care less about your goals or product.

Years ago the telephone company tried scripting everything and it came off very stilted and inappropriate. Customers complained loudly (as did the reps, as I well know). It just doesn't work. Try relaxing and responding to each individual as an interesting and unique person in their own right and stop pigeonholing people.

You play the part of the customer and have someone read what you wrote in your script as their response to your inquiry and you'll (hopefully) see what I mean.

You might consider getting some good sales training or reading some top notch books on salesmanship. I'm not talking the 'hail fellow well met' and 'I'm the greatest' type either...avoid them like the plague they are. You might try to find a copy of "How to Win Friends and Influence People" by Dale Carnegie in your library or through their lending library system for a starter. Other good ones are anything written by Harvey MacKay or Zig Ziglar.

Just relax a bit and be yourself and let people respond to you and you to them. Nothing in life is perfect and that's okay. Perfection is for the Gods, not for human beings (tho' it's great to strive for perfection). Striving too hard to put everything into a cubby hole is self-defeating. Relax!

Good luck!
Sandi Bowman

Proven Script That Built 3 Companies Gets Selling HOT BUTTONS
 

Dear TW,

Thanks.

You might use a few proven Script Questions to Find Out What each person WANTS. Then give it to them.

For example:

Please answer these 3 Hot Button Questions. Then I'll Adapt Your Answers to show you how to use Hot Buttons to link what THEY WANT to what you Sell.

- I learned How to Do This from a mentor - named Walter Hailey - who started, took public and sold 4 companies grossing 3 billion in sales.

QUESTION #1 - What do You ENJOY Most about the idea of turning Warm/hot Prospects into RED HOT Customers?


Q #2 - What do you DISLIKE Most about Losing OVERJOYED PREVIOUS CUSTOMERS?


Q #3 - IF You Had a MAGIC WAND and Could FIX This, what do you Want Previous Customers and Warm/hot prospects to do?


ACTION SUMMARY:

Ok-dokey.

Please gimme your answers to the above 3 Hot Button Script Questions. And I'll show you how to LINK your answers back to something you want to sell them.

Based on what THEY think is IMPORTANT. Not what you think.

Thanks,
Glenn

P.S. - Once I know EXACTLY what you want your PREVIOUS Customers and Warm prospects to do. Then I'll write a script -RIGHT HERE- you can Test with your recalcitrant clients.

100's of my customers make MUNNY with variations of this Hot Button process.

Should work for you too.


-- TW

PS: Again, I don't have a problem with totally COLD prospects ignoring me -- it's the ones who EXPRESSED AN INTEREST and/or OVERJOYED PREVIOUS CUSTOMERS who ignore me that boggles my mind. The warm-hot prospects.[/quote]

Sandi...
 

ALL good sales trainers tell you to absolutely, positively script your pitch.

Main reason: If you make many, many pitches, you end up 'scripting' them any way (a habit evolves any way) -- better to 'evolve' the script consciously than to have it evolve 'by itself.'

You check out sales training stuff, you'll see what I'm saying is true.

Cheers.

-- TW

Re: I go through this horse manure 3x per year -- any suggestions?...
 

Tw, your information is out-dated, sorry to say. A script is only useful for training and learning the information, not for use in the field. Use in the field is passe' and largely ineffective. From one who has sold large and small ticket items for more years than I wish to count...and won awards in the process. I've also been a professional sales trainer and the results speak for themselves, TW.

Sandi Bowman

Re: I go through this horse manure 3x per year -- any suggestions?...
 

Every word of every movie you see is scripted... and yet...

Re: I go through this horse manure 3x per year -- any suggestions?...
 

The best movies have portions that were spontaneous changes that made the movie more real and believable to the audience. Jimmy Stewart was a master of improvisation when filming. Ask my husband...he used to play in westerns.

If you enjoy chatting with robots, and your customers do, too, then follow your scripts to the letter and see what happens. Odds are they won't like it...as your experience should prove to you. Scripts are for LEARNING THE FACTS so you can present the information, and sell, based on your customer's reactions and interests in a spontaneous, friendly, non-threatening manner...period.

Here endeth my input on this. No sense wasting my time on folks who aren't willing to learn from those who've been there, done that. I think you have real potential, TW, but you really need to get rid of your prejudices first.

Sandi Bowman

Re: I go through this horse manure 3x per year -- any suggestions?...
 

Hi TW,

I think what Sandi is getting at is that people can "sense" when someone is speaking strictly from a script.

As you know, I'm sure, sales is in part about creating rapport with the customer. In order to do that, you have to have freedom to change what you say - to empathize with them when you need to, and to make light-hearted jokes when you need to. (Each person would do it differently, depending on their personality.)

So good salespeople make it "natural" - they "customize" what they say to fit the person on the other end of the phone line.

You can use a script as a guideline, of course. But I'd use it as a starting point. The goal is not to follow a script, the goal is to make the sale - and sometimes to make the sale, you have to deviate from the script.

I'm pretty sure that's probably what Sandi is getting at. (I have some selling experience too, though not as much as many of the sales experts here!)

By the way, the script you wrote initially sounds to me to be a bit too confrontational. In my opinion, being too confrontational doesn't usually work on the phone, since it makes people uncomfortable and they will just hang up.

In contrast, Glenn's script questions are non-threatening and non-confrontational, and in my opinion that type of approach would probably get a better response.

The only way to know for sure if it will work is to test it!

Best wishes,

Dien

Re: I go through this horse manure 3x per year -- any suggestions?...
 

Thanks TW.

I second Dien's recommendation of Glenn. He can be cryptic sometimes (which I think he uses as a barrier to get rid of boring folks), but his stuff is awesome. And his phrases help sell better.

Do take him up on his offer to help.

Don Alm's submarine technique of forming questions that help you close prospects is also good. You could ask him about it too (he has a report on it - but not sure if he still sells it or not. I think that Steve Shulenski has resale rights to it though...)

That won't work - you can try it - but - it won't work
 

TW,

Thanks for asking some more.

What do I think?

I wouldn't get to the end of this call. I would've hung up - and - made a mental note to NOT use your services again.

The problem is... you are trying to get them to give a flying farangi about you and your need to have closure of some kind. And that Ain't gonna happen in a month of Sundays. And you'll go crazy trying to make it happen - crazy like the photographer who tried to get a closeup of the horizon.

People care about themselves - not you and your wants. They are unreliable to others. They do not do/mean what they say nor say what they mean. They tell lies (ever sold a car... I'll come around, and what happens?). They have no respect for other people's property (ever lent a tool? got any dings from shopping carts and a note was left?). They are oblivious to what is going on around them (see people Stop at the top of escalators). Etc., Etc.

I doesn't matter what Flash was going through their head when they put up their hand and expressed their interest. It doesn't matter if they are past customers. It doesn't matter if you go to each others house for BBQ or meet once a week for Hot Chocolate at Denny's Diner. None of that matters.

And you need to learn to Let Go. Sure it's frustrating as heck - specially considering it's putting food on your table. But if it wasn't putting food on your table, you wouldn't be so... Desperate... to Make Them come to your way of doing things, would you? Let's face it... if you were on Hourly Rate your care factor would be zero. On hourly rate you'd still make the calls or whatever, because that's your job. But your vocal tonality would be different. Your sense of desperation/frustration would not be there. You'd be more neutral.

You want a script for past customers? Use this...

It's TW the xxxxxx. It's been 6 months since you last had yyyyyy and you're due again. Would like to schedule another service or wait another six months?

Now, despite claims of Make The Sale cause all you'll get in 6 months is another No... this gives them an Out. An out they can use back at you without needing to give a reason why, make up BS or just dodge the issue. (The same basic Script can be used in a Reminder Letter. But with a letter, just let them know they are due again and IF they think they need another service, to give you a call.

Dear Bob,

This is a friendly reminder letter to let you know your xxxxx is due again. If you think they need servicing again, please call me on 555-5555 to make an appointment.

Sincerely,

TW

I don't use tricks to make it appear urgent. Like... spots are filling fast so call me as soon as you see this or you may miss out. I don't use them because... I don't want them used on me, because we all know it's complete BS. (Same reason I give an out on the phone - because I don't want someone trying to get me to make a firm commitment right there and then.)

Michael Ross

Re: I go through this horse manure 3x per year -- any suggestions?...
 

At the risk of seeming like my teacup is too full (I know, I know -- too late)...

Some of you are missing the point (or I am).

I'm not looking for sales techniques (although I, of course, want to end p with more sales). I'm merely looking for ways to ensure that I get respected. I don't really mind if it seems a wee bit confrontational. I want to make them see it's a two way street. If my process for doing so scares some of them away, so be it -- at least I won't have to spend so much on therapy. I'd rather starve to death than continue to relinquish my own dignity + sanity. There must be some way to get my point across to them.

Think of the oft-told tale of the Australian dentist, etc. etc. He found a way to plow under the jokers + time-wasters, etc. And everyone was better off for it.

There must be some way to accomplish that, politely, in this case! I will be a disrespected doormat no more.

Again, please keep in mind this is only about the INTERESTED prospects and the overjoyed previous customers. I must train them to RSVP at all costs! I must find a way to make them retain at least 2% of the initiative. Just enough to keep me sane.

-- TW

Michael -- that's basically what I do...
 

But let's say Mr. Skjgklghgj DOES respond, and we chat + he's very interested (seemingly perfectly sincerely)... then it (soon enough) becomes impossible to get him to return calls + emails (no I don't launch dozens, etc.). What then?

Well, you might say, just ditch that lead, etc.

But that's the problem -- 99% of my leads are like that. Even the ones who DO end up signing up. The initiative on their side of the playing field is ZERO. Not near zero... ZERO!

I understand 'they' only care about themselves. I have no problem with that. But when THEY express interest (presumably because what I offer DOES give them what THEY want), then have crossed the line into 'hot' territory. But then they don't ACT hot, in terms of returning call(s).

There must be SOME way to set the groundrules about how the (THIS) biz relationship will be conducted. -- Even if those rules are not the normal rules they're used to (see again the case of the Australia dentist).

No?

-- TW

Thanks Glenn -- maybe I'll take you up on that... but...
 

I'm not really having a problem identifying what the cust's want. I'm not having trouble convincing them that I have their solution.

That's all sales stuff.

I'm trying to improve the GAME (the selling INFRASTRUCTURE itself).

I have the right music + lyrics.

I'm trying to improve (or redefine or reinvent) the DANCE.

All I'm trying to do is train them to RSVP.

That's all.

Cheers.

-- TW

It's not a sales problem -- more of a 'sift + sort' problem...
 

Imagine this...

As a result of your marketing methods, 100 people raise their hand -- in the for of contacting YOU (not you contacting them) to express their interest. They give you their contact info, etc.

Then, as a dutiful sales servant, you contact them (you're responding to the interest THEY expressed).

Then you eventually discover that NONE of the 100 respondents show any initiative and NONE of them call or email you back -- EVER.

Then you discover that trait of not calling back is NOT an indicator of whether they are truly interested or not.

You also discover that if you DON'T keep all the initiative (read: you sit back + wait for them to finally call), it will result in NO sign ups.

There's the conundrum.

What would you do?

How to break the cycle of the marketer having to keep a FULL 100% of the initiative -- even (especially) amongst those prospects (+ previous customers) who have raised their hand(s)!

Just trying to clarify.

-- TW

Re: Its NOT a sift-sort problem. Its a sales problem.
 

Thanks TW,

I was once involved in fund raising for a club I was a member of. We did very well in getting people to pledge for funds during a get together. Many people wrote their names and the $ they would give on a long paper.

But then, it was a all different game when we had to go and actually get the pledged money. Many people were now hesitant. We had to call on a few of them 4-5 times.

The error in our case was simply: we didn't close when the prospects were the most enthusiastic. Many of them pledged money because they were in a group setting. They really didn't want to give money. They were simply pressurized to save face.

Yes - its a problem in the sales technique. We could have used the silent tender way of getting people pledge money (would mean lower donations but also getting money from only those who wanted to give). Or we could have done a better job in persuading the people in why its in their best interests to donate - and get rid of some of their objections. And we should have definitely followed up within half a day of their pleding. Not on Monday - like we did.

It all boils down to the initial sales approach and the expectations that are set.

---

From what you've been saying, I think the problem is:

You have a strong personality while selling. That makes people raise their hands. But you are not covering all their objections. Their is a flaw somewhere in your initial selling technique. And thats why, on further thought, the prospects clamp up. They don't respond because they don't want to face you and be persuaded* again.

* It could be something as simple as speaking very quickly. Its a known way of pressurizing people to say yes. But always leaves them thinking later on - with a bad taste in their mouth.

----

I'm a bit surprised TW. Glenn so kindly offers to help to rewrite your script (which everyone who has read it has said its not that good). And you say "maybe"...

Were you just looking for validation?

Re: I go through this horse manure 3x per year -- any suggestions?...
 

The script he offers to write is about hot buttons. I don't see that as the problem (but maybe it is).

I'll give it a shot.

-- TW

PS: I like Glenn -- I think he's a very cool guy. I don't know if he remembers me, but I bought stuff from him way back (on ebay).