Here's why good ideas are lousy ideas...

NO ONE WILL PAY ANY ATTENTION TO YOU.

That's the hurdle that makes good ideas LOUSY IDEAS.

Even if an idea is STUPENDOUS, you still must DELIVER the idea to the potential user of the idea (customer). Then the potential customer must see + UNDERSTAND to benefits of the idea. Then you must contact them SEVERAL TIMES before they will PAY ATTENTION to the incoming idea. Then there's the problem that ALMOST ALL PEOPLE have their "incoming new idea filter" set on ***KILL***, as the default setting.

PEOPLE (biz owners included -- maybe ESPECIALLY biz owners) just want to CRUISE ALONG, EXACTLY AS THEY ARE *ALREADY* DOING. They DO NOT want to know about ANY new incoming ideas.

IT MAKES NO DIFFERENCE HOW GOOD OR BAD THE IDEA IS.
You will never get far enough to even EXPLAIN what the idea is!

So let's break that down, shall we?...

For each successful SALE of a new idea, you must...

Choose a niche, then...

Contact 1,000 people (because only 1 in 1,000 will see + UNDERSTAND the benefits of what you're offering).

Contact 10,000 people, because only 1 in 10 of the above people will actually buy.

Make 100,000 ATTEMPTS to contact people, because there's the additional hurdle that only 1 in 10 ATTEMPTS at contacting people (out of the blue) actually get LOOKED AT.

Even if you divide the aove numbers by 10 (because MAYBE the situation is TEN TIMES BETTER than what I've estimated), it is still DISMAL!

What's the best way to get people's attention?

Emails? Are you KIDDING ME?

Phone calls + direct mail, MAYBE.

That's why I seriously DOUBT claims from certain 'entrepreneurs' I keep hearing about. ESPECIALLY ones that claim they get results from GOING DOOR TO DOOR (b2b). Do you have ANY idea what the 'slam-the-door-in-your-f'ing-face' quotient is? (given the above stats).

yeah, right -- maybe if you live enough lifetimes to knock on 500,000 doors -- MAYBE.

It's all BOGUS, if you ask me.

You do all realize everyone's 'incoming new idea filter' really IS set on ***KILL*** as the default setting, right?

Therefore, good idea, bad idea -- doesn't matter. It's all instantly met with the EXACT SAME reaction... A barbed wire welcome mat.

Sandi -- sorry to be so negative.

-- TW

PS: I'm thinking in particular (but this all applies to all these *schemes*) of the motel channel guide thingy. Do you have any IDEA how many doors you'd have to knock on, before actually getting someone to sign up? It's incalcuable! First of all, the DECISION MAKER must be *IN* when you knock on the door (you have a better chance of being struck by lightning). Then, when you knock on that particular door the 12th time, and the owner IS there (jupiter alligned with mars), you must see if they will listen to your 'pitch.' Basically, you'd have "free HBO" tattooed BACKWARDS on your forehead because your head has hit the sign out front so often becuause you've been thrown out of the office so often! Biz owners DO NOT want to hear your (my) crap. They are doing JUST FINE as they are, thank you (even if they are NOT doing fine, they THINK they are doing fine).

PPS: Oh yeah -- I forgot to mention the above scenario is just the FIRST part of the scheme -- the EASY part -- the part where you are giving away something FOR FREE (the motels get the channel guides for free) -- *THEN* you must go on to the HARD PART -- pitching the idea to the pizza shops -- who must PAY YOU (actually write you a CHECK -- shock/horrors). Woo Hoo! The process (of banging on doors) starts ALL OVER AGAIN (with your tattered little list of pizza shops). Congratulations, Willie Lowman. I hope you have a good therapist.

TW, you want to know what's crap? All those so-called stats you quoted to 'prove' your negative stance.

I was told, initially, when I went into sales that 'it's all a numbers game'...and I danged near left sales after many failed attempts to follow their mis-guided advice as to how to go about things. Luckily, I came across a gentleman who set me on the correct path.

He explained that this 'numbers game' is a ploy used by the bottom of the barrel, con-mission (sp mine) crap jobs for the uniformed. He gave me some rules to get rid of the negative programming that this type of indoctrination thinking implants in the brain.

l. Stop comparing yourself to everyone else and using their statistics as gospel to make yourself feel and act like a dumbass. Instead chart your own stats and watch the upward curve as you learn new and better ways of selling...which begins (always!) with relating to your potential customer.

2. When you find yourself about to quote stats, make sure of your source and it's REAL value at that point. Oftentimes you'll find the stats aren't what they were made out to be and are of little or no value in the given context.

3. If you must use stats, make a deal with yourself to always use only YOUR OWN STATS. Any time you want to use other people's stats, you must begin right then to create a log of your stats that would be the equivalent to the other stats you were about to quote. Eventually, you'll build your self-esteem right along with your own proven and validated stats to quote from.

4. Learn the difference between phony and genuine...and then opt for genuine every time. Part of the reason I failed initially is because I was trying to be the 'hail fellow well met' as the boss wanted me to be. It just wasn't me. When I broke free and related to people as the genuine, helpful, interested in them, problem-solving person I really am, I found success. I wish the same for you, TW.

Sandi Bowman

Hi Sandi...

Thanks for responding. I like what you suggest. Very valid.

I AM a helpful person that relates well, etc. -- believe it or not. I just can't seem to (even) get to that point with people. They don't let me.

Also, what does: 'hail fellow well met' mean?

Thanks.

-- TW

[Ankesh]

And that is why its better to do things that make people call you. Instead of you making all the calls.

But we've had this discussion before TW. And you've always disagreed. So won't go into it further - unless you want me to.

Will leave with just 1 thing I read recently. Alan Weiss (summitconsulting.com) built a 7 figure a year consultancy practise. And after a few years of consulting - he sat down one day to determine where most of his clients came from. And he found that 90% of his clients come from 4 sources. Just 4 sources.

You don't need numbers like 100,000 attempts.

Yes, Ankesh -- I knew you'd comment + I knew you'd point that out.

I do see the discrepancy.

I've got to work all this out in my head -- it's a mindset thing.

I STILL believe "the initial spark that leads to the vast majority of transactions, emanates from the marketER, not the marketEE."

It's the getting people to pay attention factor that needs working out.

I'll keep you posted -- as my mind changes shape.

-- TW

Hail fellow well met is sales shorthand for the type of 'salesperson' typified by the old Fuller Brush or Kirby Vaccuum Cleaner Man syndrome: too hearty greeting, shake hands, big smile, slap them on the back or shoulder, B.S. B.S. B.S...and more hype and B.S. Totally phony and totally a turn off to all but the most naive of people. I've been told that neither of these outfits use this approach these days.

TW, there's an aspect of this that hasn't been discussed...your appearance or approach. It's a touchy subject but let's do a quick self-analysis. Go stand in front of a full length mirror dressed just like you would be for a sales call. Stand off to the side and back away from the mirror then watch yourself as you walk up to your imaginary potential client. Look closely at your posture...upright and projecting confidence or timid mouse with head bent and slouching? Look at your face...smiling with the eyes, and eventually the mouth, or kind of resigned and grim? Your walk...easy confidence or fearful and hesitant? Your hands...well-groomed or shabby workmen's hands? Nothing wrong with workmen's hands as long as they're clean and not too abrasive when you shake hands. Handshake...is it firm but not crunching? Is your hand or theirs on top when you shake hands...should be theirs to reassure them and 'give them the power' to like you instantly. When you smile or talk, is your breath a garlic killer or neutral-nice smelling? Your clothes...clean and pressed neatly, shirt tucked in, belt on when needed, shoes shined or clean and not smudged with mud or grass stains? Hair neat and not too radical a style? It's all basic salesmanship 101 but sometimes we don't see ourselves as others see us so you might want to check it out and see if this is part of it.

I know Ankesh and I have both encouraged you to change your approach and work by appointment only. Door to door is the least effective way to work sales...and, frankly, those few who can pull it off successfully, are rare indeed. Do yourself a favor and work smart, not hard.

The first group of salespeople I ever supervised used to get together in the morning and sing some rousing songs and stood up and shifted back and forth on their feet to get the blood circulating and the positive energy flowing. The good feelings and energy carried on into their sales calls all day and made a real difference. If you don't have a group, do it by yourself singing along to your favorite POSITVE message songs. Now, go out with a song in your heart, a smile on your face, and light in your eyes. You'll be magnetically attractive to people because folks like to be around positive, upbeat folks who lift their spirits instead of crushing them with negativity.

Sandi Bowman

Hi Sandi...

I've never done door to door sales.

I look fine. But -- I do look a wee bit odd, I guess you could say. I do not look 'typical.'

I look a little more like an artist type than an IBM man. This comes across no matter what clothes I'm wearing. Think Albert Einstein in a suit. I look NOTHING like AE -- but I give off that same 'boy genius' vibe. Which is GREAT if one approaches people who appreciate and are OPEN MINDED ENOUGH to see potential 'hidden helpfulness' in someone who's a little off center. Think a well-groomed, well-dressed Columbo type -- for lack of a better description.

I'm a creative type -- and that vibe cannot be hidden... no matter what haircut i get or which clothes I wear.

Trouble is, there doens't seem to be anyone open-minded enough to let me (even) describe a new incoming idea -- or ANY incoming idea.

Then you may say -- don't handle it as if it's a "new" idea, etc. But there's no way to do that really -- because it *IS* a new incoming idea.

Oh wait, I just remembered I once DID do some door-to-door sales. I produced an audio cd to help small biz's with their marketing. I packaged them up and took them (with a countertop display rack) to some printers + mail boxes, etc. type places --- told them they could put these on the counter ON CONSIGNMENT (they pay NOTHING) -- and see how they go. Exact number of takers: ZERO. Yup, even on a completely no-risk 'scheme' like that.

But of course they are going to say 'take a hike.' Their 'incoming new idea filter' is set on the default setting ---- ***KILL***

People do not like 'creative types,' generally, I've found. The number of people who do, are statistically zero.

Sorry for all the 'whine.'

-- TW

PS: I always admired Howard Stern -- not because he's funny (actually I don't think he's funny at all). I admire him because he managed to somehow bridge the gap between 'weirdo' and 'mainstream.' I don't know how he did it, but he did. For myself, I haven't managed to bridge that gap, it appears. When I encounter someone who's eithe 'sympatico' or (at least) appreciates things that come out of left field, then all is fine. Most people look at the unusual with disdain, fear, etc. In other words, close-mindedness. The ENTHUSIASM I have for what I'm offering actually acts AGAINST me, perhaps. They don't share the enthusiasm (understandable because they don't even know what "IT" is yet) -- but they are also additionally suspicious because/if I AM enthusiastic, perhaps (?)

TW:

Why don't you talk about what you're trying to do in some detail here so people might be better able to help you? Since you are trying to approach local businesses, it doesn't seem that talking about your ideas here would "give the game away" or anything. How about some details?

Originally Posted by -TW

Hi Sandi...

I've never done door to door sales.

I look fine. But -- I do look a wee bit odd, I guess you could say. I do not look 'typical.'

I look a little more like an artist type than an IBM man. This comes across no matter what clothes I'm wearing. Think Albert Einstein in a suit. I look NOTHING like AE -- but I give off that same 'boy genius' vibe. Which is GREAT if one approaches people who appreciate and are OPEN MINDED ENOUGH to see potential 'hidden helpfulness' in someone who's a little off center. Think a well-groomed, well-dressed Columbo type -- for lack of a better description.

I'm a creative type -- and that vibe cannot be hidden... no matter what haircut i get or which clothes I wear.

Trouble is, there doens't seem to be anyone open-minded enough to let me (even) describe a new incoming idea -- or ANY incoming idea.

Then you may say -- don't handle it as if it's a "new" idea, etc. But there's no way to do that really -- because it *IS* a new incoming idea.

Oh wait, I just remembered I once DID do some door-to-door sales. I produced an audio cd to help small biz's with their marketing. I packaged them up and took them (with a countertop display rack) to some printers + mail boxes, etc. type places --- told them they could put these on the counter ON CONSIGNMENT (they pay NOTHING) -- and see how they go. Exact number of takers: ZERO. Yup, even on a completely no-risk 'scheme' like that.

But of course they are going to say 'take a hike.' Their 'incoming new idea filter' is set on the default setting ---- ***KILL***

People do not like 'creative types,' generally, I've found. The number of people who do, are statistically zero.

Sorry for all the 'whine.'

-- TW

PS: I always admired Howard Stern -- not because he's funny (actually I don't think he's funny at all). I admire him because he managed to somehow bridge the gap between 'weirdo' and 'mainstream.' I don't know how he did it, but he did. For myself, I haven't managed to bridge that gap, it appears. When I encounter someone who's eithe 'sympatico' or (at least) appreciates things that come out of left field, then all is fine. Most people look at the unusual with disdain, fear, etc. In other words, close-mindedness. The ENTHUSIASM I have for what I'm offering actually acts AGAINST me, perhaps. They don't share the enthusiasm (understandable because they don't even know what "IT" is yet) -- but they are also additionally suspicious because/if I AM enthusiastic, perhaps (?)

TW, your biggest problem isn't your artistic effect, it's between your ears. You perceive yourself as weird, others will, too. Suggest you work on revising your ideas about yourself and others. All the sales help in the world won't help you until you adjust your suppositions and attitude about things.

Now a question for you: why do you keep batting your head against a brick wall if rejection and hostility is all you get for your considerable efforts? Why not go where the going is easier and the rewards greater? Admit to yourself, if to no one else, that you're burned out on this endeavour and try something else that is more compatible with your artistic appearance and possibly even your interests. Perhaps selling artworks would be a better niche for you.

Only a masochist would keep pursuing happiness in an unprofitable and demoralizing rut. Your discomfort is probably coming across to your potential clients and making them uncomfortable enough to show you the door.

Is it possible that you're using this 'seeking help with...' the same way the briefcase brigade in the afternoon movies do...to escape something that simply is not really your cup of tea? Be honest with yourself....and good luck!

Sandi Bowman

I'd be much better talking to people like Sir Richard Branson than to local biz owners in my local C of C -- if that gives you an idea.

I really want to help people -- and I know I could -- if I could just get them to give me a chance to hear me out. It's like Zig Ziglar says -- a message can travel around the world in a split second, but often it takes years for it to travel that last 1/2-inch (the ear canal).

That's why I keep at it -- trying to figure out how to get through to the right people -- so I can be helpful. I know the ideas would work -- just as Don Alm's ideas would work -- if you could just figure out how to get the ideas through to people who'd be receptive to them.

Let's take this as a REAL-LIFE example...

A local magazine in my hometown. It's NEW, and it's called VIVACITY. It's one of those local, independent, slick magazines -- available FREE at supermarkets, etc. Full of slick photos + feature articles. Supported totally by ADS.

Now, as I flip through the pages, I see maybe 25 ads. What do those ads represent? They represent to sum total of the ads the poor shlubs (sales reps) who went into the trenches and 'sold' the ads.

Why were the results 25 ads, and not 225 ads? Because the 'other' 200 potential customers said "GET LOST!" to all the arm twisting + begging (or whatever sales techniques were employed).

Conversations going something like this: [whatever technique used to *finally* talk to the decision maker] -- then it comes out that "this" is about advertising in a magazine, to which the response is: "Sorry - not interested [click]."

Did those 200 summarily say 'get lost' because the magazine would not produce results???

maybe -- but maybe not. Maybe all (or much) of that rejection is due to businesses having their 'incoming new ideas filter' (just plain) set on ***KILL***.

Also, note to Ankesh -- if they had used YOUR method(s) (aka passive), they would have gotten no ads, perhaps.

So 25 is much better than none -- but no where near as good as 225.

The 200 that rejected the 'idea' of the magazine actually being a HELP to them did so REGARDLESS of whether the 'idea' of the magazine was a good one or a bad one. I contend it's the result of an overall POLICY of rejecting new incoming ideas, WHATEVER they may be.

THAT'S the brick wall I am beating my head against -- willingly (but whiningly).

-- TW

PS: I made up the numbers above, but I think they may be pretty accurate.