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WEB 2.0- *Big RED Nose Ezine* -PHONE Sale Case Study
Thanks for raising the topic of Sales.
Anybody interested in the Anatomy of a 2.0 Sale?
Here's a FRUSTRATING Sale:
STEP I - Entertaining and Wacky ideas in my Ezine - get prospects to call. Or email. Then I call Them.
Here's how it works.
A - Got a phone call from Hawaii yesterday. Bill had read an Ezine and wanted More ideas on how to keep his job. (Too soon to report results)
B - A customer in Dubai called to Applaud a BIG RED NOSE Ezine about Getting Appointments. And asked for ideas on how to reach the owner of a chain of Crystal Sculpture Stores. (Called an hr ago)
C - 30 DAYS AGO - A Radio Talk show contact in Florida - ordered my "How to Make $ From Home Reading Books" Book off Ebay.
Then called me. He talked about wanting to lose 100 pounds.
#1 - And said, "NO." When I guaranteed he'd Lose Wgt eating the Special "HEALTHY CHOCOLATE" we use as a referral system.
He asked for a sample. I sent him a Tupperware container.
#2 - He said, "NO." I called him. He said, "Too Expensive." And had the nerve to refer me to a chocolate site where the cost was more than TWICE as high. 15 pieces for 30.00
#3 - "NO" After I sent him my 78 Page "Munny Making Chocolate" book.
#4 - "NO" - I called him with the #3 Chocolate Distr on the phone.
#5 - "NO" - I called to Thank him for an idea he gave me. Told him a funny chocolate sales story. He said, "No thanks."
#6 - I called him 2 more times to Report Pain Relief, Wgt Loss and Sugar Diabetes folks needing less Insulin after eating the chocolate. He said, "NO."
#7 - I called him with a Warped Munny angle one of my readers was using. And he told me he was scheduled for a Stomach Banding Operation. To lose Wgt. I asked him to Try Healthy Chocolate 1st. (You guessed it. "NO"
#8 - While on the phone with a marketing client - he told me 2 horrific Stomach banding and Stomach stapling stories AND that he himself at 5 ft 8 inches - used to weight 240. But had lost 52 pounds.
I asked permission to 3-way call them together.
"YES" - The horror stories did the trick and I sold 2 boxes to the guy. With a promise to eat "Healthy Chocolate" steadily up until the operation date 8 weeks hence.
Sales Stats show that 50% of all sales don't happen until after 14 contacts or more. I'd say that if you counted Emails - we were around 14 contacts.
Since 99% of the folks who order Chocolate from me ALSO begin to order some of the other products or services on my archives site...
I sometimes PACK Lots of Contacts into a short Space of time - combine, email, snail mail, Voice mail and Live contact - to get to the MAGIC # 14 Faster.
P.S. - "Here's a link to where this sale STARTS - "How To Make $ From Home Reading Books" book...