This is probably one of the most PRACTICAL and DOABLE newsletters you’ll read from me.
First of all, if you shared or liked one of my past few newsletters and didn’t get the PDF go back and check now. I initially forgot to put the code in for the PDF. But I fixed it quickly. They all work now. And yes, miraculously, I have the PDF here:
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I’ll start by saying I got the idea from a fantastic book called Ready, Set, Sell by Don Mastrangelo, which is actually a book for sales people. And if you own Book of Secrets, you KNOW how I borrow ideas from other industries and fields.
Don trains sales people who are brand new to selling.
He developed a method to translate your lifestyle goals into sales goals. And from sales goals into a specific activity plan. Here is why this will help you:
1. Without it, you’ll lack the motivation to follow through
2. You won’t have an urgency for what you want to accomplish in a month
3. You’ll bounce from thing to thing without any real plan
What Don found was that most sales people just had a goal of “make cold calls and get sales.” They didn’t have any real big picture. He developed a formula that said for every 100 contacts with potential decision makers, he’d get 4 hot leads and 16 warm ones. The hot leads should buy within 30 days. The warm leads go into follow up.
With this knowledge, a sales rep realizes it’s a numbers game and doesn’t get so discouraged by no’s. He also found that only about 20% of sales reps would stick to their activity plan. Then they’d wonder why “it wasn’t working for them.” When he checked their numbers, he found out it wasn’t the system, it was simply that their activity level wasn’t on target.
To translate this into Internet marketing, requires some tweaks.