Read time: 10 min
October 8, 2020
“The most difficult thing is the decision to act, the rest is merely tenacity.”
NEXT LEVEL: Keep your success going
Sales Call Seduction
I (Darrin) have made tens of thousands of sales calls in my professional career. At my craziest, I made around 600 calls a week where someone answered the phone, and countless more if you count dials. I loved it, which makes me crazy, I know, but I had a phenomenal mentor who took the time to educate me on how to get results and had enough patience to help me fine-tune my approach.
Here are some tips on how to get the result you want on a cold call or warm lead:
- Make them laugh: This is probably the most crucial, above even getting a sale, because it’s what you should do within the first few moments. Getting people to laugh (joke about the weather, a mistake you made, anything) will make them like you, and people do business with people they like. Even if you don’t pull off a sale, you’re much more likely to be able to prospect them again in the future, and it minimizes the risk if you dialed the wrong person.
- Get to the point: I’ve heard so many people take forever to say what they want to say because they’re reading off a script and “have to get through it.” Bullshit. A classic line I hear is “What if I told you ____” and then some statement that would make what they’re selling the solution to this made-up scenario. I don’t like it. After I make them laugh, I tell them why I’m calling. It’s direct, it’s appreciated, and most people will respect it.
- Don’t read off a script: Ugh, this is the worst. Have a few bullet points that jog your memory, so you know what you want to say, but let the call be a conversation. Talk to them as if they’re someone you want to talk to, and they’ll talk to you as if you’re someone they want to do business with. Scripts are useful for learning but using them as a crutch will make you seem robotic and unfriendly.
- End pleasantly: No matter how the call turns out, end it well. The amount of times my mentor would smile on the phone and laugh (at literally nothing) made him seem like the friendliest person. You don’t have to be goofy, but people want to talk to people who are pleasant to be around. Even if they don’t buy what you’re selling or make an appointment with you, they will still come away thinking it was a good call. I would sometimes have prospects call me days later with a referral because they were pleased with our conversation.
- Don’t let rejection get to you: This is obviously easier said then done, but I like to think of it this way: if you know the person already and they have something critical to say, they probably want the best for you and despite how it may feel it’s coming from a good place; if you don’t know the person and they tell you to go to hell, you shouldn’t care what they think. You begin to believe this attitude over time, making you much more resilient to the nos.
ACHIEVERS’ ARMORY: Equip yourself with proven tools & tactics
Be More Than Content
Content is king! At least, that’s what the experts say when crafting a marketing strategy for your business. It matters that you deliver the best, highest quality content for your brand, whether it’s in the form of blog posts, case studies, infographics, white papers, social media posts, and the copy that appears on your website. Sometimes to deliver the best, you have to look beyond yourself and lean on others for help.
Contently is a full-service content strategy and writing platform that will supply you with an external writing team to handle all of your content marketing needs. Unlike a freelancer who may only be available some of the time, Contently assigns you a team of dedicated writers who are readily available to fit all of your content needs.
They begin by getting to know you and your brand. They work to understand your brand voice, the goals you are looking to achieve, the content you need regularly, and everything else to ensure you begin your new partnership off on the right fit. Then, they assign you a managing editor who will be your key point of contact on all projects. Whenever you have a question, concern, or new project, your managing editor will handle it for you.
Contently provides a status tracking dashboard that allows you to oversee the phases of each piece of content. It also provides a calendar to show each piece will be ready to publish.
Check out Contently here.
MINDSET: Unleash the Achiever within
Circle of Control
The world is crazy, especially in 2020. I don’t think any of us here at AC have lived through a more wild year. Regardless of the year, there are so many things outside of our control. Too often, we frustrate and overwhelm ourselves in an effort to reclaim some sense of control and end up disappointed. It’s good to step back and delineate what is and what is not within your control.
Things that are in your control:
- The amount of effort you put in
- Your words
- Your actions
- How you treat others
- Whether you follow the rules or not
- How you handle your feelings and your decisions
- How you take care of yourself
Things outside of your control:
- What other people do
- What other people say
- Things from the past
- How other people feel
- Other people’s choices
- The weather (We’ve all learned by now that no amount of wearing our pajamas inside out made it snow.)
Sure, some of the things outside of your control, you can undoubtedly influence, like how other people feel or other people’s choices, but there is a difference between exercising control and influence. Save yourself the headache and heartbreak by acknowledging this difference. When you have the frame of mind that you have exhausted doing everything in your control, you can walk away from situations intact and knowing that you did everything in your power. It’s like a free pass to take all the praise if it goes your way and none of the blame if it doesn’t.
MONEY: Become wealthy
Align Your Goals
We can’t stress the importance of aligning goals when and wherever possible. Aligning goals is the process by which you design or perform actions that make multiple parties’ goals synergistic.
Here’s an example:
Imagine you’re the child of a wealthy widow who, at the time of her death, will leave you with $1 million dollars. No matter how much you love your mother, on some level, you’re “looking forward” to her death because it means a big payout for you. If you don’t love your mom, then you’re certainly ready for her to push up daisies. The wealthy widow has, in effect, “incentivized” her death because there’s a financial reward when she dies.
If she wanted to align her goal of staying alive with your goal of receiving money from her, she should give you an annual gift of $50k for every year she’s alive, and will any remainder after her death to charity. This aligns everyone’s goals and incentivizes her life instead of her death.
This alignment of goals applies to relationships, corporations, and everything in between. Align your goals so that others are invested in your success. If you’re an entrepreneur, offer employee compensation tied to the company’s success versus simply an hourly wage.
Consider why your teammates, friends, peers, or employees are motivated and align your goals with theirs by designing incentives that reward them when they help you achieve your goals.
HEALTH & WELLNESS: Keep healthy in the hustle
3 Tips For Avoiding Burnout
Burnout occurs when you work yourself too hard, for too long. The result is that you do not have the energy to focus on producing quality work.
Personally, I (Kyle) think one of the leading causes of burnout is self-proclaimed-business-success-gurus spouting nonsense about how you should work 100 hours a week, sleep is for the weak, and whatever else their social media manager posted on their behalf this week. This type of advice is irrational, illogical, and borderline dangerous.
Anything worth working towards is going to be a marathon, not a sprint. Working 16 hours today is useless if you are too tired to barely work 4 hours tomorrow. Here are three simple but useful tips to avoid burnout.
- Take A Lunch Break: I laugh when I hear someone state with pride that they work through lunch. Your mind needs to take a break. It is also a time to do something enjoyable, such as watch a Netflix episode, take a walk, or read a book.
- Establish Your “Non-Negotiables”: If you work long hours, you need to determine what things in your personal life you refuse to miss out on. This way, when they pop up, you can stop working and attend to what is really important—no more FOMO.
- Set A Bedtime: I am not sure at what age we decided we no longer needed a bedtime. As an adult, you have to know how many hours of sleep you need to perform at the highest level the next day. Whatever that time is, make sure you stop working at least 15 minutes beforehand to give your brain a chance to decompress.
FUN STUFF – VICE PRESIDENTIAL
Who was the only vice president to be elected to and serve two full terms as president? Answer below.
NEWS BREAK: Stay informed
- Derek Chauvin, ex-officer charged with murder in George Floyd case, released on $1M bond.
- The Lakers will wear their “Black Mamba” uniforms, which are styled in honor of the late Kobe Bryant, in Game 5 on Friday.
- Trump returns to Oval Office, says it’s a “blessing from God” that he got COVID-19.
- Apple is making the mask Emoji look happier during the pandemic.
1% BETTER: Improve each day
Find five pieces of clothing you have not worn in the last 12 months and donate them.
TRIVIA ANSWER: Thomas Jefferson