At Happy Grasshopper, 67% of our qualified appointments buy our services. We’re really proud of that number and I can tell you that it didn’t happen by accident. It’s the result of years spent acquiring knowledge and testing hunches.
When I started out, I hated the phone. I felt bad for interrupting people, I was anxious to accept any excuse and hang up. It took me a long time to get my own head right, and that experience has led me to one hard truth – long before you convince your prospect, you’ve got to convince yourself.
Since 1997, I haven’t picked up the phone without thinking these words:
CALM • CONFIDENT • GROUNDED • STRONG • HAPPY
Say these words to yourself before each call. People can smell a pitch coming from miles away, and that’s okay, because they can smell, touch, taste and feel your sincerity.
If you can get yourself to a place where you genuinely care about making a positive difference in the lives of every single person you have the privilege to touch, you’re not only MILES ahead of your competition, you’re playing an entirely different game.
So here’s my challenge: spend some time thinking about where you are today.
- If you find yourself annoyed when the phone rings, or if you find yourself screwing around on Facebook when you should be dialing, the problem isn’t the job. It’s you.
- If you’re not proud of what you’re selling, and you’re not eager to help the next person acquire it, the problem isn’t your product. It’s you.
- If you’re looking for a magic spell or a script that will somehow convince everyone to buy, you’re looking for the wrong thing.