So this just happened. A private client sent me a distress email over the weekend. Without going in gory details, here is what it was all about: "Parthiv, I was doing some calculations and I am not happy. I have zero confidence in our government's ability or intent to send me ANY money. Clock is ticking, new bills are showing up every week. Income producing activities are not happening and this emergency situation is dragging out beyond my tolerance. I need to MAKE some money NOW. DO SOMETHING. Make it rain and snap to it. I am tired, hungry, cranky and feel like I am broke".
This guy is not alone. He made close to $100K a month between 2017 and 2019. He was having a great year until beginning of March. Mid march changed everything.
Here is my response to him. And interestingly, it is EXACTLY what Dan Kennedy said on Today's Superconference Key Note speech.
Find pockets of opportunities where there is MAXIMUM MONEY and approach them.
I asked him to schedule an appointment with me and do the following homework:
- Read the transcript and/or listen to my audio interview with Nick Louise on No BS Gold Call May 2019.
- Read Chapter 4 of Brian Kurtz book 'Overdeliver'
- Go to quickbooks and create following two reports: (for last 12 months and last 60 months)
- Sales by Customer Summary (Grouped by NONE). Export to Excel
- Sales by Customer Detail (Grouped by NONE) Export to Excel.
We will eyeball this data, identify pockets of opportunities, come up with a BDO (Brain Dead Offer) 'for times like this' (which is an application of Kennedy's 'Reason Why Advertising concept) and generate some appointments where you can engage them in a conversation that leads up to a transaction.
During economic distressed times, it is going to be hard to establish and elevate trust. Go talk to people who already know you, like you and trust you.
Pick up the phone and call them. Find out how they are doing and if all is OK. (It's called a G.A.S. call, as my friend RJon calls them. G.A.S. stands for Give A S*&#t.)
The script is universal: Hello, my name is _____ and I am calling from _____. The special reason for my call today is ____.
The video below is an interview by Rasco Calderon on his podcast. In this call I am outlining the formula and the framework for the call. To read a more in depth report on the phone follow up and CRM visit www.elaunchers.com/CRM.