There’s a saying that it’s easier to turn $100,000 into $200,000 than to turn $1 into $1.2. Anyone who has ever started a business knows how hard it is, but there is a reason for everything. When you just start out you’re forced to pay attention to small details and come up with solutions. That’s the key to success, you have to go through the wax on wax off stage (for all those who don’t get it watch karate kid).
People that have not gone through this process can’t possibly understand it, and they make stupid mistakes because they don’t know better. I met a manager at a big insurance company and he told me that his sales method is very aggressive. He calls clients out of the blue and literally harrases them into buying insurance. These people didn’t leave their information, he has it because they bought something from the company at some point in the past.
Bottom line his sales team make a lot of sales, so how is that possible? The reason he’s able to make so many sales is brute force. Imagine you talking to people on the street about a product you want to sell, if you talk to enough of them someone will eventually buy. Having a 60 man call center causes that one in a hundred or a thousand seems like one in ten. The illusion he’s created seems to work, but that’s only because he’s not checking his conversion rate.
Let’s break this down
This person is not the business owner, he’s just an employee that started off making phone calls using the same system. So working in such an aggressive manner is all he knows. In addition, being an employee he’s not looking for trouble he’s just making sure everything keeps working the way it is. And that’s the problem, he has millions of dollars at his disposal and he has no experience what so ever on how to use it wisely.
He truly believes that spending hundreds of thousands of dollars a month paying salesmen to bother their clients on the phone is a legitimate system for making sales. I know that when you read this you’re thinking to yourself “he won’t sell me by being aggressive” and that’s my point. He could be making so many more sales than he is.
His system only “works” because he has so many salesmen making so many calls. At some point, he’s going to make a sale. But the results he’s getting are totally random.
Embrace the hard times
I hear new business owners constantly complaining about how hard being a business owner is, and it really is. Maby this will help you understand that there is a reason for it. You have to learn what work so your business won’t come crashing down at a moments notice (something that can easily happen to that salesman).
I hope you found this post helpful, if so like it and share it with your friends. And while you’re at it, check out my ebook ‘level up your business’ a guide to starting your own business the right way.