Free Bird Seed

Free Bird Seed

I was thinking about the Roadrunner cartoons with Wylie Coyote

Often, when I speak to groups, I refer to cartoons because I believe there is so much to be learned from them. Cartoons are child-like yet carry a message – and often that message can be in the simplest form.

In many of the Roadrunner cartoons, Wylie Coyote sets the trap for the Roadrunner by placing some seed in a pile – with a sign that reads “Free Bird Seed”.

The intent here is for Wylie to catch the elusive Roadrunner. And, what always happens? Peck. Peck. Beep. Beep. In a flash the Roadrunner is gone and so is the seed. This leaves Wyler dumbfounded and dazed.

We laugh – but isn’t that what many salesmen try and do? 
The salesperson offers some freebie to the consumer:

• Register to win a free home basement makeover
• Register to win a $50 gasoline card
• Free Disney tickets
• Free one room carpet cleaning
• Drop your card in the fish bowl to win a free lunch

And, what happens? Oodles of people walk by or pass on the opportunity because they know there is a catch.

But – there are always a few takers. These folks sit through the presentation, watch the video, or listen to the time share pitch. 

And, then what happens?

They take their free gift and Beep Beep out the door they go.

You as a salesman have invested your time and sometimes your money in getting them to hear you. And, yet, only a very small percentage buy your soft water system, buy your window installation package, or agree to become a client at your chiropractic office. 

So, what is a salesman to do? And, yes even if you are a chiropractor or a financial planner – you ARE a salesman. Everything in life is sales, period. That’s how you got your spouse, that’s how you selected the college you attended, that’s how you selected your current employer. Sales!

As a salesperson, you tell yourself that it’s just mud against the wall. Throw enough mud against the wall and some will stick.

Friends, the consumer is not stupid. They have been duped, taken, conned, and badgered before. They have pecked at the bird seed while cautiously watching the “net” above their head

People shy away from the heavily baited free gift.

But, using that “mud” concept – what about all the mud that fell to the ground? You, as a salesperson (remember everything in life is sales) are leaving a lot of opportunity lie on the floor.

The “lure ‘em in for something free works only if you are targeting the “few” who chomp on the worm that sits on the hook.

Successful salespeople know what fish like, BUT they also know what EACH TYPE OF FISH prefers. For many fish, a worm is a “settle for” solution to its hunger problem.

As a salesperson (and that encompasses ALL aspects of sales) if you want to reach more of a wide variety of customers, then take the time to find out what each customer prefers. In other words – help solve their problem. If you can solve their problem – usually YOU have made a sale.

A word of caution here – if you truly want to make the sale STOP lusting after the customer. STOP lusting after the sale. Lusting after the customer and after the sale is being ME focused. 

Be “THEM” focused and you will make a sale.

How do I do that? What can I do to change my sales techniques? 

I teach how to develop this technique and how to implement the techniques in my Master Mind Groups. 

As a licensed Burg Consultant, I teach that success method. If you would like to know how it’s done – so that YOU can create more sales, more revenue, and obtain a continuous flow of new clients – call me and we can schedule a time for me to train your entire office, your down-line group or do one on one training.

Master Mind Groups

What is it? Simply it is 6 training sessions of 60 minute meetings. The meeting can be held in your business office (during non business times) with a group of 6 to 15 people.

I will be doing a Master Mind series in the Pittsburgh area as well as in central PA. I also am open to doing them in Maryland.

So what will it cost? I charge $125 for the 6 weeks of one hour Master Mind training sessions per person. That’s less than $21 per session per person.

Think about it. If you make one sale a week from what I teach, you have more than paid for the training.