Tag Archives: art of the pitch

How to sell like money is a commodity

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Money as a commodity

You’re in sales. Whether it’s in a job interview, presenting a multi-million dollar pitch to a room of investors or your online t-shirt store – you’re constantly selling something. Once you’ve gotten a potential customer through the door – you’re selling.

When you’re selling the fundamental rule is money is a commodity. The end result of cash exchanging hands shouldn’t make you feel desperate. Mentally you have to believe there will be another customer, another pitch, another sale. Customers seem to smell desperation.

Money as a commodity

I first learned this working as a 12 year old at a small golf course. I didn’t really know what I was doing, but if someone didn’t buy from me right away…I didn’t care. I just went on to the next. I always knew someone else would walk through that door.

I’ve since graduated from the golf course and sell security technology. My best year was a couple years back when I did $2.4 million in sales or roughly $2 for every person living in my territory. Think about that – how would you like to generate $2 per person in your area? I did this for multiple reasons, but the biggest was knowing if I didn’t close a $500,000 deal today, I would have another deal around the corner (even if I didn’t have anything solid in the funnel).

Most of you are desperate and will blame the economy, Coronavirus or some external force for not getting sales. Yes, external factors will come into play a bit here and there, but YOU control what YOU can control. You can’t control the government, the economy, the weather, etc…

Flip the switch in your mind right now. Money is always available to you. There will always be another deal. If you don’t have a cup of coffee in front of you right now. You can always get one later today, tomorrow or next week. Money is like coffee. Coffee is like money.

Love you,

Jordan ‘The Guy with the Bow Tie’ Rycroft

I’ll never give out your personal information and you can opt-out at anytime.

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How NOT to Sell During A Pandemic

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Cartoon holding No Sign
How Not To Sell

First off – I hope you’re doing okay. Second – I’ve started reaching out to people who I haven’t messaged in a while to see how they’re doing. It’s been very helpful to both parties.

I’ve also been doing a lot of personal development while my work has slowed down. Personal development isn’t the easiest thing to do when a) I’m worried about where my next pay cheque is going to come from and b) I have a two year old constantly shouting “Daddy! Daddy!”

While working on me – I came across the below post on LinkedIn. It’s from a former business associate of mine.

Poor LinkedIn post
WTF was he thinking?

So, this isn’t an over-the-top sales pitch, but c’mon man! I’m here worrying about my businesses, my bread, my family. I don’t give a FUCK about “optimizing” my digital advertising.

No surprise – the post received zero comments, zero likes, and zero “strategy call” bookings. Although I agree with the messaging, now is definitely not the time to be selling how to optimize your digital advertising. And this is the third or fourth time he’s posted something similar to this.

I’ll show you how to sell without selling a little later on, but FIRST! MORE SHITTY SHITTY SALES PITCHES!

Another no-no

One of my former colleagues works for Habitat For Humanity and while she and her team are working from home someone had the gull to DM her asking if she was interested in doing reno’s in her office seeing how no one was in there.

“Good time to do that reno you’ve been putting off.”

This asshat is trying to leverage the Coronavirus to get a not-for-profit to spend money during a time where Habitat is trying to keep a roof over their own damn heads.

I get it

These guys are trying to do what they can to survive, but they’re eroding whatever brand equity they’ve built by not showing any compassion. It’s a heartless sell over and over and over and over.

Thanks to my personal development – here’s a better way to go about selling right now:

  1. I touched on authenticity during a crises last week
  2. Stay Local
  3. Be kind and put yourself in the shoes of the people you’re trying to reach with your message.

    To the last point – I’ve pivoted and adjusted my “pitch” to be research based opposed to a hard sell. I don’t mention Coronavirus – until I get a response from a prospect. Once he or she DM’s me then we chat a bit about how the world has gone to shit.

Below is my LinkedIn post.

LinkedIn post, Guy With the Bow Tie
Sell the research, not the product/service

No likes, no comments, but I did get 4 responses. Okay, one was from a guy who I personally messaged, so 3 DM’s off one post isn’t bad.

Btw – if you want to check out the survey I put together as my follow up to the post above – go here

Love you,

Jordan ‘The Guy with the Bow Tie’ Rycroft

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WTF is going on?

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Coronavirus
Coronavirus

Two weeks ago – who would of thought we’d be here? It’s safe to say just about everywhere there are people fighting over toilet paper.

In times like these – you have to be as authentic and as transparent as possible. If you’re staying open for business – then let your customers know why (see what Radisson Hotels and LUSH Cosmetics are saying).

If you’re closing your store(s) – let your customers know why (see Everlane).

Stay Local

Local business is going to be hurting over the next few weeks and potentially months. If you’re a small, local business – you should be reaching out to your customers or local news agency to spread your story.

Let them in on your vulnerabilities. Don’t be desperate, but open up and be truthful. Everyone’s BS meter is through the ceiling, so be as down-to-earth as you can. You will be respected for it, and hopefully that leads to some sales to keep you going.

More on being vulnerable in business here

Now is the time to hammer away at how local you are. This will really set you apart from ‘The Big Guys’. ‘The Big Guys’ can whether the storm, but you may not. You have a very powerful story to tell and EVERYONE likes an underdog story.

Can you be a hub for people to drop off supplies to those in need? Can you support your local food bank? Can you offer free delivery services or consultations over video chat?

I’ve seen companies – who are closed – pay their employees to go support those in personal care homes. As you can imagine – personal care homes are in need of extra support whether it’s cleaning or security.

As I sit with my hands on the keyboard – I really don’t know what to think. I’m so thankful I’m able to work remotely if I so choose. I’m thankful I have enough savings built up in the event I’m not selling too much over the next few months. I understand you may not be in this position, so if you need help – you can find me here.

Love you,

Jordan ‘The Guy with the Bow Tie’ Rycroft

PS. Stay safe and friendly!

I’ll never give out your personal information and you can opt-out at anytime.

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