I’ve shared this secret with very few people and now it’s out of the bag. I hope you start to use it because nothing I have done in my career has been responsible for closing more dates.
Let’s talk about this one… comment away.
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11 responses so far ↓
1 Corporate Juggler
I am bad on the phone, but reading books and working to get better. Also, trying to find a passionate assistant / biz partner who can rip up the lines.
2 admin
That is a huge tip you give there, CJ.
Feeling like you have to be the Jack of all Trades is a huge mistake. You mention 2 great strategies – improve yourself and find someone who is already good at it.
When you start outsourcing the stuff you aren’t good at, you can fall in love with the stuff you are good at. Making fliers, phone calls, writing material, building your online presence, and any other of the ‘business’ of show business that doesn’t float your boat – give it away. http://www.guru.com or http://www.elance.com is FULL of people who will do anything you don’t want to do.
Never feel stuck – get resourceful and find support. Move forward.
Ready, Fire, Aim!
Go!
3 Frisbee
I have a general rule to live by and that is to listen more and talk less. I am always surprised at the things people will say, whether in business or everyday life and i think the advice you give here Barry is dead on.
I also feel like when i can talk one on one with the decision makers that the deal is usually made.
I do have one question, with this day in technology, have you ever done a face to face business conference call with someone over the internet?
It would seem that is a potentially good tool as so much is conveyed in facial expressions and body language.
4 admin
I haven’t done a SKYPE conference call with a client. Wouldn’t be a bad idea although one draw back seems to be that the video interface only works between 2 parties and there are usually a handful of ‘them’, two of ‘us’ (in different locations), and a producer/manager somewhere else. This gives me a pretty cool idea I need to think through and I’ll write about it soon. Thanks, Frisbee.
5 Corporate Juggler
lessons going great. Learning from the master. Thanks.
6 Corporate Juggler
What do you guys think of CRM software? how do you manage client info and sales drives?
7 Lothar
As for the telephone thing, this has ALWAYS been my downfall. I HATE THE PHONE. I have avoided it like a plague since I was maybe 15. If someone phoned me, fine, I’ll chat and get off asap. But me phone them. Even my best friend I am unable to phone! That’s why I LOVE email.
As for the video and promo. Its seems like its always been a balancing act between paying my bills and finding the extra income for great promo. I’ve been married most of my single life and its been difficult to find the extra money to put into some of these other things.
I’ve learned much of what you have taught already over the 34 years that Í have been performing. I’ve had some great teachers and taken some courses, so much of this material has been repetative for me, but in a good way. Its great to be reminded of business ideas that have fallen by the wayside or forgotten.
Well done Barry. Thanks
8 Steve
1. What has been your best “hook” when calling an old client to see if they want to book you again this year?
2. What is your best hook when you are cold calling propects about possible upomming shows?
9 Barry
Great question, Steve.
This week on the membership site I put up an interview with Shamus Brown of Industrial Ego Sales. He talks about exactly what you have to do build instant rapport on the phone. Check out his blog at http://www.industrialego.com or come join us at the membership site!
Barry
10 Scooby
Hi Barry,
Being a solo performer and also being the product, I find it quite hard knowing when to say “we” and “I”.
All of my promotional material is set in a third person- to promote the product. Is this good?
When I am on the phone should I talk about what “I” can do for them, or what “the product” can do?
Thanks from all the way over in Perth, Australia!
-Morgan ‘Scooby’ Scarfe
11 Barry
Hey Scooby!
3rd person on one-sheets and promo – for sure. Think about making it like a voice over on your video – someone speaking for you.
On the phone with a client – you are there to serve her and make her life easier, better, and so blessed that she found you. So in that case – do what supports that! Probably the first person “I” in most cases, unless you are selling something bigger with more people.
Keep thinking about life through your clients’ eyes and make sure your stuff is about them – not you.
Thanks for checking in!
Barry
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