Are you sitting comfortably? You are about to learn one of the most powerful strategies that I have ever come across – The Secret of the Monkeys Fist!
Whether you are selling in person, on paper, or online, you need to be able to grasp this concept, once you have done that, you are on your way to becoming a master of sales! Whatever, wherever and however you are selling, there is always a need to make two sales, not just one. Your primary sale is the service or the product that you wish to sell; this is your main objective. However, before you are given the opportunity to sell this, you first need to convince or sell your potential user to give you the audience. Basically, It’s the sale before the sale, you need to sell the opportunity, to sell first. I will elaborate further on this soon.
The Monkey’s first was created by one of the world’s greatest salespeople. Yes, of course, I am talking about Frank Bettger, the guy who sold life insurance.
Before he came across this secret, he was about to leave his job and give up. How thankful he was to have come across perhaps the best strategy in sales, ever! This was revealed by Bettger in his best seller “How I Raised Myself from Failure to Success in Selling”.
As the story goes, Frank stumbled across this strategy whilst on his annual holiday. He was about to dock in Miami when he observed the enormity of the ropes which were being used to dock the ship. They were long, heavy and exceptionally thick. He wondered how on earth could anyone lift a rope of such size to get it across to the pier. So he decided to stay right where he was, and watch!
The Hawser, which is the correct name for the enormous rope they were using wasn’t thrown by any member of the crew. There was a small ball made from iron that was used instead. It was connected to a slim piece of rope, no bigger than that used for a washing line; then this little iron ball was thrown to the person standing on the pier. Now, that same iron ball which was used is called, wait for it, can you guess? You got it; it’s called the Monkeys Fist. How ingenious! That this piece of rope was pulled in by the man, and it was attached to the Hawser which miraculously started to move as well. And that is how it’s done. Trying to toss the Hawser physically would be too much for five men, let alone just one. The same principal can be applied to any marketer. Approaching freezing cold leads and trying to convince them successfully to buy your product or service it just too much.
This not so well-known formula for obtaining, attracting and retaining sales, both directly and indirectly is incredibly reliable and simple too. Keep It Simple; the first steps should be the easiest.
Regardless of whether you are selling via the post, online or in person, to begin with, don’t try to sell or push your product. Break it down into bitesize pieces. At the start, deliver something that is so easy, it is nearly impossible for your prospect to resist!
A practical example of this would be from an Advertising Guru named Claude Hopkins who went into great detail about the door-to-door sale in the 20th century, and how these salespeople would actually sell coffee by knocking at people’s places of residence. Think about just how many of those doors would be slammed shut in front of your face; it was a tough gig. Now, after many years or deliberations and testing, the marketers for the coffee arrived at their conclusion, they had indeed found an extremely simple way to sell their product. They made the initial part of the sales cycle easy; it was so straightforward, even a monkey could have sold their coffee for them after this!
The salesperson would arrive at the front door of a prospect, which in those days was almost always a woman. Instead of waffling on about coffee, he simply stated he had a free gift, and said he would be back in around seven days’ time to get some feedback and see what she thought of it. Oh, Ok! Now, who would say no to that?
Then, upon his return, rather than asking her to order, he simply left her with the offer of something else for free, a gift upon receipt of her first order.
That initial hurdle, the rejection, it was now not even a factor! The salesperson had made the first step almost seamless. It is well-known that is most cases, any attempt to sell a product will often by met with resistance, so it is vital that prospects do not feel like they are being sold to.
There are various ways in which you can seduce your potential users and introduce something similar into your own processes. A free sample of your product or service is a great way to do this. It could be a free lesson, haircut, car wash, consultation, audit, or other.
If you can first understand precisely how to throw in the Monkeys Fist, then your potential customers will let you into their lives much quicker and allow you the time you need to be able to persuade them to purchase or use your product. This is precisely what I meant earlier when I referred to getting two sales, this one, in particular, being the sale before the sale. A great way to think about this step in the process is to imagine you were on the high street and you saw a complete stranger, would you approach them and ask them to have children with you and get married?
Of course, you wouldn’t. At first, you might just have a casual conversation with them, go on a date, go on a few more dates, get engaged, and then eventually get married and have children. If you try and miss out any of those vital stepping stones along the way, you could very well do so at the risk of achieving your ultimate goal.
Approach your potential clients in the same manner. Romance them, court them, make the first move easy and enjoyable for them, make is impossible for them to say no. Take small steps, and keep on going until such point your client is in love!