HELP! I'm failing miserably doing the 9x12 postcard system

I don't know about all the other stuff because I never visit businesses (colossal waste of time) but it seems like your problem is clear...you think you're ripping these people off and that's why you can't sell.

I never sell, I hate ripping people off as well so I help instead. If you offer someone some help and they knock you back then they either didn't want help, they are morons or the time wasn't right for them...none of which is your fault.

If you continue to think that you're ripping people off then of course your whole body will repel that action. Once you become convinced that you're helping people the sales will come.

Personally I'd absolutely stop visiting businesses and get on the phone to cover 100 times more territory in 1/100th of the time. I live out in the country so I can't visit people. I just call them up and ask if they need any HELP with...whatever I'm selling which in my case is websites.

Stop doing something you hate and start doing something you love - I presume you like helping people? Stop trying tricks and just get down with people and offer to help them. People are in business not to buy advertising, they are in business to make money. Offer to help them make money, prove to them that they can or eliminate the risk so they can try you out and they'll appreciate it and you'll feel like less of a crook...which I'm sure you're not but if you came into my shop with that "I hate selling but I'm going to try to smile anyway" face I wouldn't be interested either.

I love helping and I love building websites - two things I love and people hear it in my voice, they sense it in the phrases I choose to use and the real and natural enthusiasm I show and don't underestimate people's desire to hang out with cool (or at least helpful) people. Be cool and helpful.

I hope some of that helps.

I feel like I am pointing out the obvious, but I think you are maybe in the wrong line of work.

Have you considered trying to partner with someone who has well developed sales skills, and keeping yourself as the guy behind the curtain?

One other thought... if you lack skills or desire as a salesperson, you might consider giving spots away to start, getting some results, honing the program, then going out and selling based on the track record you have created.

It is a lot easier to be able to point to something tangible in a sales situation.

What niche are you in? what type of businesses, are you dealing with? What is the life time value, of a customer in that niche? What proof/benefit can you, show the business owners, that will justify ANY price? All of these can have, an impact of success..or lack of it.

At least, you gave it a try, just modify some elements and go at it again.

I don't have experience with Bob Ross's method, but I do have experience as a sales coach. Perhaps tips I gave my team will help you...

1) Speculate on what your prospect is like. Make an outline of who he or she is, including age, income, where they might live. This is similar to working up a character description if you were writing fiction.
Expand on this to include your prospect's work, such as what types of products or services they sell, who Their clients may be (high level, don't need to be as detailed as for your own prospect), and who their competitors are.
It doesn't have to be perfect, and it doesn't have to be tailored to each prospect. You want a general idea of who your target is so you can picture them when working on the next steps.

2) Make a list of the ways the product/service helps your prospect. What exactly does this do for them, what are the benefits, what problem do they have that this provides the solution for?
Keep in mind that features are not benefits. A feature of a car is that it has wheels. The benefit of the wheel is that it gets you to where you want to be.

3) Don't think of providing a product or service as selling. Think of it as helping. You are being really useful to your client, taking a big weight off their shoulders regarding the problems you identified above. Being paid for this is almost secondary to the great feeling that comes with knowing you were really a big help to them.
(This re-framing of how to think of selling got a lot of my team members over the nervousness and feeling like they are forcing their product onto the customer.)

4) Write out a general pitch you could use with anyone. Keep it brief, about 30-60 seconds (google "elevator pitch"). It should include 1-3 solutions your product provides. Try to include language that helps your prospect visualize the benefits ("Imagine how..."), and try to work in an agreement to your statement ("Wouldn't you agree that getting 5% more sales of your widget would...").
Also try, if possible, to work in a statement that creates a sense of being the same as your prospect, or shows that you understand their viewpoints "I would feel that way too" "I went though the very same experience" "I would think the same if I were in your shoes." People trust, and thus buy more, from someone they can identify with.

Here's an example:

My prospect is in their 40's, married with a couple kids, has a shop on the outskirts of the burbs, but spends most of their day out at their customer's locations doing installations/builds/repairs. They are tired, frustrated, and worried about the competitors. They currently advertise in the newspaper, and some radio spots. They also do direct mail drops at the begining of the busy season, and don't have anything going on during the off season. The low response to advertising, and lack of work during off seasons, is stressful for them.

They install and repair Widgets. The demand for Widgets is mainly spring through fall. No one wants a Widget in the winter, but there are some emergency Widget repairs that may be needed due to winter freezes. The people who buy Widgets live in the suburbs, and would have to be at least middle class to afford Widgets. The middle class is getting squeezed by the economy, so the demand for Widgets overall has dropped, and the competitors, especially the big chains, have been providing some really steep discounts.

Prospect problems: Advertising costs, competitors rates and coupons, creating new leads, maintaining relationships with past clients, upsell and reoccurring options for added monetizing of past and current leads, and lack of hours in the day for relaxing and seeing family.

Your product's benefits: Low cost compared to other advertising options, quality card-stock creating a more professional and up-market image (attractive to upper middle class customers, where the money is), scheduling options for re-occurring drops that maintain customer relationships and provide savings to repeat customers, and the target drop areas have annual incomes at or above XYZ, and are ideal customers for your prospect's Widget.

Your pitch:Mr Cx I can see that you are being being put into a tough spot, between the current economy, and the pressures of your competitors in your customer pool. In today's tough economy, maintaining relationships with existing customers, and expanding business to new customers has never been more important, wouldn't you agree? My service would let you do just that, through a plan for scheduled introductory and reoccurring mailings over 12 months with product information, maintenance reminders, and discounts for service for returning customers. My cards have an excellent quality, making them perfect for saving on the fridge, keeping your name in front of your customers. The cost is only XYZ per mailing, a savings of XX% over (local direct mail competitor), which doesn't offer a relationship building service. Lets get started on this for you today. Would you like your first mail drop to be in this month, or next?

Note that the last sentences aren't "Would you like to proceed?" or "Would you like to sign a contract?" The close is assumed. The question is when do you start.

Most inexperienced sellers do not know their product's benefits, or don't believe in them. So at minimum, even if you ignore everything else I've said above, list out the benefits and get passionate about how they are helpful.

I could go one with tips about getting over sales anxiety, but this is pretty long as it is. Hope it helps!

• Owner/manager is never available (at least when I visit).

Try different times.

• Some biz owners and/or managers complain that the card is too thick to use for coupons. I'm using 10pt. glossy material. What weight of paper do you guys typically use?

They're really stretching to find reasons to turn you down.

• Some biz owners and/or managers seem interested until I roll out the price.

You can try different price points with different options and see which one they bite at most.

Plus it's in the way the price is presented.

• The last and most important thing that I'm having trouble with (at least that I can think of right now) is my confidence as a salesman. I have great ideas on how to make money in the advertising business, but I hate selling! Even though I'm providing a service to the business, I can't help but feel like I'm soliciting and begging them for money.

Must be that your idea of selling involves trying to get them to buy. Try sharing and showing the idea instead?

You have 5 seconds to make a good impression. The sales process starts the second you walk in the door. Be enthusiastic, be brief and be an expert.

You HAVE something for them, pull them out of their world and into yours, you do that with energy & excitement.

Experts do not have the time to dick a around, get to the point of your visit, does the business owner want to save money on advertising and generate cash? if yes, great! whip out your sample and pitch it. If no, NEXT.

There is too much that is unknown about the nuances of what your doing at each step, to be able to offer something specifically beneficial to you.

However, here is something that can come into play and help position you at an advantage in your sales conversations.

Go find out what the pricing is for other advertising mediums in your area....what do TV spots run...Radio, newspaper, yellow pages, Local direct mailing services, any other local mediums (get quotes). Have a good understanding of what businesses are paying to advertise.

Collect ads from your prospects and their competition. Know what they are doing before you go see them.

I'd be happy to converse at greater length, you can contact me via my website.

DP

It really does help if you believe in what you're selling (more importantly the customer must believe - they just need to hear the benefits).

You might not be that keen on Postcards but done well they do produce outstanding results for the advertisers.

You might hate selling face to face or on the telephone - so send Postcards to potential advertisers.

With the right copy and assuming they read them - and it's hard not to - a very worthwhile number of clients have an "ah ah" moment and call you.


Steve

Be upfront with your price at the start of the call, only deal with people who are comfortable with the $495. If they don't have the money or don't believe your proposition don't try and sell to them, move on.

You could also target businesses who are already advertising with a similar form of media, such as newspapers or magazines.

Compare the advantages of your service against what they are using now. Newspapers for example have a broad but untargeted audience, while post cards can be delivered cheaply to a qualified list of their past buyers.

Less ads get sent, more sales come in. Spend and cost of advertising decreases, which means more money for reinvestment.

Create offers as a service for your customers targeting big ticket items, it's easy to sell them to a market who have previously bought.

Send them near the end of their sales cycle, when they are about to buy the product again from someone. It might as well be your customer.

@theOP:

1. Bob has a support forum for people doing this, right? I haven't been there in a year or so, but it should still be around. You aren't the first person trying to figure this out.

2. With what you've shared so far, it doesn't sound like you're selling. My impression is that you're presenting. Presenting is one phase in the sales process, and it ought to be the last phase. First you have to prospect and qualify. Then you won't be presenting people who can't afford or don't value or have a need for what you offer. Right now you're presenting to anyone and everyone who will listen to you, are you not? And that is opening you up to tons of rejection. Presenting to unqualified prospects is a recipe for failure and disappointment.

Use the phone for prospecting. It's much faster. Qualify FIRST, Sell later. Set appointments with the phone to see qualified prospects in person.

http://www.warriorforum.com/offline-...t-selling.html

3. For your problem with price, you need to have the prospect figure out for themselves what it's worth to buy from you. Use this

http://www.warriorforum.com/offline-...uch-again.html

If they say it, it's true. If you say it, you have to defend it.

4. Misterme's advice above also applies.

5. You have a lot of headtrash about selling. Not unusual. Work on it.

Lot's of great advice already in this thread. The issue isn't price of course. It's your ability to sell it. I would guess you don't believe in your ability nor your offering. So let's address a few points.

1. If yours is $295 and Bob Ross is offering the same thing for $595 it is clear yours is a good value. You just need to know how to promote that value. Which way will work best will depend on you. Here are some ideas.

• Believe you offer value: If you don't believe it your prospects never will
• Mark Up to Mark Down: This is what retailers like Kohl's do and is a form of anchoring. Mark your price up to $595 but than offer a special or some other reason why it is $295
• Classic Anchoring: A $595 Value for only $295 (vary as needed)
• Apples to Oranges Anchoring: Compare your offer to something much more expensive. You could compare it to a newspaper ad or even better the cost of a direct mailer.

2. Math is your friend in large part because people don't understand math. Ask them questions so you can use their numbers. Now use those numbers to show them how taking your offer just "adds up".

• Which coupon that you currently use gets the best response?
• How many people bring the coupon in?
• Out of how many?

Wow that is a 3% response rate.

• Do you know how often your average customer comes in?
• How much does your average customer spend?

You're really doing great with 2 visits and $20 per time that is $40 per month and nearly $500 per year. I really think this is going to do great for you with numbers like that.

Remember how I told you that this would get in front of 10,000 families? Well with a great offer like yours at a 3% response rate that is 300 people. But let's not count the chickens before they are hatched. After all we have never used that coupon in this format before. But if you are getting 3% I can't image it being much less than 1%.

• Don't you think your great offer could pull at least 1/3rd as well as it normally does on this card?

So let's say 100 redeem that offer. Now I am sure with how busy you are here that some of those 100 families will be current customers of yours.

• What percent do you think would be current customer?

30%? Now John I think you underestimate yourself. And as I said earlier I like to be conservative. If for example we take your estimate by 3 that would mean 90% were current customers. Now some might be sparked to return by this offer that you had not seen in a while but let's not even consider them. Let's just consider the 10% that would be absolutely new customers. That would be 10.

• If I put your best offer in front of 10,000 families do you believe that we could get 10 families who you have never served before to come in and try your food?

And we know your customers love your food so they will be back. Earlier you told me that you average customer makes you $500 a year. I know not every customer is average. Some are above and some are below.

• But how many of those 10 new customers do you think would be average or better?

Half? You know your business better than I do of course. Let's say it is 5. You know what let's be even more conservative. Let's say it is just 1.

• Pretty easy to imagine 1 family out of 10,000 becoming an average or better customer isn't it?

See that's the great part with even just one average customer over the year you will get $500. You will never double your investment from just one customer. That isn't counting the other 4 you thought would also become average or better customers. That isn't counting the lost customers you recover from among the 10,000. That isn't counting the below average customers who would not have came in who decided to because they were among the 10,000 to get your coupon.

It only counts 1. 1 out of 10,000.

• If I was holding $500 in my hand and offered to give it to you for $295 would you take it?

Of course you would. We all would. And that is what I am offering you. With very conservative numbers if even 1 out of the 10,000 become an average customer you will earn $500. Add in all the other income possibilities I mentioned but didn't count and it's easy to see how $500 is just the tip of the iceberg.

• So would you just like to do your (say offer) or do you think it would be best to run a few coupons to capture even more of those 10,000 families?

Thanks to all that have posted workable advice in this thread and no thanks to those that have wasted our time with useless posts.

Special thanks to Aaron Doud for your post!

Why not offer special pricing for your first postcard? Instead of charging $295, why not charge $150 a spot? Lower the barrier of entry. Heck, if you make $1000 off your first postcard, it's better than nothing. Then, you will get more confidence to sell at the higher price point to other cities around you.

Also, FormerWageSlave has great posts in this forum about the 9x12 system. You can mention to your potential clients that each piece costs 5.9 cents (if you mail out 5,000 at $295).

Where else could you get your ad right in the face of potential customers for 5.9 cents?! You can't even mail anything for 5.9 cents.

ClickDale,

You offered no help here and now you talk about all these years of experience you have, blah, blah, blah. Nobody cares. But you seem hell-bent on pointing out all the thanks you got in a short time. If that is what floats your boat, do it man. Flaunt it if it helps your ego. Again, nobody cares. I'm not the only one here that said things about your statements. Just because your opinion isn't popular here, don't take it out on others! Maybe you should focus on another thread where you can actually offer some legitimate advice in helping the OP?... instead of knocking him on what he is pursuing! Don't go away mad my friend. Just go away. LOL! :p

You want to keep bickering and wasting your time, by all means do if you have nothing better to do. However, as a fellow Warrior, I suggest you quickly go find another thread where you can offer your .02¢ and have your time more appreciated. Wouldn't that make better sense that coming here and throw words with me... and be found guilty of coming to a battle of wits unarmed? LOL!

"Maybe" you were a bit harsh about the post card system? Really? Really? Please, you came out the gate blasting how txmedia man is practically wasting his efforts selling the postcard system and that he's selling the wrong item.

You call coming here practically insulting txmediaman's efforts to market the 9x12 system... "...help others improve their situation." ?? Wow dude. That's your idea of '''...help..."? That's seems warped to me.

txmediaman asked for help because he encountered many issues and is asking for advice on how to deal with it. You offered your advice by spurning him and his efforts...and I'm sure he appreciates you for it! vndnbrgj and I are not the only one who feels likewise in your advice to tx.

It's just that others, like I have here a few times already, spent their time giving legit advice and opinion on what tx can do to make it better! How long you want to keep this up? Found another thread yet to contribute to? You want more? Come get some.

=====================================

txmediaman,

You've gotten some great advice here. I thank you for the question because I've learned a few things too. In fact, I followed some links here given to you and I spent an hour reading and studying. Good stuff for sure. I'm attracted to the advice because being self-employed all my life, learning to make sales is important and regardless of how many years I have under my belt, I always continue to learn. Using this system has not only allowed me to make money through another income stream, but a cheap to no-cost way of having my ads out with others about a few of my local service businesses.

I hope that you keep getting some quality feedback from fellow Warriors and later down the line, it would be great to read a follow-up thread on your progress!

Peace Bro.

LastWarrior

misterme,

I like your example of how to steer clients to what you prefer your clients to have.

Naturally, I'd pick the four color. Though, the message is more important than the appearance. So, the bigger black and white may be the better choice, but who wants dull and boring B&W?! Color it is!

I'm not going to address all your questions because many people already have. But I will address 1 thing which is getting & closing clients.

When I use to use this method this is exactly what I'd do -

1) I'd collect ALL valpak mailers, money mailers, super coups, ANYTHING like valpak that came to my door, I'd collect and save.

2) I'd go through these booklets and read the actual coupons. Then I'd find all the crappiest coupons, would rip them out and save them.

3) I'd visit the websites and find all the business owners with the crappiest coupons and crappiest websites.

4) I'd use my copywriting skills to send them an email, and criticize their coupons AND their website. I'd literally send them report cards by email. Like "you have no headline, no social proof, no testimonies, no offer, no call to action, etc etc".

5) I'd basically just provide them VALUE up front. Like Frank Kern says, "results in advance". Thats ALL I DID. And it worked EXCELLENT.

So I intentionally targeted the business owners who were spending money on direct mail, but who were executing terribly. And I can tell you for a fact, they are the easiest to sell..... cause they're the ones who have NO IDEA what they're doing. All you have to do is SHOW THEM that you are sharp and know your stuff. And a bit of arrogance honestly doesn't hurt. Once I'd get them on the phone, sometimes I'd speak in a slightly condescending way. Like if they tried to minimize problems I'd act very insulted. Kinda like, "You don't think a call to action is important? You can't be serious? If thats what you think then why are all your most successful competitors using them? You think its just a coincidence?" etc etc. I'd really grill them on the phone.

Scoring a prospect is a bit like scoring a date. If you act like you're the shit, if you truley believe it inside, if you are very passionate and enthusiastic about what you're doing, if you deliver value and educate people about things they don't know, clients WILL SEE the value in you, and it makes it that much easier to close them.

Finally. I'm going to be brutally honest with you. But people have this weird tendency to put their most significant problems last. Like your first 3 questions don't mean anything to me. When I read them, I immediately thought "this guy can't sell". Then I read your 4th bullet point and noticed that you're aware of this.

So if I were you, I wouldn't worry about the first 3 bullet points. They are all symptoms of your last bullet point.

Get sales training, write out and memorize responses to rebutals, watch videos, work out, run, learn, invest in >>> yourself. Like Jim Rohn said, "if you spend more time working on yourself than you do on your job, you will become wealthy". The ability to sell.... is the most profitable skill anyone can learn. Forget the first 3 bullet points, and work on that.

Thats my best advice. =]

-RS

So much good advice here. Thanks all, for sharing your expertise. This noob (me) might make an ok salesman one of these days.

You can offer exclusivity quite easily by only having ONE plumber ONE mortgage person ONE Mexican restaurant ONE sandwich place ONE car repair place per CARD per AREA.

"you can lock in your exclusive space today and freeze out your competitors for as long as you desire" "you will be the only insert business here that I work with for the xyz card"

now you can go to plumber b and advise "hello would you like to be on the top of my waiting list if a place opens up on my xyz card for a plumber"

what other sellers of advertising get the power of "waiting lists" you will and you can

Oh wait! Direct mail does not work, please delete

By the way I personally know someone from the state of Washington that has made a nice living from the postcard business for years now, I need to call him and advise he needs to get out because there is no money in it....and then go take over his territory

Can someone thank me as I need to get my "thanks" numbers up JK

Look at it from this point of view: You want to go for "No"
Don't go into a business and start trying to pitch.
When you walk into a business, ask this one simple question:
"You guys wouldn't be interested in putting a coupon on a giant postcard like this, would you?" (hold up a sample 9x12 when you say it)
If you ask a minion, they will go ask the manager/owner.
And, you won't waste time trying to convince people.

Wow, I wanted to say that I just read that whole Make $5000 which took me 3 days lol but I got a lot out of it and while I couldn't afford Jake's 9X12 I did scrape up the money to get Amber's so I would at least have a better starting point.

I actually don't think I needed it but I have to make that money back now lol

Anyway, I am somewhat hard of hearing so decided to do the email thing and so far have gotten 4 interested prospects. One wants me to call on Monday morning and that's after I sent him over the pricing so that looks really good.

I will also follow up with the other 3 and call as many of the other over 400 business's I emailed because with that kind of response to an email, I am sure that I can make this happen.

I just wanted to encourage you to keep on going with this and also, I would suggest raising your prices and pointing out that even at 397, it's less than 4 cents per piece and with a measley 1% response rate, they will bring in at least 100 new customers

Hope this was helpful somehow.... I am just so excited

rdpayne, I love your simple approach idea and I think once I get this moving a little, I am going to use it. Thanks I live over an hour from any place where there are actually business and people lol but once I get a few under my belt I just may take that bull by the horns and walk in

Now, I have the $9.99 Postcard System but I totally don't understand it, so I'm curious and wondering if her $27 system is any better? I wonder if that is what the lady in NC used as maybe it contained more info on eliminating cell phone conversations and doing nothing but contacting/selling/closing totally via email. Do anybody here have the upgraded system to know that? Thanx!

txmediaman-- let me give you this. When I first came across the 9x12 system--I was very pregnant. 7 months nearly. I was fat, my back hurt, my shoes hardly fit. We had an old 1997 minivan that got me back and forth to my doctor's appointments. We lost EVERYTHING after I had my twins in 2012. Now I was pregnant a second time during the middle of the chaos of losing our house, our vehicles, all of our credit cards were maxed out--we were BROKE and even had to get charity to help us pay rent in the small apartment we were living in. We were living off unemployment while my husband was desperately searching for work after a layoff.

So back to the point--being so pregnant and having a lot of back issues (I'm a small girl typically so pregnancy was really hard on my back)....I did some deals on the 9x12 card through email.

But I got really tired and sick during my pregnancy--so my husband took the job over of securing advertisers on our first 9x12 card.

Now I'm telling you this because MY HUSBAND HAD NEVER SOLD A THING IN HIS LIFE. Seriously. Just the word "selling" made him very anxious--on a few occasions he had to take a shot of vodka just to relax him some. lol. But anyway--he did it. He went out and filled our postcard just a week or so before our son was born--he did it by email, facebook, and cold calling/setting appointments.

Of course he didn't have much of a choice--we were definitely painted into a corner. But let me tell you--I will never forget the look on his face each time he closed a deal. The look of confidence, happiness--he radiated it and it made him feel so good--both of us. It was a HUGE hurdle for him to overcome!

So you've done more than he ever did--he would NEVER read a book on selling--just wasn't an interest to him. So you have the upper hand there.

You're "chickening out" when it comes to actually following through. Ah! I've been there many times--so has my husband. Nothing new--many people go through this.

It's really just a personal experience that you're going to have to break through on your own..I'm sorry to say that..but it's true.

With that said though--since then I have come up with a complete "Sell From Home" system that has worked exceptionally for me --and for many others.

Here's some stuff to start you out that helped me:
listen to this TED talk : https://www.youtube.com/watch?v=Lp7E973zozc ( I always did before I made my sales calls---HUGE help!)

I am NOT a doctor--and this may be a bit hokey and weird for some people--but I took a flower essence before my calls that relaxed me a bit--turns out a lot of celebs take it too for stagefright..lol: Bach Flower Essence--Rescue Remedy. Helped me.

I had a system--I would make so many emails each day in the form of invitations. (that was the key). I would attach my special "pitch book" to the invite. I made it all formal.

I called myself the Group Director for the (name your postcard) in order to give the impression I was bigger than I actually was at the time..

I made sure I followed up systematically--and I had a 2 hour schedule each day to do what I needed to do and make things happen.

Since then I've gone on to put out multiple cards, and am now starting on a local community coupon book. I've sold lots of print services, etc and got my family back to Austin where we belong, new house (just a rental but it works for now), a vehicle and the ability to spend lots of time with my family--no job required.

Life is good. Honestly-I tried the "knocking on doors" approach--and although it worked a few times for me--I HATED it. and I still do. Now with my approach that I use exclusively --it helps open doors for me. And I still do meet with business owners on occasion when they request it--which isn't a problem for me now that I am living near them--where before I was literally out in the middle of nowhere!

I hope this helps! Feel free to PM me with any questions and I'll be happy to guide you the best I can

~A

Yep - most folks hate drop in sales folks. Create a badass, direct response style postcard and get these folks on the phone - use a killer script that reveals why they'd be super lame not to work with you - and you're done. Honestly - I'd even suggest testing driving these folks to a compelling automated webinar - fill out your application to work with you! Very effective selling system for us. Saves us time and money. And we outsource our "enrollment" process.

1) When visiting businesses
a) get a business card for the owner or decision maker -- you will probably have to ask for this
b) ask if there is a better time to come back or better way to reach them
c) Leave them something of substance that explains how you want to HELP them... no sales pitch here... explain their problem and brief summary of your solution
d) follow up religiously. If you said you would come back Tuesday at 2, BE THERE. Feel free to email them 3-5 days after the visit, make sure you get the name of whomeever you spoke to and reference the day and time you stopped by and what the information was that you left. Ask if you can set up a time to see how you can help their business out.

2) You HAVE to be confident that what you are doing is helping the businesses that you are working with. This investment that they make is going to return to them 2, 10, 20 -fold -- whatever you think the number is. Be sure you are understanding their problem... and don't tell them they have this problem try to ask questions to get them to realize they have the problem. How have your sales been lately? What are your slowest times of year? What is your best sale that you run? How many customers per day do you wish you had coming through the door? etc... be inquisitive and actually care!! Once you get to know more about them, their business and what it is they actually need, then you can offer them your great opportunity.

3) try networking groups for small businesses to help you be more comfortable and confident and help you learn to build relationships with these business owners. Check out toastmasters to help you get the sales pitch out of your pitch.

Simple.

Put an add in the classifieds saying you are looking for a commission only sales rep with experience that can guarantee you sales.

Give the rep your list, boom!

Give him a cut of what he sells.

just ditch the ones that are unreachable. i only call one time. this method is so simple that you dont need any complications. the only thing is what you need a large list of contacts

volume over quantity is the rule here at least for me