Kim Barrett here! Today I want to share with you a little bit of a story about how I was able to generate over $650,000 in sales in only 9 days. I will also reveal some strategies and tactics that you can take and apply to yourself and your business.
I want to first start off where all good stories start, at the beginning. So I was going through things in business and everything was going “good”. Not great, not bad, but things were ticking along nicely. I had a mentor and I had support in the realm of marketing, and I knew that things were starting to work and our business was starting to grow, but the biggest problem that we were facing involved sales. We could generate leads all day but what we were finding is that when the leads were coming in, my team couldn’t help them take the next step. We were unable to enrol them in our vision for getting them to do something that will benefit on the long term. At the time, we were selling services for as low as $49 and the team wasn’t able to make the sale, this didn’t make any sense to me. Frustrated at constantly hitting different brick walls, we decided to get a coach/mentor that goes by the name of Gulliver Giles, and seriously guys, he’s arguably the number one sales trainers in the world. So I enrolled my sales team into a sales training program with Gulliver, and the results spoke for themselves, Gulliver and Leela Cosgrove supported us on every step on the way and we are able to reach that next level of sales thanks to him. However, when we had a change of sales staff, we felt like we were back in square one.
I felt like we hadn’t really been able to push forward and then the question was posed to me by Gulliver, how many sales are YOU doing? What sort of sales volume are YOU doing Kim? I said that my sales team was taking care of the sales, so me personally didn’t have to make much sales. He then said, “Well shouldn’t you be focusing on bringing people in the business? It is your business. Shouldn’t you be focusing on figuring out how you can bring the most people in?” He made a great point. It was at this moment where I was presented with the option of attending an elite sales program known as Residential. The program consisted of doing sales for 9 days straight while simultaneously learning new techniques and strategies that are more than likely to improve anyone’s sales.
Stepping out of the office for 9 days straight already scared me a little bit and I thought my team would be falling apart back home once I leave. Then another bomb was dropped on me, they said the program fee is $30,000 (Yes, I made the same face you are probably doing right now). Thirty thousand dollars? That’s the most expensive program I’ve ever heard of. On top of that, the program fee needed to be paid upfront over a three-week period. So I was at a cross roads and I needed to decide on the spot. I decided to take a risk and agreed to partake in the program!
Then reality hit and I realised I now needed to come up with $10,000 between Monday and Friday, and then I had to do the same thing again for the next two weeks. Obviously I couldn’t just stick my hand in the business’s cash that was sitting in the bank, because my business still had to operate. So I set my $10,000 goal every single week and for lack of better words, I went on a selling rampage. I would just go beast mode and I was picking up phones left and right, I was hustling on Facebook, I was using every single process that I could to try to achieve my set targets.
A little tactical tip I would like to share is that if you don’t know the way to your goals just commit and figure it out as you go. If you don’t know how you’re going to be able to achieve something, but you commit and then you start taking positive action towards it, you will eventually find a way to your goals. This is by no means a testimonial for the law of attraction. Sitting on the couch, meditating and hoping that the Law of Attraction is going to bring that money to you will not work 99.9% of the time. So long story short, I managed to generate $10,500 in sales during the first week, I was more than happy with this result but then I realised I have to do it again, two more times.
I made it happen over those three weeks and to be honest this was probably three, four months before the event. I was pretty happy because it was done and everything was ticking along as planned. Then, as the event got closer I started to feel nervous but not a bad type of nervous, it was that good kind of nervous were you get the butterflies in your stomach and you actually look forward to being pushed outside of your comfort zone here.
Tactical tip #2 is if you’re not growing, you’re dying. You always need to be pushing yourself outside of your comfort zone to see what’s possible. I don’t mean making silly risks, but I mean like stretching the boundaries of your comfort zone. I knew I was going to be in the program for 9 days with people who were at the top of their games. Additionally, this program was also a competition to find out who could get more sales and this just fuelled my competitive side.
As the program got closer, I was getting more and more nervous because I was like, What if I suck? What if there’s no results? What if I just wasted my money?” All these limiting beliefs were running through my head as I jumped on the plane. I had to fly over to Melbourne for the program. As I got there, I started getting even more nervous because I started thinking about the calibre of the people that I was going to be with for the next 9 days, getting along with them was a top priority. I finally arrived to Melbourne and the first night there I was at ease, everyone was pleasant. This was a relief but then I started thinking about what I was really going to get out of the program. All I needed was one little piece of truly valuable information, one little thing to take away from the program and it’ll be worth it.
On that note, tactical tip numero 3 is that if you ever invest money into anything you only need one thing to make it worth it. You only need to act upon one thing to make that whole investment worthwhile. So it doesn’t matter if you spend 10, 20, 30, 50, or $100,000 on getting information, getting insights, coaching or mentorship because if you look for the opportunity within it, and then you use it, it’s all worthwhile.
So the program started and I was doing 12 hours a day of calls, all I did was pick up the phone and started dialling. I had to start having conversations with people and I used a well-constructed script which is so important. The aim of a sales script is not to make you sound like a robot but rather to have a predictable way of doing something which can then allow you to measure the results over time. If every conversation you have, you go in every which way, in every single different direction…..How can you measure your results? You can’t.
So if you are currently building your script, I recommend you have a process and you ask specific questions in a specific order, then you can see what your results are. Then based on the results, you can make an adjustment to that process. Back to the program, I started working and went through all my calls on Monday. At the end of the first, I managed to generate an approximate total sales volume of $110,000.
This result was really tremendous considering that months prior to the event, my personal best was $10,000 in a week! I was selling year-long packages of marketing, masterminds training, a variety of services at the time. And as we went through the process I started to realise that really anything was possible. If in one day I can make $110,000, Why wouldn’t I be able to continue to do that every single day of the week? If I can achieve it once, I can achieve it again because I’m showing myself it’s possible.
So I think over the next couple of days I kept going and then I hit, as we all do, a road block. On Wednesday I hit a speed hump, where I got into a negative mindset and I got into a defeated mindset because the first two days I had so much momentum and generated $240,000 in sales and I was no longer keeping up with these results. But I started asking myself self-motivating questions such as “How bad do you want this?”. Another big motivation factors was that I was tied with another participant so my competitive side really woke up.
I still had that frustration feeling and I walked around for a little bit and all I knew was that staying in exactly the same state or mindset wasn’t going to help me or benefit me at all. So I decided to put on one of my favourite songs, which at the time was ‘All I do is Win’. The song was pretty prominent to the game that we were playing at the time. So I put on my headphones, listened to a bit of Dj Khaled, moved around a little bit and shook it out. I kept going and the rest of the day went amazingly.
Thursday, Friday and Saturday were long days. I spent fifty-six hours on the phone that week. On the phone going through hour-long calls with people, helping them out where I saw fit. Not necessarily did I use any high pressure sales tactics on people, If I couldn’t help them, I would tell them right away. I didn’t just make sales for the sake of making sales. 26 sales later, I generated over $650,000 dollars in sales and over forty thousand dollars in cash received because we had payment plans going on.
For me, that was one of the biggest weeks and probably still has been the biggest week of my business in terms of sales up until that point. Because it was a competition, it enlightened me and I was pushing my abilities because I really wanted to win. I ended up winning the competition and taking home a really cool sword which was the prize for the winner. The sword now hangs on my wall and I look at it every day in order to remind myself of what’s possible. We all get in our heads in business and fill our minds with limiting beliefs which are hardly true.
If you can articulate how you can solve someone’s problem better than anyone else or even themselves can do and you can show them that you have the solution, people are always going to be willing to invest in you. Take me for example, I invested $30,000 to go to a sales course on the promise of making more sales. I knew I was going to get more out of it and they really understood my problems, they were able to help me see what it was that I needed to move forward. Then I was able to breathe easy at the end of that because I knew now, that I had the skills, the tools, the resources, the strategies and the tactics to grow my business to whatever level I see fit.
If you’re reading this blog and you thought this was going to be a 3-step manual on how to make money on auto pilot then I’m sorry to disappoint. This video is all about how you can apply the strategies and tactics of understanding your market, and going out there and having a conversation with them. My sales team does this every day, I do this every day because I always want to be connected with people and find out what their problems are. This allows me to see how I can help them and how we can help them grow their business to the next level.
So the bottom line is that you’ve got to truly commit in order to achieve anything you put your mind to, you also need to be willing to invest in yourself. If you are currently having problems with generating sales or converting leads to sales then don’t hesitate to message me and my team, we are always happy to help. J