Today’s guest is Johnny McLendon and he talks about his challenge with his business and what he did to get through it and finally land some big deals!
Johnny is a photographer at heart and a certified drone pilot. He also came from the corporate world. By 2010, he started his photography business and progressed from there.
Johnny’s biggest sales struggle:
Not having a big fan base, Johnny also had this fear of doing cold calls and meeting people. Although he enjoyed being around other people, it still was a tough thing for him.
As a result, Johnny had to do some side hustles to keep him afloat. He wasn’t constantly not making enough money or hitting his goals. And he kept on doing the same routine, doing cold calls.
This caused him a lot of anxiety and fear. He no longer wanted to bother people. But he knew that if you’re not going to tell about your business, they’re never going to know anyway.
Strategies in overcoming the fear of prospecting and cold calling:
1. Having an accountability partner
Johnny has his brother, a serial entrepreneur, as his accountability partner. They constantly keep in touch to check on each other.
2. A morning routine
So he routinely does cold calling every morning and makes followups 3-10 times or until they tell him to stop calling him, which no one has done yet. A followup can just be a short email or a quick call. You somehow have to have a bit of thick skin so then they reject you, then it’s fine by you.
3. Having a script
Have a script on your desk that you can readily access. Introduce yourself. Mention something about them to make your call personalized.
4. The power of education
Educate your customers on the value that you bring to the table and.
Results Johnny Has Gotten:
Johnny says the trust factor is usually built during his third or fourth call.
Face your fear. Just go after the things you want. Face the fears and somehow overcome them to help you reach your goal.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.