George Kao argues that treating sales as a numbers game wastes everyone's time. Instead, listen to people, help those you can, refer the rest elsewhere, and make offers only when there's clear fit. Talk to ten people, help eight, sign two.
Questions this video answers
Talk to 1,000 people to have one person interested (he also says "rejected 9,999 times" and "wasting the time of over 9,000 people").
Talk to 10 people, help 8 of them (refer or listen), and two of them are a great fit to sign as clients.
Chapters
Hi, I'm George Kao. When it comes to sales and marketing, a lot of people say it's a numbers game. If you just talk to enough people, you'll get someone who's interested in your services, right? Well, I'll tell you that that is an unnecessarily painful and unproductive strategy. And the reason is because you might have to talk to a thousand people to have one person who is interested in your services. And what does that mean? That means you're going to get rejected 9,999 times and you're probably wasting the time of over 9,000 people because you're trying to sell them on something that isn't right for them and you know they should be talking with someone else instead. I want you to flip that mindset and think about sales and marketing as a resonance process. And that's a service process. It's service and it's resonance. What does that mean? That means as you're talking to people, if they don't seem. First you try to figure out how you can help them. Okay? You figure out what is it that they're dealing with and whether it's you can most help them or someone else can most help them. If someone else can most help them, you refer them onward and you just made a couple of friends. You just made. This person finds you helpful and the person you referred on to they're referring them onto has become more of a friend because you've helped them out as well. And you feel great that you're in service now. When you talk with someone and they really seem like they're a great fit for your service, then you make the offer, and now it's a resonance game because now they're already a good fit. You don't have to try very hard to tell them that about your service and how great it is, because they already are looking for someone like you to solve a problem that. That you can solve. So I invite you to really stop thinking of sales as a numbers game. Instead of talking to a thousand people, maybe you only need to talk to 10 people. And out of 10 people, you help eight people. Find someone else who's a better fit or just be a friend of be a listening ear, be a friend and two of them are great fit for you. Then you sign them on as your client. You make the offer to say, hey, this sounds like a really great fit, doesn't it? Well, I'd love to serve you as my client, and here's how I work, etc. So remember, sales doesn't have to be a numbers game so much as it is a service. It's about service, and it's about resonance. Always open to your questions and comments. And until the next video, I wish you well.
