Sales Prospecting A Better Way

As happened before, the inspiration for today's post came from Kim Willis's Facebook group. Kim teaches organic methods of building a business. He leads by example in his Facebook group, posting videos and asking questions that get his members thinking.

Kim offers free and paid training. I recommend both, and I'm NOT an affiliate.

Before you go charging off to contact him, here's an example of a discussion within his group.

(Reproduced with permission, and with my own thoughts added.)

More Money Than Sense?

Kim made a Facebook live video, explaining how he often cringes when he sees perfectly sane people spend vast amounts of cash on “money-making-programs” without having a clue how to generate traffic, leads, and sales – the lifeblood of any business. He added….

To compound the problem they spend another chunk of money on Facebook ads and assorted lead and buyer packages.

When those tactics (and that's all they are, certainly not a strategy) fail, they spend a bunch more on coaching services guaranteed to make the problem worse. (Reason: the coach will almost certainly be teaching the same failed strategies).

Kim asked why people think that the rules of normal business are suspended when starting an online business?

Essential Rule For Making Profits

Turnover is vanity, profit is sanity. Click To Tweet

Business 101Readers won't need reminding that to make a profit, you need a product and a customer eager to pay for that product, usually to fix a problem they (think they) are experiencing. Then “rinse and repeat”. Business 101.

Kim suggested that many of those looking to “make money online” forget this because they don't come from a business background. That's often the case. But not for me.

Having had a background in offline business (where I STILL never made a profit on ANY ad campaign) I eventually drew on that experience to cut the time wasted discovering that the same rules of business DO apply, both online and offline. 

Another possible reason (my own downfall) is that some people (me) are too trusting!

Aspiring online entrepreneurs believe the hype and rubbish that's peddled by so many “self-styled gurus” who “teach, but have never succeeded at what they teach”.

Or…. who have succeeded, but have not come up with a strategy that lets a beginner see cost-effective, early success.

For many months I really believed that everyone but me was making oodles of cash!

Then, in frustration I insisted that my “expert” marketing coach designed the next PPC ad campaign himself. It bombed just as badly as mine had. Another loss-maker – but by the expert, not by me.

What To Sell?

Many who commented on Kim's video agreed – well, how could you NOT agree?

One member, Darren, said:

sales prospecting in Internet MarketingI agree with you Kim. But what I am unable to grasp is that as a marketer or an affiliate of these big ticket items, we seem to sell the same intangible product, even to a raving audience, that costs a fortune and gives them nothing in return unless they sell it on. It's like a human roundabout.

We train to sell, so we can sell the training. I truly don't mean to offend anyone but it has never sat well with me, which in turn makes me embarrassed to tell people I connect with what it is that I am trying to sell.

I'd dare anyone to try to explain to a room full of construction workers what “name of high-ticket program” actually is. It's a huge challenge. At least with something like “xyz physical product” they have a tangible product, that when used correctly, can actually change lives and get a great result.

In a funny way, I think I've just explained my own dilemma. One will never successfully sell anything, if you lack complete faith in the product. WOW!! I just blew my own mind!

Kim replied:

Although it's Sunday, I had to respond because your comment was golden. Not simply because you made a discovery about high ticket marketing etc. But also because of your articulation of the message. You may not realise it, but I see another breakthrough for you. It's your ability to create worthwhile content – all good online marketers including people like Peter Beckenham and Joy Healey use content as their foundational building block. It's your turn now.

The Take-away

This was a great example of Kim's methods – a video post that generated discussion and self-discovery. It's wonderful that Darren had this breakthrough, AND a new direction for his marketing.

After my brief foray into the high-ticket market place I reached the same conclusion as Darren and went a different route. My feeling was that, as I hadn't been successful with it, how could I encourage others to do what hadn't worked for me? 

I wish I had learned Kim's methods before my own high-ticket experience. I'm sure it would have turned out differently. Certainly the high-ticket logic is right and many people (including Kim) have great success with high ticket products.

Moving forward, if – as Kim suggests – Darren applies his obvious writing talents, I'm sure he'll go far following Kim's training.

Paid vs Free Sales Prospecting

A criticism that some people level against the free, organic methods Kim teaches is that they are time-consuming and you (probably) don't get instant results.

Paid Traffic Methods

The instant feedback I had from buying leads, even the “expensive, quality” ones, was a big fat zero. But I got it quickly, so that's OK. Is it?

Then there were my attempts at designing Facebook and PPC ads.

  • Testing and tweaking different wording took me forever.
  • Fighting Facebook about the amount of text on my image etc etc.

That was slow… but the results came in fast. Zero profit, and the modest number of tyre-kickers who signed up for the $1 report, soon unsubscribed.

I didn't try these paid marketing methods just once and then give up – if only…. I persisted until I could no longer fool myself that they were going to make a profit.

As well as costing money, the paid traffic methods were costing time. And all for zero results.

Organic Traffic Methods

Organic methods are both ethical and practical, because they let you connect with and assess people in slow time, without wasting time and money on adverts.

Some of the people you connect with as prospects will probably NEVER make money online. So unless you're comfortable “setting them up for failure” best you find out ASAP and cost-free, for your benefit as well as theirs. There's little more dispiriting than trying to train / motivate someone who's full of excuses.

More Free Training

In my business we have a great free training on how to assess personalities and improve communicating with people. I'll be writing about it shortly.

And, of course, credit for the ideas behind this post are due to Kim Willis and his training methods. Contact Kim Willis here.

Do you use paid traffic, or organic methods? Please share your experiences in the comments below.

Please share

I left it too late to plan for a financially secure retirement. Don't make my mistake. Start building an extra income with a part-time (or full-time) business online. Think you don't have time? Can't afford the start-up cost? Can't meet sales targets? Contact me for free advice (no obligation) on the best fit for your circumstances.

Kim Willis - September 28, 2017

Hi Joy, I feel honored to be featured in your latest blog post.

High ticket marketing is n’t for everybody but as you have pointed out, it has worked for many people, including me.

Regarding the use of organic strategies, I think all newbies should start with them. So often I see them being given bad advice. For example, ‘paid traffic is the only way to go’. It may be true for an experienced marketer like me, but for a novice – not a chance. I know people who have lost tens of thousands of dollars because they spent money on expensive ad and traffic packages that did not work.

Thanks again, Joy


    Joy - October 1, 2017

    Hi Kim,

    Well, thanks for the inspiration for the post – and for showing me a better method of marketing.

    Happily I didn’t lose as much money as you mention on paid traffic generation, but I certainly know other marketers who have lost vast amounts of money.

    Learning your organic strategies when first starting an online business would save people lots of money.

    Thanks for your visit,

    Joy Healey – Blogging After Dark

Robin Khokhar - September 29, 2017

Hi Joy,
I know Kim and follow his techniques too. And here you have shared an amazing post. Kepp it up.
And have a good day ahead.

    Joy - October 3, 2017

    Hi Robin,

    You won’t go wrong following Kim Willis – I can especially see how his tips would apply in your marketplace.

    Joy Healey – Blogging After Dark

Rajkumar - October 2, 2017

I salute the stance taken by Kim for helping masses who without much knowledge spend a big chunk of money towards promotion, only to spend another set of money on fb ads etc.
Yes, they easily feel trapped later on. Yes, you also highlighted about how EASILY people trust over it, only to experience a sorry state later on.

It is so enlightening to know that Darren finally got a breakthrough and Kim was the reason behind the same, whose fascinating video has been an eye opener

Thanks for sharing this awesome piece of knowledge.

    Joy - October 3, 2017

    Hi Rajkumar,

    Yes going from one failed paid traffic method to another can be a rapidly descending spiral. I spent money on failed ad and mailing campaigns that got zero results. I soon stopped, but I know of many others who just keep going on and on!

    Glad you enjoyed Darren’s breakthrough too.

    Thanks for your visit,

    Joy Healey – Blogging After Dark

Jarvee - October 2, 2017

Organic traffic is definitely much more valuable as it attracts pure audience who is attracted naturally to what you have to say and offer. Paid traffic can be useful when you you have some special or limited offers, but in the long run, organic traffic is what you should aim for.

Thank you Joy for sharing these insights and introducing us with Kim, it’s appreciated!

    Joy - October 3, 2017

    Hi Jarvee,

    You’re right – there is a place for paid visitors, but I’m feeling it’s not for beginners to experiment with. Maybe try it by reinvesting part of people’s profits AFTER succeeding with organic methods.

    Joy Healey – Blogging After Dark

Shantanu Sinha - October 3, 2017

Hello Joy,

Great tips over here 🙂

Kim is some one who has influenced many folks by his ideas and methods. I am following Kim on face-book and techniques he offers to apply skills in a better marketing ideas.

Indeed these are some new marketing techniques which I learned here today. Knowing some organic ways to drive traffic to our blogs can save us a lot of money. I am a newbie thus I have never thought of getting my self a paid traffic packages as within couple of years, I am satisfied and one thing I learned so far is, there is lot of things I need to learn and blogging takes time. The more patient we stay and focus towards our goal, the better.

Thanks for the share.


    Joy - October 3, 2017

    Hi Shantanu,

    Interesting that you still consider yourself a newbie as I have “seen you around” quite a while. If you mean that you still have plenty to learn, that’s a great attitude to have. Many newbies think they can just throw money at marketing and all will be well. If only!

    Yes, blogging takes time and patience, accompanied by Kim’s methods.

    Joy Healey – Blogging After Dark

Marquita Herald - October 5, 2017

Very interesting! I was involved in direct sales for several years so I can appreciate your points about prospecting. There is definitely a knack to doing it right and I like what you’ve shared with us. Thanks!

    Joy - October 7, 2017

    Thanks Marquita,

    Glad you think this is a good way to go about prospecting.

    Joy Healey – Blogging After Dark

Edward Thorpe - October 7, 2017

Hi Joy,

Great expose of the gritty truth about teachers who teach because they can’t do.

You’re very brave to share your struggles, as well.

Dig your Biz 101 approach. Long term success in any financial opportunity is selling the product/service – recruiting is secondary. But that’s impossible if you can’t make a clear offer of ‘something’ prospects can understand well enough to covet it.

And, as you said so clearly in this post: “to make a profit, you need a product and a customer eager to pay for that product, usually to fix a problem they (think they) are experiencing. Then “rinse and repeat”…

It doesn’t really need get more sophisticated than that, my Friend!

    Joy - October 7, 2017

    Hi Edward,

    By sharing my struggles, I hope some of those who might be fooled by the “make money online easily” pitches will think twice.

    Glad you like the Business 101 approach. I will confess I have sometimes got bogged down in over-complications myself, so the free training from our company is helpful in bringing us all back to basics.

    Joy Healey – Blogging After Dark

Sharon T McLaughlin - October 7, 2017

Thank you. I hear so many pitches and hype. I agree without ability to generate traffic, leads, and sales it is unlikely to succeed.

    Joy - October 7, 2017

    Hi Sharon,

    With sales pitches and hype at such a high level, we need a way to stand out and be different.

    Joy Healey – Blogging After Dark

Janice Wald - October 8, 2017

Hi Joy,
I don’t pay for traffic. I have recently joined Kim’s group. Thanks for the testimonial that my time spent there is valuable.

    Joy - October 9, 2017

    Hi Janice,

    My paid traffic adventures were a dreadful waste of money.

    I’ll look out for you in Kim’s group. It’s an interesting place to be and I know you’ll quickly make friends there.

    Joy Healey – Blogging After Dark

Erika Mohssen-Beyk - October 9, 2017

Hi Joy ,
nice to see that there is a teaching of a better way than pitching and it is good to learn from the experience of others. Good to know how to stand out and do things in a more pleasant way.
Thank you for this informative and helpful post.
You did a good work

    Joy - October 9, 2017

    Hi Erika,

    Glad you like this more pleasant way of making sales. I’ve just been reading another blog post about how writing “killer sales copy” can so often just lead to a fast refund request. Another reason not to have heavy sales pitches. They might work once or twice, but they lead to a bad reputation overall.

    Joy Healey – Blogging After Dark

Comments are closed