Objections are complete BS

There was a guy who said to me recently...

"I don't use LinkedIn anymore Wayne, I just network face-to-face"

(From this point referred to as 'Networking Nigel')

My first instinct was to say "fair play"

Gets you away from the laptop right?

Interacting "as humans should" right?


But then my experience over the last few years caught up with me...


"That's great man, how often do you attend events?"

He told me he tries to go to 2 per week...

And I asked Networking Nigel what that schedule looked like.

Once he had explained to me:

- Average 1 hour each way on the train (so he could have a drink)
- Getting there 30 minutes early so he could network
- Staying up to 2 hours after to get details

I was like "damn you must get some serious business from that dude"

Not. One. Client.

Plenty of positive conversations.

Networking Nigel has lots of sales calls off the back of it too so he can get to know these people better...

(So on top of the minimum 5/6 hours at these events he also has a sheeed load of zooms to wade through)

Not what I would call time-efficient.

Or effective.

I simply said to Networking Nigel...

"What would need to be true for me to show you a better way?"

He thought and said:

"Something that doesn't make my wife and I argue non-stop!"

I didn't expect that, but not altogether unsurprising.

Networking Nigel had a young family...

And poncing off to events twice per week to come back empty-handed couldn't be great for the relationship.

- That's financial pressure (no sales from your efforts)
- Relational pressure (wife is questioning your efforts)
- Self-worth pressure (you are questioning your efforts)

So, what's the superpower I referred to?

Good questions!

I asked 3 questions in that interaction in the DMs:

1. "What does that schedule look like?"
2. "Damn you must get some serious business from that dude?"
3. "What would need to be true for me to show you a better way?"

Networking Nigel did the rest...

He wasn't sold to.

We simply had a brief chat

The problems came flooding out

(I appreciate its not always this straight forward)

And a solution appeared.

1. Just have a conversation
2. Know how to ask good questions
3. (At the appropriate time - important)
4. If you feel you can help, present a solution
5. (This can be just a simple doc outlining your process)

I need you to hear me...

Selling your services CAN be this simple.

Laszlo in The DM Edge decided to take action this week…

20 minutes per day, starting conversations ‘with an edge’…

12 leads.

2 closed deals on the cards.

It doesn’t take much…

Reply ‘Edge’ if you’d like details of how to do the same…

P.s… Let’s not overcomplicate it - I’m here to help you land your next 3 clients, fast. Replying with one word helps you take the next step to make this happen :)