The Money Bag

Here’s how it once worked out for me: I was called in to a major company based in Pittsburgh, Pennsylvania. I met for an hour with the CEO of the company and three vice presidents, and then we exchanged business cards. In the parking lot, I entered all of their data into my database. I sent them each an email individually – not a group message, because each person has a different perspective and the notes have to be tailored to the personality. Then I wrote four handwritten cards, each marked “personal,” and mailed them.

Three months later, I was in Pittsburgh in a hotel ballroom with 175 sales reps from all over North America brought in by that company. As he introduced me, the CEO said he hadn’t even known who I was until we met three months earlier.

“Let me tell you a story,” he told the audience. “We met for an hour, and I went back to my desk. Soon I hear my computer go ‘ding’ to tell me I had an incoming email. It was from Jack Daly – but how could that be? He’d have to still be in the building. My head of sales, who had been at the meeting too, also had gotten an email from Jack. Everyone at the meeting got one. And the very next day, we each got a handwritten note. That’s when I said, “Call that guy up and see when he’s available. We’re taking 175 reps, we’re going to put them in a ballroom, and we’re going to spend the day with that guy. If the only thing they learn is how he did that, it’ll be worth our time and his fee.”

That company hired me on four additional occasions to speak. It passed me on to two of its clients and paid for that as a value-add for them, and then hired me for four quarterly webcast one-hour productions to sell with the company’s best customers. And that all resulted from what was in my moneybag. Until I met with them, none of them had known me.

That’s why you need a moneybag. It’s very tactical and it works wonders, as many have attested after coming to my sessions. It’s simple – just as changing your voice message greeting each day is simple – but sometimes the simplest strategies are the most effective in putting you far ahead of your competitors. 

If a salesperson were going to work in my company, I would require these things: They would change that greeting daily, and they would use their money bag. In fact, I have clients who give their salespeople moneybags with the company name and logo on it, telling them that using it isn’t an option, it’s the way they will do business. It’s a system and a process that works.

Excerpt Hyper Sales Growth