Creating a Dream List and Effectively Marketing to It

Show Notes

What are the 100 accounts that could change your life forever if you landed them and closed the deal? Imagine you could land your top 100 dream clients…then take notes as Clay Clark shows you how.

  1. NOTABLE QUOTABLE – “Only 3% of any market is in the “buying mode” now.” – Chet Holmes (Best-selling author of The Ultimate Sales Machine)
  2. NOTABLE QUOTABLE – “Best buyers buy more, buy faster, and buy more often than other buyers. These are your ideal clients. Have a special effort dedicated to just the dream clients.” – Chet Holmes (Best-selling author of The Ultimate Sales Machine)
  3. NOTABLE QUOTABLE – “Be strategic, call them all until they cry, buy or die.” – Clay Clark
    1. Richard Branson – Started his empire cold-calling out of the phonebook businesses to sell them advertising.
    2. Clay Clark – Started by cold-calling some of the biggest corporations in America to book their holiday parties.
      1. Step 1 – Created a Dream 100 list
      2. Step 2 – Created a sales script for your team to use when calling every month
      3. Step 3 – Send out a mailer every single month
    3. Slap Watch on Ellen –
    4. Slap Watch on Kathie Lee –
    5. Lori Montag Interview –
    6. Ryan Tedder of One Republic –
  5. NOTABLE QUOTABLE – “I went to Google, typed in San Francisco chauffeur or San Francisco limousine, I just filled out an excel sheet and I just started dialing for dollars, right? First ten guys I called, three of them hung up before I got a few words out, a few of them would listen for like 45 seconds and then hung up, and three of them said ‘I’m interested, let’s meet.’. And if you’re cold calling and three out of ten say ‘let’s meet’, you’ve got something.” – Travis Kalanick (Founder of Uber)
  6. ACTION ITEM – Create Dream 100 List
  7. ACTION ITEM – Commit to a sustainable rejection regimine
  8. ACTION ITEM – Embrace stoicism and the business duck “Emotional Tradeoffs of Success” philosophy (page 8 of the BOOM book)


Business Coach | Ask Clay & Z Anything

Audio Transcription

Want to attend the legendary thrive time show business workshop for free, subscribe on business coach itunes, leave an objective review and send his confirmation at info at drivetime show.Com to claim your tickets want to live in a van down by the river, come by and see us at our riverwalk offices and will be able to make your dreams come true. Oh yes, quite nation! Welcome back to the conversation is the thrive time show on your radio or for most of you, the podcast downloads under listening right now, and you are from south korea, hello, hello, hello, australia, hello to you, kanda hello, to you, ohio, hello, to florida. These are just recent outburst I’ve seen united kingdom to united washington state. We would just encourage you thrive, nation, that if you have not yet shared this podcast with a friend just tell me about it, she should the podcast with a man. Every single show we do is an answer to the questions that you are asking your business coach directly or that you’re emailing us to info at thrive time, show.Com, no chip. What are we talking about? Next? They were going to talk about creating a dream, 100 list of businesses, connections or referral sources that have the potential to do the most business with you, okay, so first off dream. 100 is a list of a hundred ideal and likely buyer. These are you want to create a dream? 100 list, it’s a list of potentially game-changing connections. Referral sources are people that would just if you got that account, it would blow your mind so I’m going to give you a very real example of us are going to go. Dj connection. I made a list of the biggest companies in oklahoma. The biggest companies put it on a it was a wheel of those. Are those fold-out boards you use in college when you’re, making or high school you’re, making your dinner report and it like folded. Two thirds in a cork board poster board type, put pictures up on god made that, and it said the road to a million, a million being a million hours of gross revenue and I listed. All of the major companies in tulsa and I did alphabetically. So we had like bank of farrakhan there we had stillwater bank.

We had really go the accounts. We bow on her something at boeing boeing. We got bama pie, we got a coca-cola, we landed caterpillar caterpillar. It was funny because, as we grew, the business I was looking for. The account is that for about 4 years in business, I noticed that we have a ton of business with companies that have the letter, a, b, c, d or e. As a name. We have almost no accounts with the letter e and beyond. That far in the phone book made a hundred and we bombarded that list of a hundred a list of a hundred. We just bombarded the list now. Chet holmes teaches the proper stoic mindset that you need to execute a dream 100 and so who is chet holmes chet holmes is the former business partner of charlie munger and charlie. Munger is the partner of warren buffett, so it’s kind of like you know:warren buffett, you go down the hierarchy twice and there you find chet holmes. He would look up the business coach ultimate sales machine, but this is what I should home to explain to his. Only 3% of any market is in the buying mode now, so it doesn’t really matter whether you need business now or not. Only 3% of the people that I called on that list were even open to hiring a new disc jockey right. So what we did and I like free to put this on the show note, so it will put it as an example. Example of dj connections to the steps so I made a list of the dream 100 accounts I wanted to get. Then the second step was I made a sales script that our team would use to cold call these businesses and I will just give you an example of what that cold call script was we would cold call the business and yeah I’m trying to get in touch with whoever’s in charge of scheduling this year’s holiday party, and they said:is it the person in charge of scheduling our holiday party am i, saying our holiday party that usually thought we worked there and they let us through. Then we would talk to the person on the other end of the phone and we’d say hi.

My name is kelly clarkson with a dj connection and I wanted to get ahold of you because I wanted to. Let you guys know that you guys had one your this year’s holiday party. This is what you 75% off of a dj for this year’s holiday party and I know I wouldn’t hire a dj just because I got them on a discount party, the terrible on the scale of 1 to 10. How happy are you with your current entertainment, 10 being the highest one being the least, and it would typically say i-76 I like that, look like in your mind, and they would tell us well if the dj was more interactive and if you put songs that people wanted and if he had games too involved in i, don’t like to dance and not so much equipment related. He was really focused on the dj themself, not entertaining the business coach people that didn’t want to dance, so they would say or think of justin gage people, and we said okay yeah we can do price is right name, that tune we do family feud. Would you dance contest? We do karaoke, there’s a bunch of things we can do. We achieve a hundred point assessment that we can go over with you, a party ideas and its 3, and if you like, we can do we love to do your first party for 75% off but usually get us an appointment with about 3% of the people on that list right every single month.

We would call that list the same list in the next step in the same companies and called the same companies and statistically you would discover we were discovered it. Almost every month we landed 3 out of those 100 account every month and then what will guess what happens when someone tells me no absolutely not not going to happen. I’m going to have to take me off your list. I would replace them with somebody else and so eventually, by the time I sold the business. We work their way through the through through the entire phone book, and we had booked pretty much the majority of the major holiday parties and there was a time in 2007 doesn’t six where if you lived in tulsa and you went to a christmas party that had more than about 50 200 people, there was a high probability that the dj was a dj connection. Dj nice. If you went to a wedding, it was a high probability that we were the dj by choice there as well, because we had achieved market share by staying. Consistent and I talked about the stoic mindset. You cannot be successful and when your mass business coach marketing, if you do not develop a stoic mindset, historic mindset is a show about the origins of stoicism and how it all works. But still racism is a mindset where you embrace the horrible, terrible rejection and terrible things are going to happen. You you embrace the bad things that will happen and you give no emotional energy to it, power through four people once they it. If you don’t know about this concept or of that mindset, it’s really easy to get shaken. Whenever you’re told no, nobody likes to be told. No, but it’s part of doing business. If you’re going to sell stuff to people you’re going to get told, no I took the room down a little bit. Let me take a shower best. Buyers buy more by faster and buy more often other buyers. They are your ideal clients have a special effort dedicated to just the dream:clients. I always tell my clients be strategic. You want to call them all and to like cry by or die repeat teach baby call them all until they cry by or. Source examples to build your faith. Richard branson started his empire by cold, calling out of a phone book to sell advertising. Isn’t that crazy story and you can sign it and find it in the book called losing my virginity, but that’s how he landed on his interview. His first interview with the newspaper he started call the student.

His first business was a newspaper, his first interview with mick jagger by cold calling did not know that. Did you know that the slap watch product it’s sold millions and millions of dollars of units of proof of that product? You know that the zany bands does park, there’s any bands and the slap watch we’re started by lori montague of montague photography right here in tulsa, and do you know that she got on the ellen show we’re putting a link on the show notes. You can see it. She got her product on the ellen show she got her project window, kathie, lee and hoda show she got her product on the view with barbara wawa I like doing this. We have another book audible from travis. This is the founder of uber, the founder of uber okay. This is what travis says. Can you release the note of a chord with our chat? So it says:i went to google typed in san, francisco, chauffeur or san francisco limousine I just filled out an excel sheet at an excel sheet and I just started dialing for dollars right first 10 guys, I called three of them hung up before I got a few words out. A few of them would listen for like 45 seconds and then hung up and three of them said I’m interested, let’s meet, and if your cold, calling and 3 out of 10 say, let’s meet you’ve got something who was started by cold. Calling that’s crazy. I got to get out there. Just it happens. To tell steve jobs got the funding to start apple by cold calling ryan tedder got his deal. I was put a link to ryan tedder on the today, show ryan to the grammy award-winning artist, that’s cold, calling list, and that’s probably going to take you 5 or 6 hours to make that list minimum step 2 to a sustainable rejection. Regiment. You got to commit to being rejected. You know 97 times a week. You just have to commit to a business coach to that then step 3. You got to embrace the stoic mindset in the business duck emotional philosophy, sea ducks look,, but the water but blow the water there paddling and you go to the boom book page. Eight. Your business coach can walk you through that, but anytime that you I see a calm duck just know it’s appalling hard behind them under the water. In any successful entrepreneur, you seem to have been rejected, a lot underneath the surface, and that is how you execute a dream:100 system32


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