The Secret of the “Monkey Fist”
“Selling is hard!” “I’m not good at sales.” Well, my experience has taught me you probably don’t understand what to sell. In fact… if you’re saying that, I guarantee you don’t. So… I present you the “secret of the monkey fist.” Large yachts and shipping container ships have massive chains to hold them at pier. But they don’t use cranes or heavy machinery to attach themselves to the pier. No. They use a simple ball attached to a strong (but throwable) rope. A quick throw of this ball (called a monkey fist) makes attaching the boat to the pier an easy task. (As long as you don’t throw like a girl.) It’s an easy first step that makes the next hard step a breeze. And so it is with sales. Every sale has two sales. The first sale is getting them to take the next step. Not buying your service. Just… the next step. A call. A conversation. A demo. That’s your monkey fist. Most agency owners skip this entirely. They lead with price. They lead with packages. They lead with themselves. Wrong order. Sell the step. Then sell the service. The boat doesn’t attach itself to the pier the moment the ship arrives. First comes the monkey fist. Then the chain. Then you’re locked in. Master the first sale… and the second one gets a whole lot easier. Your Move. Sam P.S. My first Grok video kinda stinks… but it was fun