The Jim Carey Dumb & Dumber Lead Conversion Method

In the Jim Carey comedy, Dumb & Dumber (also what JR and I refer to ourselves on the MAP Radio Show), his character is about to profess his love for Mary,

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Lloyd: I like you aaaalooooot… I want to ask you a question… straight out, flat out… and I want you to give me an honest answer. What do you think the chances of a guy like you and a girl like me… ending up together?

Mary: Well Lloyd… that’s difficult to say… you really don’t…

Lloyd: Hit me! Just give it to me straight! I came a long way just to see you Mary. The least you can do is level with me. What are my chances?

Mary: Not good.

Lloyd: [Gulps] You mean, not good like one out of a hundred?

Mary: I’d say more like… one out of a million.

Lloyd: So you’re telling me there’s a chance. Yeah!!!!
**********************

This scene reminds me so much of many Salespeople out there.

  • You avoid communicating with their database, because they might say “No”.
  • You avoid emailing your new leads to often, because they might unsubscribe.
  • You avoid asking buyers if they want to buy, because they might say “No.”
  • You avoid asking sellers if they are ready to list now, because they might say “No.”.

As long as there is a chance, even 1 in a million, you feel safe with that. But once you get the “No”, it’s so final. So over. So complete.

A “No” means you have to start all over with someone else. You have to go and generate more leads (and who really wants to do that).

So instead, you hang on to the “Chance”… to the “maybe”… to the “indecisive” because You are thinking at least they haven’t said “No.”

I take the opposite approach.

I say go for the “No.”

I feel a Salesperson’s job is to get people to make decisions. Not necessarily to get people to “buy”, but to decide.

Have you ever slept on a decision? Who sleeps? Indecision is stressful.

Nobody wants to sleep on it.

If you really want to help people… if you consider yourself a “people person” why would you purposely put someone through that.

Help people decide.

Don’t collect a bunch of “Maybes” in your database.

Why have 3,0000 people who never reply to your emails, click your links, return your phone calls or take action on your offers? Because you are too afraid of a “No.”?

I don’t know if Jim Carey is Dumb or if he is Dumber, but holding on to a one in a million chance, is dumb.

… don’t do that in sales.

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  • 11% purchased within three months of inquiring
  • 17% purchased within four to six months
  • 25% purchased within seven to 12 months
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