Most people hate selling.
They hate it for the same reason they hate public speaking: They’re bad at it, and they’re afraid of rejection.
Yet instead of working to improve their sales skills, people say things like this:
“Selling is sleazy”
“I don’t want to be one of those greasy sales guys.”
“I can’t make extra money on the side. I’m not a salesman.”
“I’m just not good at sales. I wouldn’t know how to contact customers even if I could find them.”
This ascribes a mythical “born with it” skill in sales…when in reality, most of my students have patiently cultivated their sales skills. Even the socially awkward ones.
Remember, we all sell. Whether it’s our ideas, a fun idea to do with our girlfriend/boyfriend, or even products/services, we all sell. So improving your sales skills can literally be one of the most valuable skills you ever develop.
Now, I’m always interested to hear why people who subscribe to my mailing list — people who clearly want to earn more money on the side — decide they shouldn’t take my course. In fact, I’ve collected thousands of responses on why people don’t join the course, which I surgically mine to understand trends and barriers.
There are a lot of valid reasons why Earn1K might not be right for you, but not being a “born salesman” isn’t one of them. For every non-salesman who says no to the course, one says yes and learns that sales doesn’t have to be sleazy or difficult or time-consuming.
Like Oleg, the subject of today’s case study.
Read on to learn how he:
- Earned thousands of dollars using persuasive email scripts
- How he used a Patience Strategy, along with detailed metrics, to overcome objections, track his progress, and secure 20 clients…plus a location-independent lifestyle
- Get the exact email script he used to earn thousands
Here’s how he did it.
“I wanted the email scripts”
Oleg wanted to earn more. Two years ago, inspired by people like Chris Guillebeau, he tried blogging but didn’t last long. “I quickly realized that I didn’t care about blogging,” Oleg recalled. “I wanted to get paid directly for stuff, not write and write and try to build something.”
“Me and my friends are extremely skeptical. As soon as I see most sales pages, I’m outta there. But because I read your book, I knew [Earn1K] was legit.” He signed up for the course and began working through his ideas.
After narrowing down his niche to writing articles on web and graphic design for online publications, Oleg put together a list of potential clients. “I already knew some of the blogs I ended up writing for. I went through the Smashing Network and curated lists. I did a Google search for ‘write for us’ and narrowed the results down to web and design blogs.”
Next, Oleg was ready to reach out.
“What interested me most about the course were the email scripts on getting leads,” Oleg said. “Before Earn1K, I would think too much about features or what I can do. I always said too much and never gave them an easy way to say ‘yes’ to my pitches.”
Oleg dug into the 23-minute Earn1K on how to close the sale. Included in the lesson was the help Oleg had been waiting for — several sample email scripts Earn1K students can use to start pitching clients. One script is built around project pricing. Another uses a free project to hook the client. A third sample shows a pitch that’s too rigid, an example of what to avoid.
Oleg fused these and the guest post script to create a quick and easy template for pitching web and graphic design publications.
“What really hit me was your advice to not push everything on the client at once. That’s like asking a girl you just met to marry you,” Oleg laughed. “And you want to make it so they won’t say no. Like ‘Can I send you these ideas on how I can help you?’ That was huge.”
Oleg sent out his first batch of pitches.
“Almost every single prospect responded. Soon I was writing for a whole bunch of websites. 10, 15, 20 different websites. I’d email them article ideas and mention the value the articles would bring to the site. Then they’d tell me they were interested and either said how much they paid or asked. I’d respond with my rate and say I’d get the first article to them soon.”
All from the Earn1K email pitch scripts.
“I love music, so most of my pitches focused on music inspired articles. I knew they must get millions of pitches for ‘10 New Photoshop Techniques to Blah Blah Blah’. So I wanted to do something different. It was unique and helped me stand out.”
It didn’t take long for him to start making $1,000 a month. Soon after he became location independent and moved to San Francisco.
Another career change…same email script
Oleg was living his dream…almost.
“Most of my design articles were inspired by music. And writing was good, but what I’m really passionate about is music. I was getting closer and closer to what I wanted to be doing — making music — but I wasn’t there yet.”
Oleg had been playing music for over 10 years, but he hadn’t pursued his dream because the music industry never seemed stable enough. After Earn1K and his success as a writer, Oleg realized he could apply everything he’d learned about how to make money on the side to his music career.
“I finally had the confidence to market myself. And I could now see music as a business, not just a passion. Plus, music is what I enjoy the most, and it’s what I’m best at. I knew music would allow me to contribute the most to the world. What’s the worst that could happen? I’d just keep writing.”
So Oleg slowly made the transition from getting paid to write articles to getting paid to make music. He knew his music — a “cross between Aphix Twin, Four Tet and Boards of Canada” — lent itself to a number of passive income streams. He created music for royalty-free track sales. He submitted music for licensing. He released EPs. He wrote music for commercial videos. And he sold music directly from his website (http://www.olegmokhov.com/).
And when it came to pitching his music and services to new prospects, he used the same email script from Earn1K.
“With the article writing, my conversion rate was almost 100%. Part of that was because these sites were already actively looking for writers. When I used the script for my music, my conversion rate was about 30% for blogs and 40% for labels. Which is still a great conversion rate.”
“I can make a real living making music wherever I am in the world.”
Oleg is still writing articles while his music career builds, but he’s been able to drop any clients that pay less than $125 an article.
“I’m looking forward to going full-time with my music. I can make a real living making music wherever I am in the world.”
He’s still using the same email script to grow his music career.
“The key is the email’s focus on giving value to people. Music is not exempt from value. It’s not like MySpace where it’s ‘Check out my new single! Me, me me!’ Why should people care about me over any of the other millions of musicians out there? I focus on them and the value I can give them. Do that and I see no reason I couldn’t make $10,000 a month.”
Get the exact script that Oleg used to generate leads – for free
Here’s the exact, word-for-word email script that Oleg used to land 20 paying clients in his side business:
Hey <editor/website name>,
I’m Oleg, a reader, world’s most mobile electronic musician, and
I’d love for the opportunity to do some paid writing for <website name>.
You can check out my writing at http://olegmokhov.com/writing.html. I
have experience writing for established sites like Smashing Magazine,
Six Revisions, SpyreStudios, Webdesigner Depot, and others. Here are
some quick samples:
Here are some topics for consideration that I can write about: X, X,
and X. I’ll come up with article ideas for you. Of course, I’m open to
I know you’re busy, so I’ll make it easy for you: everything will be
written and formatted (feel free to edit), ready to be dropped into
WordPress. Plus, I promise the articles will get your readers thinking
and talking in the comments.
What do you think?
Thanks for considering me for a paid writing position and have an awesome day,
Pay attention to:
- How Oleg gave examples so people could easily evaluate his work
- The way he gave suggestions for people to easily choose from (rather than forcing the client to work harder)
- The emphasis on how EASY the entire experience would be
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