Morning Folks!!

After a 30 second discussion early this morning, Howard and I have agreed to do TRAFFIC West just before the ICANN meeting in San Francisco next March. T.R.A.F.F.I.C. ICANN RETREAT.
This show will be a uniquely different TRAFFIC of which details will be coming out in the days ahead. We will announce those details in South Beach. You may see a few hints a little later in something that will be published soon. But T.R.A.F.F.I.C. ICANN RETREAT will be another milestone in the story of domains and domaining.
Now back to your regularly scheduled Monday and remember, ticket prices go up $300 on Friday for TRAFFIC Miami.
Rick and Howard

How to Sell a Domain Name Part two. 20 Ways to do Better RIGHT NOW!

Morning Folks!!

In this post I will give you some rapid fired do's and don’ts that will change how you make more sales for more dollars and KNOW when you have reached THEIR top dollar. Nothing worse than a guy having a $250,000 budget for a domain that you end up selling to them for $250. Want to avoid that?? Pay close attention.

1. DO NOT set a price right away

2. Don’t answer questions

3. Ask Questions

4. Ask more questions

5. Answer the questions they pose with a question

6. Buy time

7. Don’t commit, think about it

8. Do the research.

9. Don’t be lazy

10. Know the difference between a domain name that has value that others want and pigeon shit that only one person in 6 billion thinks is valuable. That is why TYPE INS are the key. I don't care if the get 5 a day or 55 a day or 55,000. Just stay away from ZERO because when you double ZERO you got ZERO.

11. Be vague

12. Do not commit

13. Keep is ALL in writing

14. Don’t get weak knees

15. Don’t flip out when you don’t hear back for a few days or weeks or even months.

16. NEVER, EVER, EVER, contact them back before they contact you back. That is WEAK and that email or phone call will likely cost you dearly as they FEEL your weakness.

17. Don’t “Pitch” the domain name. If they contacted you, they already know why.

18. Look at it as a game. Nothing more, nothing less. Those that are busy getting pissed never win the game because they are too busy being pissed.

19. Anything goes in a negotiation so don't take anything seriously until it is all over and the buyer and seller can have a beer. Then you can each tell the other how full of shit you were during the back and forth and have a GREAT laugh! That's what you get when both parties walk away happy and as winners.

20. Deals are about formulas. Just because the first ones does not work does not mean you give up. By asking questions you find out what is important to them and you can work with that. So be creative and imaginative. Keep coming up with ideas until you find a fit.

'When you see John Jones through John Jones eyes, you will sell John Jones what John Jones buys.'

No one post will make you a salesman. It takes time and practice and more than that, replaying where you went wrong when you don’t make a sale. Many books have been written on selling. Many are great and will change your life because you look at things differently.

Some sales are very easy because there is no bullshit. A conversation of what each party wants can do wonders. But you have to be dealing with more savvy folks that know what they want and a realistic outlook.

Have a GREAT Day!

Rick Schwartz