Internet Jeet Kune Do

Jeet Kune Do is the type of Martial Arts fighting developed by Bruce Lee and it is in essence a non-form of fighting. Instead of proscribed stances and punches, you “read” your opponent and respond accordingly. Jeet means to intercept; Kune means fist and Do means Way. So Jeet Kune Do means “The Way of the Intercepting Fist”. When you attempt to sell something to a client, you do it most effectively when you “read” them first and then respond effectively to their style of buying, rather than relying on your style of selling. Nowhere is this more important than with the Internet Client. They are {as you have probably found out} educated, time challenged, informed and demanding.

Although we provide templates and training, you need to accept the personal responsibility of finding out what works for you and your clients. You will find an entirely different client and attitude if you are in Idaho Falls than if you are in Seattle. You’ve got to decide what is the best manner to speak to your customers in general and, when you have learned enough about your individual clients, what is the best manner to address their individual needs.

We build your world-class web sites and provide training and resources to assist you, our participating dealers, to become successful with the leads that you recieve. We spend thousands of dollars and hundreds of man-hours to develop and give you the finest product we can. And yet, we can only point the way. We cannot actually “make” you be successful. That you will have to do on your own.

There are some secret weapons, however, that you can use to increase your effectiveness. The most important of these are the Big Three:

1. Immediate Contact upon reception of the Lead.

2. Multiple e-mails to set up the phone call and build a relationship of trust.

3. Seek an Appointment.

In addition to these, here are a few additional suggestions from some very successful Internet Specialists:

1. Use a creative subject on your e-mail. Make the client want to open it up and read it. Focus on what’s important to them without sounding like junk mail or the Publishers ClearingHouse Sweepstakes.

2. When you get a bad phone number, look it up! Many people who give out bogus phone numbers are actually listed in the white pages.

3. Respond to every e-mail you can regardless of your feeling that the lead might be bogus. Some parents might actually be so cruel as to name their son Jim Shue! You will find people who are serious buyers but apprehensive about giving out their information. This also applies to distance. I’ve talked to Internet Specialists in California who regularly sell as far away as Toronto.

4. When you get a business e-mail address, and you get a lot of them, log on to the web site and learn a little about the business before you respond initially. This shows that you are different from the average seller, you are interested in knowing all about your clients and you will go the extra mile to provide service to them.

5. When you respond by telephone, have the April issue of Consumer Reports, your manufacturer’s source manual, inventory lists, Kelley Blue Book or NADA book and any other material that would be helpful to you in answering all your client’s questions.

Remember, if you want the client to buy from you and not someone else, you’ve got to be prepared to give them many reasons to do so. You need to “read” them, understand what they want and know how to respond in such a manner as to assure that when they do buy, they buy from you.