Your first sale matters most
Your first sale as a new agent is not about the commission. It is about proving to yourself that you can do this. Once you make that first sale, the second, third, and hundredth all become easier because you know the process works.
But getting to that first sale can feel daunting when you have no track record, no testimonials, and no proven process.
Step 1: Know your product inside out
Before you reach out to a single prospect, invest time in understanding the product you are selling. Learn:
- What problem it solves
- Who it is best suited for
- How it compares to alternatives
- The key features and benefits
- Pricing and payment terms
- How onboarding works
You do not need to memorise a manual. But you should be able to explain what the product does and why it matters in under 60 seconds.
Step 2: Start with your warm network
Your fastest path to a first sale is through people who already know and trust you. Make a list of:
- Friends and family who own businesses
- Former colleagues and employers
- People in your social media network
- Members of any groups, clubs, or associations you belong to
Reach out to them casually. "Hey, I have just started working with this really interesting product that helps businesses with [specific problem]. Do you know anyone who might benefit from something like that?"
Step 3: Reach out to 20 prospects this week
Volume matters when you are starting out. Your first sale will come from activity, not strategy. Set a target of contacting at least 20 prospects in your first week. Use every channel available to you: phone, email, LinkedIn, in person visits.
Some of those 20 will ignore you. Some will say no. Some will say "not now." But if your product is good and your outreach is genuine, at least one or two will be interested.
Step 4: Focus on their problem, not your product
When you get a prospect on the phone or in a meeting, resist the urge to dump everything you know about the product. Instead, ask about their business, their challenges, and what they are currently doing about the problem your product solves.
Then, and only then, connect the dots between their problem and your solution.
Step 5: Ask for the sale
The most common reason new agents do not close is that they never actually ask for the commitment. After a good conversation, be direct:
"Based on what you have told me, I think this would be a great fit. Would you like to get started?"
If they say yes, congratulations. If they say not yet, ask what they need to make a decision, and follow up.
After your first sale
Once you close your first deal on Zepys (or anywhere else), document the experience. What worked? What did you learn? Use this as the foundation for your process going forward. And remember to ask your first customer for a testimonial. That one testimonial will help you close many more deals.