Archive for the ‘Sales Tips’ Category


The #1 Thing You Should Do If You Are Struggling To Make Sales Or Don’t Have Time

By: Dan Kennedy on: December 12th, 2014 2 Comments

Years ago, I discovered the #1 thing I should focus on in business:  making saleable things and selling them.

And I can’t tell you how happy I am to have had that revelation early in life.

Without it, I most certainly would have struggled to survive, let alone grow my business.

Because one of the biggest problems that stop businesses from growing and also gets businesses quickly into trouble is failing to focus on making sales.  

It’s not uncommon to find situations where everybody in the company gets so focused on their own little job, each in his own cubicle, that they collectively place customers’ needs and preferences dead last on their list of priorities.

In large companies, the bigger a business gets, the more likely it is to be infected this way.

In smaller companies, where each person has multiple (and often conflicting) responsibilities, the customer becomes the interruption, perceived as an annoying distraction to getting the work done.

With entrepreneurs running solo, they put longer and longer hours in, trying to wear too many hats, and as a result, end up with “sales” near or at the bottom because they don’t have time to give it the attention it deserves.

When you carefully analyze the majority of companies that get into financial trouble or that are stymied on how to grow their company, you will discover that they have sacrificed effective sales methods and customer service in favor of the convenience and preferences of employees.

So if your sales are shrinking or if you are struggling to make sales…if you feel you are too busy to focus on sales or find you are putting sales at the low-end of the spectrum, I suggest you stop what you are doing right now and evaluate. Because this is a sure sign that you are headed for trouble.

The #1 thing you need to focus on is making sales. It’s the fastest and best way to grow your company.

Here are three recommendations for keeping sales the focus in your business:

Have people on your team whose sole purpose is selling. Sales is too important. When you hire someone and have them split their time between sales and some other role, it often leads to sales getting the short end of the stick.  

Not too mention you can hire people to worry over every imaginable detail and potential problem for a whole lot less when you leave the sales part out of the position. And a sales person devoted solely to sales can make a whole lot more from the same time spent on selling or causing sales.  

Never put someone with a financial background as CEO of your company. When sales are shrinking, it is the tendency of financial people to cut investments in the things that drive sales. It is better to have someone who knows how to make money in this position.

Create “miracle salesmen.” In 1937, W. Clement Stone energized his sales force by hiring Napoleon Hill to conduct classes for his entire national sales force on the thirteen principles from Hill’s book THINK AND GROW RICH. In Stone’s words, he and Hill built “miracle salesmen.” What he discovered is that many sales managers and companies have forgotten or were under-valuing the fact that motivation is more important than technique.

About this training Stone said, “My sales managers began to be builders of miracle salesmen, and our salesmen began to make such phenomenal sales records that the results achieved seemed unbelievable to those who haven’t learned the art of motivation.”

Most modern sales training is heavily weighted to process, with barely a nod to attitudes, but the truth is that most salespeople can sell—but don’t; they have sufficient skills to sell—but don’t, because they are not sufficiently motivated and self-motivated to overcome the inherent rejection and frustration of selling. Conversely, you can teach people all the technique in the world, and they’ll still fail if burdened with unproductive attitudes or lacking successful attitudes.

If I had a sales force, I would implement a continuing, multi-faceted system of “attitude training and improvement” to build self-images, confidence and ambition of my salespeople.

Which is why I’m very happy to introduce a completely new way to help you attract, recruit and motivate the best salespeople to sell your stuff so you can concentrate on making saleable things for them to sell.

What most people define as and perceive as important has not one darned thing to do with making a lot of money. 

What you need is to come up with saleable things and then sell them. Discover how to leverage your talents, work less hard, while earning the income you desire and taking all the time off you choose in “The Ultimate No B.S. Renegade Guide To Putting Together a Highly Effective Sales Team.

Make Profits Appear Before Your Eyes With These 3 “Magic Tricks”

By: Dave Dee on: December 4th, 2014 2 Comments

There are a lot of similarities in magic and business.

When I do a magic trick, people often tell me they always wanted to be a magician but don’t know how to go about it.

Now that I do more business building than magic tricks, people tell me they want their business to be more successful, but are unsure of what they need to do to make it so.

Some other similarities…

People often want to know how a magic trick is performed and business owners want to know how successful businesses do it—in essence what their financial, marketing, advertising, and “sales tricks” are.

Psychology plays a central role in both marketing and even the simplest magic trick.

And while magicians make things appear and disappear, successful businesses make problems disappear and opportunities appear from seemingly nowhere.

Put these three “magic” techniques to work for you in your business to create effects that are guaranteed to work:

1.) The art of illusion: Magicians are trained in the art of illusion. The expert magician skillfully diverts the audience’s attention which results in them confounding even the most careful observers.

Successful business owners give the illusion that they produce money from thin air and that everything they touch turns to gold.

How this secret works: While it appears that everything turns to gold, successful business owners know that testing on a small scale to see what works first before rolling out on a large scale is the secret to this illusion. By putting tested and proven systems to work in your business on a massive scale will help you make revenue appear predictably and money woes disappear instantly.

2.) The psychic secret: A technique often used by magicians is cold-reading. This convinces people their minds are being read. But this is not just for show. There are practical business applications for cold-reading that you can use when you sell or need to persuade a prospect or client face-to-face.

How this secret works: Cold reading techniques are used to get a better read on people so you can build rapport faster, uncover their buying motives, and close more sales or win more negotiations. (I’ll reveal fill-in-the-blank templates, key questions, and specific language you can use to do your own cold-reading at 2015 SuperConference℠.)

3.) Make large objects appear out of nowhere: Magicians use sleight of hand to make small things instantly appear, but they employ other methods for making large objects appear and disappear such as when David Copperfield made the Statue of Liberty disappear and re-appear. In business, you can use your regular methods to make small amounts of cash appear, but if you want to generate a big bump in revenue that makes a large sum of cash instantly appear, then you’ll need to employ a different strategy.

How this secret works: While there are several ways to create an instant cash surge in your business, the root of it starts by rounding up a herd of customers who you have carefully targeted. Next you’ll want to put a fence around that herd by taking care of them and nurturing a relationship with them through carefully crafted messages. And then put a system in place to build your customer relationships and train them to respond to your offers so that they are ready to receive and respond to your message whenever you need to generate a large sum of cash fast. (Dan Kennedy refers to this as “sending the bill to the herd.”)

Many people will never become rehearsed or quick enough to become a practicing magician. But you can carry out some seemingly magical results in your business that will amaze both you and your friends (and more importantly, put money into your bank account) when you put these ideas to work in your business.

Are you ready to finally Escape the stress and frustrations you feel in your business? Have you always wanted to have your business perform like top small businesses you see featured but just didn’t know how?

At SuperConference℠ 2015 The Magic Show marketers will showcase what amounts to their “best marketing tricks” live and in a sense “break the magician’s code” when they reveal how they do it and how you can too. Don’t miss your chance to receive the best possible price on the 2015 SuperConference℠ which is being offered right NOW. This price will go up after the first of the year. So don’t miss out.

For more information on SuperConference℠ 2015 and to lock in the lowest rate possible click here.

Nothing Can Help You Sell More, Sell More Efficiently And Sell Faster Than This

By: Dan Kennedy on: November 7th, 2014 5 Comments

When it all comes together, there’s no more efficient way to make money than with One-To-Many selling.

For one of my clients, I took a one-to-one selling model that is almost a religion in their industry, replaced it with a one-to-many group meeting strategy.

This new one-to-many strategy produced $12-million in front-end revenue plus over $20-million of annualized back-end revenue in one fourth the time ordinarily required.

Adding or converting to one-to-many selling can be at the core of a great deal of success for you too.

However, it’s important to understand that there are a lot of things you can do in one-to-one selling that you cannot get away with when you are selling to a group.

That’s because in one-to-one selling, you have a captive audience. People generally don’t want to come off as being rude so they will rarely get up and leave in the middle of your one-to-one presentation.

But in group selling, a person can get up and walk out of the room. They can mentally tune out.

If online, they can click away from your presentation and go elsewhere.

Or if you mail them a DVD, they can turn it off.

You have to be really sensitive that you can lose your audience in group selling.

Which is why it’s a bit surprising to me that there’s a lot of SLOPPINESS, HASTE & WASTE in the way most people approach their one-to-many opportunities and efforts.

Some even forego script-writing entirely and arrogantly and foolishly leap on stage or in front of a camera or microphone and “wing it.”

Monumentally S-T-U-P-I-D.

No other theatrical performance occurs this way. No other professional performer works this way. A Broadway play or a movie is planned, scripted, re-written, focus group tested, storyboarded, and rehearsed.

Professional comedians from Steven Wright to Seinfeld to Louie C.K. go to small clubs to try out and fine-tune new material before building it into a monologue or HBO Special. The late Joan Rivers who had been doing comedy for years also did it this way.

There is a science to crafting ANY and EVERY kind of presentation for intended effect. SALES presentations delivered One-To-Many in person or through media are sensitive. You need not risk guesswork. There are well-tested, well-proven structures and methods that yield top results.

That said, here are 5 ways you can use well-crafted one-to-many sales presentations to increase your profits:

#1: If you now have unconverted leads: this can convert more of them, thus lowering your waste, making each lead more valuable and allowing you to out-spend competitors or expand your reach in lead generation, to grow faster with the same capital and lead flow.

#2: If you have one on one sales appointments and close fewer than 60% face to face or have a salesforce of 1, 10 or 100 doing so: this can extract value from the “appointment, no sale” prospects thought to be valueless.

#3: If you have opportunities to acquire customers through affiliates, joint venture partners, hosts, or speaking at others events or your own road shows: this can leverage these activities, secure more affiliate and partner cooperation (as you put more money in their pockets) and maybe even make powerful strategies possible that are currently thought to be impractical.

#4: If you want to automate part or all of your selling: You can automate with on-demand or scheduled pre-recorded webinars to which you drive traffic. This can give you the highest performing webinar possible-so you can bid more for traffic and get more from serious sources.

#5: If you have a local professional practice such as healthcare or financial services: this can be the basis for in office group-selling events that leverage your existent patient/client base and create referrals as never before. In fact, I guarantee you can add $20,000 to $100,000 to monthly income in just hours.

I routinely see this make 6-figure differences to small businesses, and 7-figure contributions to larger businesses. NOTHING CAN HELP YOU SELL MORE, SELL MORE EFFICIENTLY AND SELL FASTER than the right application of a well-crafted One-To-Many presentation.

My observation of almost every speaker’s presentations, every sales DVD, every webinar, every group pitch is that serious mistakes are being made, serious flaws occurring, important drivers of response omitted. Which is why for the first time ever, GKIC is releasing a NEW resource created by me dedicated solely to One To Many Selling. Find out more here.

One Of The Fastest Ways To Build Rapport…And Sell Something

By: Dave Dee on: October 7th, 2014 2 Comments

Have you been watching Success Expert, Brian Tracy’s free training videos?

I have.

And if you want to become the best in your field—and receive all the money that comes with it, then I highly recommend you check them out here.

In his most recent video, Brian talks about three ways to build rapport (and the seven mistakes to avoid when doing so.)

In Dan Kennedy’s GameChanger DNA System, Dan talks about the importance of “Connection Communication,” which gets you away from the product-focused messaging everybody else uses and lifts you to a more sophisticated place.  A place built on trust and rapport which heightens your prospect’s pre-determination to do business with you.

Building rapport is a big key in connecting AND in becoming the best.

One of the ways to achieve this that Brian talks about in his recent training is through something called “mirroring.”

Mirroring is when you do your best to match the tone, mannerisms and word choice of whoever you’re talking to.

When you do this correctly, they feel more comfortable around you. They think you’re “one of them”.

And at the end of the day, we buy from people we know, like and trust.

Brian also tells you why some “gurus” think mirroring doesn’t work anymore in face-to-face sales…

Because they are unknowingly doing it wrong, they often insult their prospects which can quickly kill any deal.

Success Expert, Brian Tracy, has trained over TWO MILLION salespeople in 60+ countries over the decades.

He knows what works and what doesn’t.

If it’s your job to sell, make deals and “bring home the bacon,” then you need to know what that mirroring mistake is.

In Brian’s free training, he’ll tell you what that mirroring mistake is. You can check it out right here

Face-to-face selling isn’t the only place you can use mirroring. Most people don’t realize you can also use mirroring in your written sales copy.

And it’s every bit as powerful as it is in the face-to-face sales situations.

This may sound really difficult –even impossible—since you don’t have your prospect there in front of you to mirror.

However, it is much easier than you think.

In fact, there is a GREAT tool you can use to find and match the exact word choice that your ideal prospects use.

You’ll even be privy to what your prospects say are the most frustrating and most important problems they are trying to solve.  This tool also uses your prospects exact words to describe these issues.

And while in the past, you would have had to spend millions of dollars to get your hands on this research …

Today this tool won’t cost you a cent. That’s right, it costs you nothing, zilch, zero, NADA.

So what is this million dollar research tool that allows you to mirror your prospect’s word choice in your written sales and marketing pieces? Amazon reviews.

Simply go to Amazon and search up any category. Click on a book or product in your desired category that has a lot of reviews. Then click on the reviews and start reading!

You’ll find book and product reviews on any and every subject. And while Amazon might not have a review on your specific product or service, you will be able to find books and products within your niche that will attract your ideal clients, customers, and patients..

Here’s how it works. Let’s say you are a dentist that offers teeth whitening. Look up teeth whitening products and you’ll find reviews that not only include what a person likes about the product they are reviewing, but they’ll talk about what they don’t like about other products they’ve tried, including products at the dentist office.

Instantly you’ll see that the biggest problems noted by reviewers are issues with tooth sensitivity to the whitening products. There are some great descriptions from reviewers such as experiencing pain in their teeth from the “air moving past them” after tooth whitening.

To use this in your copy, you could address the problem head on in your headline: “The Perfect Teeth Whitening Solution for Sensitive Teeth”.  You could also use customer reviewer’s words to describe the results your patients will receive. (i.e. Noticeable whiter teeth in X days with NO Sensitivity.)

If you are a service business or if you can’t find a similar or related product listed on Amazon , then the best place to find your customers reviews will be in the book reviews on books about your topic.

Make an instant connection with your prospects and build rapport using mirroring techniques—but make sure to check out Brian’s advice first so you don’t accidentally make the mistake that can completely reverse your efforts and, instead, tick people off.

Check out Brian’s short video here.

 

How To Make Closing The Sale The Easiest Part Of Selling

By: Dan Kennedy on: October 3rd, 2014 4 Comments

Long, long ago, I realized I needed to get good at selling.

A good portion of your financial success rests on being able to maximize your marketing by turning the leads you get from said marketing into paying customers, clients or patients.

Realizing this, I got really good at selling.

Very early in my selling career, I learned, mastered and used “hard sell” and very manipulative closing tactics.

For those of you who hate selling, this technique is likely the reason why.

Hard sell tactics put high amounts of psychological pressure on prospects to buy. Cold calls, unsolicited sales pitches delivered with force, closing techniques that create high levels of urgency… these are there to do one thing —sell something.  They know it, you know it, and the person standing nearby knows it.

There are a lot of programs out there on selling that are full of misinformation. They’ll tell you that this is how to close the sale.

While it can be effective some of the time, increasingly, even if you have a legitimate product or service, this tactic can turn off prospects or worse, make you come off as a con artist.

Fortunately as I evolved as a sales professional, I learned that the need for such techniques revealed significant weaknesses in my entire approach to selling.

Even later, that revelation was followed by a bigger and more important one; that the need to “close” could be virtually eliminated by transforming the very first steps of the selling process; the selection and magnetic attraction of qualified prospects.

Instrumental in redirecting my entire approach to selling came from reading the following passage in Charles A. Mears book, Salesmanship For the New Era (Copyright 1929)

He writes, “Nothing in this world is a detached phenomenon. Everything in this world is the result of some precedent causes. Therefore, if a salesman has done his work well, adequately building up in the mind of the prospect that desire which should normally culminate in a sale, the actual work of closing, far from being difficult, should be the easiest part of the whole procedure, as plucking ripe apples is the easiest part of fruit growing. Making a sale is not a trick that causes the prospect suddenly to reach one big decision to buy. Rather, it is a series of small decisions, just as climbing a flight of steps isn’t one jump from the bottom to top but a succession of easy steps.”

The other practical application of this idea is understanding that you build momentum to a sale (whether selling in person or in print.) For want of a better way of saying it, there is a “rhythm” to selling. A good sales letter gets the reader wrapped up in mental and emotional movement, saying to himself: yes, I agree with that…yes, I want that…yes, that makes sense…piling up yes upon yes upon yes so that the final yes is natural and automatic.

Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.

Why Top Producers Earn 10x More Than Their Competitors

By: Dan Kennedy on: October 2nd, 2014 2 Comments

Recently, my friend Brian Tracy told me he now knows exactly why top producers earn 10X more than the average person.  He actually put together a full report on that which you can get here.

Here’s how this all came about…

Brian said, “Our research shows that top producers continue to make 80% of the all the income and sell 10X more than their peers and competition…even in this economy!”

Knowing this alone doesn’t do much good, but knowing why this happens is EXTREMELY valuable.

Brian Tracy has studied success his whole life. He’s an “old dog” like me and one of the great thinkers of our time, able convert facts, observation and his and others’ experience into PRINCIPLES that predictably and reliably define success or failure.

He’s read everything ever written on success…or darn near everything anyway. He’s done extensive studying and research on the subject—working with, observing, and training millions of entrepreneurs and sales people in more than 60 countries.

Brian found, like I’ve discussed recently, that sales tactics which once worked are no longer working. The economy is a mess which means prospects are sitting on their wallets and doing everything they can to not spend money. It’s a competitive market out there and many people are losing sales—even with a good offer, match of needs, right target, “fits their budget,” and so on.  BUT, top producers don’t seem to be affected by ANY of this.

So to get this answer to what the top 10% did differently in order to earn 80% of the income, over the last several years, Brian and his staff analyzed over 10,000 hours of sales calls.

The tapes contained a wide range of sales calls in different businesses and every type of situation—everything from million dollar deals…to complete bombs…to unbelievable turnarounds where the sales person was able to get an entirely skeptical lead to make a purchase.

After carefully looking at the research, Brian did what he does best—he “reverse-engineered”—what top performers do.

Three reasons Brian gives about why people are struggling more with sales than ever before:

  1. Your prospects have unbelievable access.  All they have to do is whip out their smart phone to access information about your prices, product, service, reputation—as well as your competition’s prices, product, service and reputation.You must not only be aware of this, but adapt to it and avoid being a commodity.
  2. There is a fear of spending. Companies and consumers are gun-shy about spending. Retirement funds have been wiped out. Higher taxes, forced healthcare, and extra expenses associated with doing business has been hoisted on businesses. The economy isn’t getting any better. These factors contribute to ultra-conservative spending. It doesn’t mean people aren’t spending—they are—but they are careful about where they spend their money and who they spend it with.There is no room for sloppiness and average or below average sales people in this climate. Fortunately sales is a skill that can be learned and mastered. Those that learn the skill will join the top 10% who are earning 80% of the money. Those that don’t will reside in the land of struggle and uncertainty.
  3. Competition comes from all over. Technology has made the world smaller. That means you aren’t just competing with companies that offer similar products and services in your town, but you could be competing with a company from across the world.

It’s important to note that the average person struggles with these. But NOT the top producers. They have no trouble outselling everyone else because they have paid close attention to these and adapted their sales game to address these sales realities occurring in the marketplace right now.

What about you?

NOTE: Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.

Three “FATAL” Sales Flaws You’re Probably Making Today

By: Dave Dee on: September 25th, 2014 4 Comments

In today’s podcast Dave Dee interviews Sales Director Extraordinaire Nick Loise and they talk about…

  1. Why “Old School” sales tactics just don’t work and what to do about
  2. How most people are leaving a lot of money on the table by refusing to learn on key skill
  3. One thing that can instantly kill any trust you’ve established
  4. The one skill that makes cosmetic surgeon, Dr. Charlie Martin, one of the most highly paid surgeons in his industry.

Listen to this 10 Minute Podcast Now By Simply Clicking Here

Also…

Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.

The Most Powerful & Profitable System For Closing More Sales Without Spending Another Dime On Marketing

By: Dave Dee on: September 23rd, 2014 7 Comments

Have you truly mastered the #1 skill every business owner and entrepreneur needs to put more money in their pocket?

“For The First Time Ever Dan Kennedy Reveals The Most Powerful and Profitable System For Closing More Sales And Making More Money Without Spending Another Dime On Marketing…And You Can Attend This Live Video Training Absolutely FREE…If You Act Immediately.”

 Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Discover The FASTEST, EASIEST Way To Increase Your Profits Without Increasing Your Expenses…

“Free Live Video Training Reveals The REAL, No B.S. Secret System For Closing More Sales In ANY One on One Sales Situation…Even If You Think You Hate Selling or Aren’t Good At It”

If you are a doctor, lawyer, financial advisor, coach, consultant, restaurant owner or entrepreneur of ANY KIND, your financial success  hinges on two factors: 1) Your ability to attract quality prospects. (That’s marketing.) 2) Your ability to turn those prospects into customers, clients and patients. (That’s SELLING.)

Odds are you probably love the first but not the second.  But the cold hard truth is, unless you know how to close sales, you will ALWAYS struggle. In fact, RIGHT NOW you are LOSING MONEY because you or your sales team are not closing as many sales as they could. Here’s another sobering thought: Because your closing skills are NOT where they should be, a good portion of the hard earned money you spend on marketing is being WASTED. MORE BAD NEWS: Even if you’re smart enough to go buy some books to improve your sales skills, odds are what you’ll learn is outdated, outmoded and DOES NOT WORK with today’s sophisticated customer, client, and patient.  In fact, using these old-fashioned closing techniques is HURTING you and costing you money.

But now you have the opportunity to learn the System that’ll explode your sales like a fireworks display on the Fourth of July

Join Dan Kennedy, Dave Dee and GKIC Sales Manager Extraordinaire, Nick Loise for 4 hours of LIVE ONLINE VIDEO training session where they’ll reveal the bullet-proof System for closing more sales. Discover the powerful 5 step sales SYSTEM, how to handle the 7 different kinds of objections… making you and your team practically IMPERVIOUS to the word “NO;” the SECRET “Buying Signals” a prospect gives off that should be your cue to close and much more. IMPORTANT: This is a REAL training – not a sales pitch. The entire four hour broadcast will be turned into a product and sold after this one- time only live event But you can grab a front row seat to for FREE if act immediately. Bandwidth is limited.

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

The Five Most Reliable Sales Strategies I know

By: Dan Kennedy on: September 13th, 2014 10 Comments

Selling is largely a science, meaning that doing precisely the same presentation x-number of times will predictably produce y-number of results.  There are proven, fundamental formulas for selling.  When you go into a “persuasion situation” of ANY kind, it is just plain dumb to “wing it”.  If you haven’t made a study of selling strategies and sales formulas, you should.  Here are five of the most reliable sales strategies I know:

1. BIG Guarantee - Nearly 30 years ago, I create the “free eyeglasses replacement” guarantee fora  small chain of stores, producing their most successful advertising campaign in their history.  The strategy was quickly picked up by Pearl.  You should never underestimate the power of a guarantee.

Tom Monaghan built his fortune and company on his USP “…in 30 minutes or less.”  I recently saw a billboard that advertised “Divorces in 30 Days or Less”

Lee Iaccoca introduced the 7 year/70,000 Mile Warranty to a shocked auto industry and successfully persuaded a turned-off public to reconsider and start buying Chrysler products when he said: “If you want to know who builds them better, take a look at who guarantees them longer.”  More recently Hyundai reintroduced themselves to the American quality-conscious public with their 10 year/100,000 Mile Warranty.

2. Something For Nothing – I’ll bet some of the richest women in the world go to the cosmetics counter to get the free this or that with their cosmetic purchase.  I once saw a commercial for a $50,000 car (expensive at the time) with which you got a free Coach leather “carriage bag”.

Rich, Harvard grads buy lottery tickets too.  Japanese millionaires choose which Vegas casino they’ll lose a ton of money in based on the freebies they get. NO ONE is immune to the lure of “something for nothing.”  In a No B.S. Marketing Letter, I reported on a consumer survey re. advertising where a whopping 73% of the consumers said “freebies” pique their interest in trying a new or different product, more so than anything else!

3. Apples To Oranges Comparisons - The last thing you want is a straight forward apples-to-apples comparison; you want to create your own “unfair advantage”. Egs…

    • Cost of a software package vs. x-hours’ of an accountant’s or lawyer’s time.
    • Cost of a physical or digital course vs. cost of a live seminar, plus travel to get there, plus hotel, plus food, plus time away from the business, family etc…
    • Cost of a monthly nutrition program vs. cost of a Starbucks coffee and doughnut each day.

4. Membership/Belonging – A significant percentage of people are “belongers” – they value membership and association, so the smart marketer finds a way to offer that benefit to that segment of their clientele.

Very few people go to Starbucks simply because of the coffee.  Some go because it’s convenience or it’s consistency, but the vast majority also go because of the positive associations Starbucks has created in their mind.  The best selling Coach and Louis Vuitton are the ones with their trademarked “C” or “LV” prominently displayed on the outside.  All three of these companies understand peoples need to “belong.”

The “inner circle” or “membership” is also an effective way to package goods or services together and sell a combination of services that would otherwise be difficult to sell separately.  You also automatically set up future renewable income.

Finally, it is a way to bond (bind) customers to you for prescribed periods of time and communicate with them in a more effective way.

5. Takeaway Selling - We are perverse; we want most what we cannot have and are often least appreciative of or interested in that which is easily accessible.  You see this working in many different ways.  In my business of speaking and consulting it is axiomatic that you must live at least 300 miles away to be considered an expert…speakers who move to a city hoping to capture convention business are usually disappointed, because nobody wants to hire “the local guy”.  There is the old Groucho Marx line, “I refuse to belong to any club that would have me as a member.”  And mine: nobody lines up to seek advice from the wise man at the bottom of the mountain.

I have significantly increased demand for my services, my fees, my income, and recognition of my expertise in the past five years, since getting VERY serious about “takeaway selling.”

It is my belief that “takeaway selling” should be in most sales pitches.

Even more powerful than these five strategies is…STRUCTURE.

Structure is very important in sales and copywriting.  People need to be sold in an orderly, organized, momentum-building manner.  There are certain “structures” that are very reliable, so why invent from scratch?

I strongly suggest using one or a combination of the formulas below EVERY time you create a sales presentation or advertising piece.

  1. Problem – Agitate – Solve
  2. Attention – Interest – Desire – Action
  3. “I predict…”
  4. Shocking Facts
  5. Guarantee First

Want more insider information on how to leverage marketing and sales to improve your business?  Click here to claim your special free bonus of $633.91 worth of marketing materials.

One of the biggest money-making super-powers

By: Dan Kennedy on: August 24th, 2014 1 Comment

Dan Kennedy here.

I wanted to let you know that I just did a special call with Dave Dee about something vitally important…

You see ever since I spent the other day with you, the questions I’ve been receiving have made it abundantly clear to me that there is a critical piece of information missing.

It concerns one of the biggest money-making super-powers you’ll ever learn. Because once you “get it,” you’ll make a major shift in your thinking—and your income. Life and business will be different for you. Easier. More rewarding. More effective. More time-efficient. More lucrative. Better.

So I recorded this call so you’ll have the missing piece that will help you close more sales, get more visitors to sign up, download, watch, and buy.

Click here to listen to it now.

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