Episodes
Friday Mar 01, 2019
The Three BIG Problems (Penguins, Hot Dogs, Crabs) Free Episode
Friday Mar 01, 2019
Friday Mar 01, 2019
Friday Feb 08, 2019
Create A Line-Up
Friday Feb 08, 2019
Friday Feb 08, 2019
• In the typical sales situation, the customer holds all of the power because they know that your product/service is readily available in great abundance.
• If you create a line-up, you will equalize the power imbalance. You create a line-up by limiting the availability of your product and service, and telling them that your advanced gourmet program is not for everyone. This strategy is based on the fact that people want things more if they worry they might not be able to get it.
Wednesday Feb 06, 2019
The Free Value Strategy (8 minutes)
Wednesday Feb 06, 2019
Wednesday Feb 06, 2019
• In today's marketplace, prospects are overwhelmed by a daily stream of sales message. As a result, they have retreated into a bunker. That makes it hard for you to talk to prospects in the traditional way.
• You need to provide Free Value to attract prospects out of their bunker. This can be anything including product samples, consulting time, creative solutions, and technical support. The higher the value you provide, the more prospects you will attract.
• You get to decide which prospects get the free value.
Thursday Sep 20, 2018
Sell Fast Food and Gourmet
Thursday Sep 20, 2018
Thursday Sep 20, 2018
• Divide your customers in two distinct kinds: fast food and gourmet.
• The fast food customers just want to do a transaction with you (usually for the lowest price). The gourmet customers want to have a long-term relationship with you (price is not an issue).
• Most entrepreneurs have too many fast food customers, and neglect the gourmet customers. To get more gourmet customers, you need to develop a gourmet BIG Idea for them.