Do we charge less? Do we value ourselves less than we should? Do you think that sometime in the future, there will be this perfect product at the perfect price, and the perfect client will come along? I used to have a client who had exacttttttly the same problem And I can categorically tell you [...]
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Storytelling seems to be the rage these days. And yet, it’s not new at all. It’s been around for thousands of years. What’s more, it’s not even alien to us. Even as a three-year old, you can tell when a story is really cool and when it’s just plain boring. The problem arises when we [...]
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I remember flying to Pittsburgh in the year 2004 It was a 7am presentation in front of about 40 people who I didn’t know. And who didn’t know me, either. And by the time the presentation was done at 7:45am, I asked the crowd a simple question. “How many of you would like to buy [...]
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A testimonial can go wrong. Horribly wrong. And it doesn’t take much for it to go off track. All it takes is using the wrong words. If you use the wrong words, the customer is confused. And the testimonial goes over the hill, down the ravine and smashes into a million teeny-tiny fragments. No, we [...]
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Haven’t you ever been in a group where there’s a slacker? Everyone’s working really hard, but there’s this one person that won’t do much, and so everyone else has to work a lot harder. On a sales page, or in your brochure, you’re going to have a similar problem if you have sugary testimonials That’s [...]
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It’s not like you haven’t tried getting testimonials before. You sure have. You have at least some testimonials, but somehow they don’t have that snap, crackle and pop! There’s a reason why testimonials fall short of the mark Mostly it has to do with the length. And yes, yes, the detail. Instead of a testimonial [...]
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You already know that 80% of a sales letter depends on your headline And therefore it’s not uncommon to see writers spend many hours testing and re-testing their headline. But what happens once your customer goes past the headline into the rest of the copy? Which are the elements that cause customers to feel an [...]
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Imagine you put a photo of a client on your sales page Just the photo. No name of the client. No designation. No clue as to what industry that client is in, or where they come from. Heck, would anyone even know that person was a client? And yet the moment you put in the [...]
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Doodles. Gosh you hate doodles. And as you’re speaking to a client, they’re doodling away. Random, scribbly drawings on a sheet of paper are causing you to get more hassled by the second. Because somehow, it seems your client really isn’t paying attention. And this lack of attention might cost you the sale. Aaaaaaaaarghhhh! So [...]
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Choice is a good thing Yes, but too much choice is a bad thing. It confuses customers and causes them to abandon whatever it is you’re selling. So what if you have many products or services to sell to your customers? What should you do? You should use the Two-Options Sale Strategy in your email [...]
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I remember going to a workshop in the year 2003 The price of the workshop was $8000. Plus there was overseas travel involved. And yes the usual accommodation and food expenses. In all it was going to cost me almost $12,000 to get to this one workshop. And I made the decision on the basis [...]
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