What The Second Law Of Physics Has To Do With Your Success
You often wonder why you can't get things done and why success seems to be a little late in coming. There's a precise reason that has something to do with you zzzzzzzzzzzing in the physics class.
What's physics got to do with marketing and business.
Remember the second law of physics?
Two objects cannot occupy the same place at the same time.
No matter how much you try, you can't do it all. You cannot be
everything to everyone; and do all that needs to be done. If you
want your business to grow, you will need to make space in your life.
Making space is like getting clients to buy
Customers buy when two factors are in play at the same time. The two factors are risk and likeability. If there's equal risk and equal indifference, a customer won't buy. If the likeability goes up, then automatically the risk goes down. Notice how the factors obey the law of physics. The more risk is involved, the less customers like you. The more they like you, the less they feel risk.
The same law applies to your time and your life.
You need to reduce time wasting activity and increase time earning activity. You can't keep both of them going at the same time and expect to succeed. And this law applies to your thoughts as well.
Your thoughts are objects too. You can't see them, but thoughts exist. Try lifting you little finger and wiggling it. See? That's a thought. And thoughts have a mass of their own. Effectively they're objects.
And two thoughts cannot occupy the same space at the same time. You cannot think of failure and success at the same time. Try it. It's too hard. So if you stop concentrating on failure and start concentrating on success, the ‘success brick ‘will displace the ‘failure liquid.'
How can you be morose when you're succeeding? How can you not have the energy of a thousand drunk elephants? C'mon you can use the power of physics in your brain.
Two objects cannot and will not occupy the same space at the same time. Success or failure. You decide.
Let's look at the next mini article.
Your Price Is Too High: Dealing with Price Objections Successfully
You've made an outstanding presentation. You've explained the deliverables and the benefits of your product or service in great detail. Your client is ready to buy right away. There's just one
itty-bitty problem. One little nuisance.
Um…Your price is too high.
Not that darn price objection again…
If you've run headlong into the price objection, it's probably your fault. Yes, you read right. You've failed to structure your proposal so that the client has to choose between yes and yes.
Ah well, it's too late to back track now, and you're in the middle of a soup of your own making. But fear not. There's a way to clamber out of the soup bowl.
Here's what you do
1) Smile when the client objects about the price.
2) Then simply summarise all you've just presented.
3) Turn to the client and ask: Which part of the package would you like me to leave out?
The client will be surprised…
He wants the whole enchilada and here you're asking him some daft question. “What do you mean by that?” he'll ask. You say: “We can reduce the price, if you like. We just need to take out some of the components.” While the client is still gasping at your audacity, tell him that for you to deliver the goods/services, this is what you need to charge. If you charge the clients less, you have to take out some components.
At 5000bc.com, you can get a lower-priced product. That is, you can take the Regular Membership instead of the Premium Membership.
Yes, some customers think the Premium is a touch too expensive. Of course, you only realise how much value you get in the Premium, once you're in. But sound reasoning won't
necessarily dissuade some customers. They still want the cheaper option.
So we take out the components. You get the Regular Membership. It's more economical, but it doesn't have the 12 interviews that alone are worth more than $400.
You can use the same concept. If your client wants to reduce the
price, go right ahead and reduce the price. Just make sure he knows that there's a price for reducing the price.
Next Marketing Strategies Article: Who Is Your Real Competition?