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In this week’s business tips:
00:07 – Creating a strong routine with success habits
00:31 – Habits require less will power
00:39 – Incorporating stories into your sales material
01:15 – Paying attention to your ‘self talk’
01:47 – The way you think dictates what you get
01:54 – “Who this is for, who this is not for”
02:26 – Using high prices to contrast low pricing
02:58 – What result do you want?
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James Schramko here with a business news update coming to you from Italy.
How do you get stuff done?
One of my students had a 45% increase on his month last month. Because he’s in SilverCircle, my observation is this. He has a routine and he has habits. So when we actually talk about new things each week, he’s able to put it into his workflow and get it done.
Same way that these videos happen because it’s in my routine and it’s a habit. So create a success habit that makes it really easy for you. That way you don’t need to use up a lot of will power, it’s just automatic.
Make presentations more interesting with stories
I went to an event recently and I watched some speakers present and their material was okay but the thing that was most interesting is when the question and answer section came. That’s when the stories came out. I can’t help but think that if they put the stories into their presentation, then the presentation would’ve been far more dynamic and compelling.
Remember to use story telling in your business. Put it on your website. Use it in videos and if you ever present to a group of people which is a really powerful way to get your message across, put the stories into the presentation and don’t wait for the question and answer section.
Be mindful of the words we tell ourselves.
Each week on coaching calls I hear people say things like, “Oh, I can’t do that” or “I’m not good at that.” That’s words coming out of your mouth and into your ears and you’re telling yourself that you can’t do that. It’s really important to catch yourself in that process and reword. Phrase things in a better way like, “I’m still learning this” or “I’ve yet to be an expert at this but I’m sure I can be soon.”
Just think about things in a more positive and proactive way. I’m pretty certain that the way that we say things dictates the results we get. Our language patterns are super important.
Here’s a nice easy sales copy technique that you can use in your messaging.
Talk about who your product is for and who your product is not for. That will help you qualify the people that you’re dealing with. It will get rid of time wasters, people who aren’t going to put in energy, or are unlikely to see success with your programs or your services.
And it will attract and compel the people who are just right for it because they’ll recognize it. They’ll resonate with your message. It’s a real easy thing to add. Who is this for, who is this not for.
When you want to sell something, use the lure of contrast.
Put the high price and then mention the ultimate price if you’re going to do price stacking or price differentiation. You want to build up your solution to seem very expensive and then get to the real price.
This works really well in presentations, sales copy and in any presales literature. The prospect really should feel as though your service is perfect and they’re even prepared to pay the high price. They’ll be delighted when they find out that it’s even not that high.
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Dave Newgass says
Great advice especially the fact about being mindful of what we tell ourselves. It’s true that if you tell yourself you can’t do something, you have already failed.
Thanks for the sales copy tip. Simple and effective…..maybe I should start reading some phycology books because it seems as though that style of selling is from that playbook.
I particulary liked the end shot where it pans down and catches your notes and flip flops with a bit of laughter from who I have to assume is your wife.
I was wondering if you carried a flipout white board and that answers that question.
Are you learning any ‘coffee tricks’ in Italy?
Have some fun mate!
James Schramko says
this was my daughter holding the camera today. They take turns. My best coffee trick so far is how to order a double espresso
Regarding routine and habit. Exactly what I wrote about in this post: http://successwise.com/the-science-of-goal-management
Setting goals without the accompanying change in DAILY routine is a waste of time. That’s goal wishing not goal setting.
James Schramko says
James, love your video tips. Didn’t quite understand the “Using high prices to contrast low pricing” explanation.
James Schramko says
Craig, when you lead a high price point and refer your conversation around that price then later on a lower price point seems lower by comparison. There is an experiment you can do to demonstrate this. Put one of your hands in a bucket of hot/warm water and the other hand in a bucket iced water. Now put them both in a bucket of room temperature water. They will feel different.