Giving Results Before Making The Sale

Car dealerships offer test drives because they have found out that after driving a new car, the mind gets a taste of what we call Instant Gratification.

The prospect gets to enjoy what it’s like to drive a brand new car without paying for it. This rush of instant gratification plants a seed that is difficult for many people to uproot. After that test drive, people say their current vehicle starts to look and feel old. In many cases they return to trade in their old car or buy a new one.

The quicker you can get someone to experience your product, the easier it will be to persuade them to buy.

I heard of a piano salesman who would come and give his prospects a piano to keep in the home for about a week. By the time he returned to collect it, most of the homes decided to keep the piano and pay for it.

This happened because they had already gotten a taste of what it felt like to have a piano in the home. Their children were already enjoying the piano and were even considering getting lessons. All this instant gratification made it easy for the salesman to close the sale.

If his customers hadn’t gotten to experience it beforehand, it would have been a tougher sell.

 Free samples, free trials, free consultations, demonstrations and other try-before-you-buy tactics work very well.

What can you give people that will get them to experience the benefits of your product immediately?

Please comment below.

 

 

Five Psychological Triggers To Help You Influence Your Customers

What do people want?
1 Results with little or no work
2 To be told what to do
3 Convenience, Speed and Ease

Human behavior to be conscious of

1 Its emotionally unacceptable for people to blame themselves. It’s usually someone or something else’s fault like the government, their past, their employees, their industry or that no one else does things this way.

2 They are selfish and always looking out for benefits and self-preservation. Eg First thought is what’s in it for me

3 Fear makes them care about what others think of them. Many would act differently if they could be themselves or do something without anyone ever finding out. It’s partly the reason why bold entrepreneur succeed without adding any extra skill. Eg Celebs and all high profile scandals either lie to deceive or to save face, investors have fear of missing out

4 It’s difficult for them to go somewhere they haven’t seen themselves go or someone else.

5 Many people are driven by insufficiency. Eg The “I’ve got to have that to be complete syndrome” that makes people buy things they don’t need and compare themselves to people they see online or in the media.

Please comment below.

GS Question:What to do if your staff is trying to extort you for more equity.

Question:

I run a business with less than 20 employees. Two of my top staff who have been with me for 4 years want more equity or they are threatening to leave and start a competing business. I don’t want them to leave but I’m not sure if giving each of them 30% of the equity is reasonable.

What should I do?

Answer:

I can’t answer accurately until I know the full story since there is more to this than you have explained.

Here is my suggestion, take it with a pinch of salt since I’m not your certified advisor.

1. Decide if the value they bring to the business is equal to the equity they are asking for. If not, let them go.

If they are that valuable, then you should have given them that equity a long time ago.

2. Be careful about HOW you do this.

If the rest of your team sees this as weakness, others may demand for more equity as well.

Firing 1:I got fired sometime ago and the boss simply called me into the conference room at around 11a.m. He said “I’d like us to divorce our work relationship but I want us to remain friends. Please leave your work laptop. We will pay you for the rest of the month.”

Firing 2:The next time I got fired, it was a partnership of sorts. The person I was working with simply sent me an email. He talked about how we didn’t have the same vision and that he had even spoken to his father about it etc. In that instance he immediately cut off my salary. lol

Both experiences weren’t great but at least it made me respect the first CEO more for having the boldness to tell me to my face.

3. Consider Loyalty

This reminds me of a story from Felix Dennis’ book, How To Get Rich.

His version is a tad harsh but he has some interesting thoughts on the subject you asked about. 

He had a similar experience and I’ll share it below.

Personally I don’t approve of blackmail so if their loyalty is purely based on money then we shouldn’t be working together.

Loyalty is worth more than equity. People who do not share the same vision as you do probably shouldn’t be working in your company.

Last thoughts:

Think about their value to you if they stay and if they were to leave. That will help you make a wise decision.

Email me at jeff@growingstartup.com if you have any more questions about attracting customers, making sales or how to influence people.

Felix Dennis’ account:

Years ago, in the early days of my company, four of my colleagues got
together and had a long talk, I assume in a pub, although I cannot be sure
of that. One was a senior manager, one was a publisher, one was a designer
and the other an editor. Together, they hatched a small conspiracy. Knowing
how important they were to my little company, they confronted me and
demanded a share. They bearded the lion in his lair.

They were polite and civilised about it. They pointed out that I owned
100 per cent of the company and could easily afford to share out, say, 20 per
cent between them. It wouldn’t cost me anything and it was only fair. Those
were the words they used. They were working just as many hours (10–12
hours on a good day) as I was and they were committed to making the
company a huge success. They were even willing to discuss a slight reduction
in their salaries in return.

In addition, they went on, I should remember that such a ‘dispersal’ (I
remember they actually used that word, too) would incentivise them mightily.
Such a gesture would never be forgotten. And my remaining 80 per cent
of the company would ensure that I was still the boss.

However, should I not ‘disperse’ these shares among them, they
intended to leave. And leave immediately, virtually without notice. They
would have no option but to do so, although they didn’t want to.

The company would suffer dreadfully — and might even fail altogether.
They had already agreed the name of their new company, in case I wouldn’t
play ball, and had even registered it. They would set up as rivals. They were
serious and they meant business. All of this unpleasantness could be avoided
if I would just hand over a pitiful 20 per cent to them, perhaps based on
future performance?

Both as friends and colleagues, they earnestly advised me to consider
their demands dispassionately and honestly. In my heart, they argued, I knew
they were right. It was only fair.

I fired them on the spot. Or they walked away. I can’t remember which
– it didn’t matter then and it doesn’t matter now. What mattered is that I
held on to every single share in my company. I would run the entire bloody
company myself, write the articles, design the pages, answer the phone and
sell the ads if I had to. But I would not part with a single, solitary share. Not
for love. Nor for fairness. Not for loyalty. Not for anything. And certainly not
for moral blackmail.

They set up their new company. They launched their magazine. Either it
folded or they gave it away, I don’t remember now. Two of them came back
to work for me. There were no recriminations. I am on friendly terms with all
four of them to this day. Not one of them ever got rich. Nor ever will, I
guess.

I didn’t blame them, by the way. I would have tried the same stunt
myself if the positions had been reversed. But if I had tried it, I would have
made a damn sight more certain of its success.

‘Why doth treason never prosper? For shouldst thou fail, thou must
hang. And if it doth succeed, why, ’twas never treason!’
Over the next thirty years, I estimate that their suggested 20 per cent,
had I handed it over, would have earned those four gentlemen around
$80,000,000 — say it again — eighty million dollars, in current asset value and
past dividends. This is the problem with sharing ownership. The laws of
simple mathematics are relentless and obdurate.

Words are an asset class

I was interviewed recently and the question was “what helped you grow your business?”

My response was —
I learnt how to use words to my advantage. To pack them with value and deliver it to prospects and customers.

You see, people don’t really buy products or services.They buy the words that they are told or the words they tell themselves.

Learning how to use words will pay any business owner more dividends than investing in any other asset class. Remember, words rule the world.

It’s not usually the best politician who wins the election or the best employee who gets the promotion. It’s the one who knows how to use words that wins.

Read more value packed words here

Thinking Differently Versus Thinking Different Thoughts

thinking differently versus thinking diff thoughts

The client was in the financial services sector.

I answered to the CEO of the company that had been given the contract and after what seemed like hours, we both realized the solution required more than creating awareness.

The problem was that there was no system to capture and qualify leads on the client’s website.

Even if they received a million visitors a day, they had no system to qualify which of those people were a good fit for their business.

Now here is the other problem…

The project was defined as an Awareness project so any suggestions I made about systems and fixing the client’s website seemed “out of scope”.

The person who hired me had other ideas. He had different thoughts but he wasn’t thinking to think differently.

They would have to invest in a system to generate leads on their website.

Some of the best ideas come from thinking differently.

Are you asking what the difference is?

Thinking differently starts with a clean slate and asks “what do we need to achieve here?”

“If money, resources, bureaucracy, time, other people etc were not constraints, what solution would we come up with?”

Thinking different is what turns a simple web app into the biggest media company in the world.

It’s what turns helps an ad agency come with up effective solutions that requires no media spend.

In fact the individual who thinks differently meets a wall and says “everyone is trying to climb it…I’d rather fly over it.”

This individual knows the customer is looking to be fulfilled.

She understands that the customer wants to know what’s going on in her world and if she can get that info from the Explore section of Instagram or Snapchat then so be it.

She knows thinking differently is not the same as thinking different thoughts.

What does your business need to do for your customers that would require thinking differently?

Share in the comments below.

You’ve started your business, here is how to get your first customers

started a freelance business

Let me help you. I once founded and run a successful branding and design firm before I started consulting.

  1. Determine who your ideal client is–are you targeting small businesses in the healthcare space, online bloggers or perhaps dentists who are over 40 years old and live in a single family home?
  2. Decide on what your deliverable will be—are you creating a website with 5 pages, cms and design package for $10,000?

    Are you offering a logo design package that includes a letterhead and business card template for $1000? You need to have a package so you never have to get paid by the hour.

  3. Make a list of people you can help and reach out to them directly either through email, phone or face to face.

    When I started out, I got my first client by walking into the restaurant and asking for the manager. I pitched her my services and made my first $2500(I only got paid $2000, she never paid the rest. lol)

  4. Find out a complementary service provider who can attach your services to hers. The bigger that businesses’ reach, the better it is for you.

    For eg.You could contact the biggest printers and graphic designers in your city and have a joint venture agreement with them where you both promote each others services. You can give them a percentage of your profits in order to get leads.

  5. Create content that your clients would like to see and drive Facebook ads to it.

I’d recommend picking up David Ogilvy’s Ogilvy on Advertising book. You’ll be fine.

The Reality Of The Limitless Life

limitless life of christian business

What’s more impressive? Being able to outrun men in an Olympic contest or being able to outrun the fastest horses for miles.

  • What’s more remarkable? Being able to deliver vaccines to one thousand sick people or speaking words in a crusade and 1000 people receiving healing instantly?
  • Would you prefer to buy truckloads of food for the hungry or to be able to feed over 10,000 men, women and children in mere minutes without spending money?

Do you see where I’m going with this?

I’m comparing the natural human feats we see celebrated today with examples of what divine ability can do.

As children of God we have abilities that are largely untapped.

2 chronicles 9:22–23 says Solomon was richer and wiser than all (not some) the kings of the earth. All(not some) sought his presence to hear him speak.

  • This means there wasn’t a king on earth who had more wealth or problem solving ability than Solomon did.
  • There wasn’t an expense he couldn’t pay for or a problem that was outside his scope of ability.
  • Whether you wanted to know the best way to build a ship, plan a city or cure a diseases, Solomon could tell you exactly how to do that.

How?

Divine ability

How do we use this limitless ability?

By acting on the Word and daring the impossible.

Jesus Christ told us that we are now greater than Solomon.

He also told us that we would do even greater things than He did.

We have seen modern day examples of miraculous feats by believers but not enough because as a family, we have been taught to think like natural men.

We have accepted their limits and talked, acted and lived like them.

2 Peter 1:4 says we have the nature of God now.

What does that mean?

Let’s compare the nature of a Toyota Corolla to the nature of a Hennessey Venom Gt or a Bugatti Veyron Super Sport. No one would even bother racing a regular sedan with a sports car because the abilities would be unmatched.

That’s what happened to us after we received Zoe(the life and nature of God). It was like putting the engine of a sports car into the shell of a sedan. Before we may have been able to get from 0 to 100 in 60 seconds but now we can do the same in a mere 3 seconds.

It would be nice to be the fastest athlete in the world but we have something better.

We have the divine ability to get results in record time.

  • It may take others months to receive their first 1 million customers but it can happen for you in a day.
  • It may take decades for others to see $100 billion in profits but it can happen for you in a day.
  • Imagine starting a business today and having 90% market share in 30 days. Can you do that?
  • Imagine coming up with a cure that can wipe out a killer disease in a week. Is that beyond the ability of God in you?

Many quote Philippians 4:13 and say they can do all things through Christ’s ability but they don’t believe what I just said.

You know why?

They want to see an example first. They forget that the Bible says we don’t walk by what we see but purely by faith in the Word of God.

Why quote the scripture that says all things are possible to the believer and yet deny your ability to do the impossible?

How do we use this limitless ability?

By acting on the Word and daring the impossible.

The reason many Christians haven’t seen spectacular feats in their lives is because they listen to people who aren’t familiar with the limitless ability of Jesus Christ.

While some believe they can receive complete healing today by faith, others believe it will take a year.

It’s really as simple as hearing words of faith and acting on them.

I had the ability to lay hands on a sick person and have them healed for years but until I heard Pastor Chris Oyakhilome and Kenneth E Hagin explain it, I lived in darkness.

I had the name and authority of Jesus to cause whatever changes I wanted in my life but until I read E.W Kenyon’s books I just lived like everyone else.

Let’s hear and act on the Word.

The trick of the devil is to make you think you lack some ability, revelation or sufficiency.

The Bible says we are complete in Christ and that He’s our sufficiency.

Welcome to the limitless life. There is nothing outside the realm of your ability in Christ.

Read more of the Christian business series at medium.com/Jeffreymanu

How Todd Combs Read His Way Into A Job With Warren Buffett

todd combs warren buffett read growingstartup books

He was among 165 students in a Columbia University investing class.

Combs didn’t meet Buffett that day but says, “I still remember it like it was yesterday.”

One of the students asked what he could do now to prepare for an investing career. Buffett thought for a few seconds and then reached for the stack of reports, trade publications and other papers he had brought with him.

“Read 500 pages like this every day,” said Buffett, or words to that effect. “That’s how knowledge works. It builds up, like compound interest. All of you can do it, but I guarantee not many of you will do it.”

Remarkably, Combs began doing just that, keeping track of how many pages and what he read each day. Eventually finding and reading productive material became second nature, a habit. As he began his investing career, he would read even more, hitting 600, 750, even 1,000 pages a day.

Combs discovered that Buffett’s formula worked, giving him more knowledge that helped him with what became his primary job — seeking the truth about potential investments.

After graduating, Combs worked as a bank regulator and in the pricing department of Progressive Insurance and, five years later, he began running Castle Point Capital, a private investment fund in Greenwich, Conn., where he lived.

His road to Omaha began when he met a money manager from Australia who was going to California to see Charlie Munger, vice chairman of Berkshire and a confidant of Buffett’s. Combs remembers thinking, “I’d like to meet Charlie some day.”

Not long afterward, Combs was headed to California and called Munger’s office, figuring it was “pretty unlikely” that he would get to see Munger.

To his surprise, Munger offered to meet him at the California Club for breakfast. “I was terrified,” Combs said. He had attended two of Berkshire’s annual shareholder meetings in Omaha and knew that Munger often gave blunt assessments of people and businesses.

“But we really hit it off,” Combs said. “He’s the most warm, gentle man.”

The two talked for hours, and Munger offered to get together again. Combs quickly arranged to return to California. Eventually, Munger told him, “I really think Warren would like to meet you.”

http://www.growingstartup.com/the-methods-i-use-to-read-a-300-page-book-in-2-hours-without-speed-reading/

Combs, of course, needed no persuasion and, in the fall of 2010, he was invited to Buffett’s office. He arrived at 10 a.m., met people and talked, went with Buffett for a two-hour lunch at Piccolo’s restaurant and returned to the office.

“We just talked and talked and talked,” Combs said. “I’ll never forget it. It doesn’t take a rocket scientist to know you’ve met someone very special. It’s really hard to describe.”

Eventually, Buffett began talking about his plan to hire a money manager. Combs — this is true, he insists — started thinking about another person he could recommend. But Buffett had another idea.

“He said, ‘Well, I think we’re kind of thinking of you.’ Flabbergasted would be an understatement,” Combs said.

As the stunned Combs listened, Buffett talked about compensation and suggested they both think about the offer. Combs returned home and talked with his wife, April, about the job and Omaha, then accepted Buffett’s offer.

Source:

The Method I Use To Read A 300 Page Book in 2 Hours Without Speed Reading.

Generating leads by taking away the risk from a transaction

Find out how Michael Bloomberg built a private billion dollar business using this simple strategy.

The principle is:
1. Whenever you meet someone in a transaction,
there’s always the factor of risk.
2. It’s your job to recognize it and take as much of it
out of the way as possible
3. The less risky the transaction is to your customers,
the more likely they will buy from you.

Learn how to attract customers and build a solid business with recurring profits.
Builders And Thinkers series hosted by Jeffrey Manu for Growingstartup.com

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