Is Your CTA Literal Or Irresistible?
A call to action isn't just a button; it's an invitation to a journey. Make it irresistible. Hint at the adventure you will take together. The amazing sights they will see. The incredible powers they will gain by exploring the deep dark jungles of the human mind. That works great! You know what doesn't work? […]
READ MORELogic Bows At The Feet Of Emotion
Trade secret: Emotion drives action. Logic justifies it. Use both in your work. Even if you are the most logical person on the planet, you are still going to make the choice that feels right and then paper over that emotion with a mountain of "reasonable" justifications for why it's the right choice. I see […]
READ MOREWhy Are You In Control?
"The person asking the questions is in control." You'll see this quote all the time in the sales world, but I still haven't heard a solid explanation for why. The Sales Guru Of The Week just repeats it because the Sales Guru Of Last Week that he stole it from heard it somewhere else too, […]
READ MOREConsistency Of Message
Every post is a pitch. Know what you're selling: ideas, products, or dreams. When it comes to "content marketing" everything you're sharing is one more snowflake that (should) add up to an avalanche of business. Unfortunately most people who struggle with posting are coming at it from the wrong angle. They're sharing too much personal […]
READ MOREThe Secret Pitfall Of Answering Objections
Read any book about sales, and you'll see a lot of ink devoted to answering objections. But they're missing the mark. Every question is the result of a concern that your prospect has about your product / service. They may not know how to voice it exactly, so they do what they know how to […]
READ MOREThis Ailment Is Killing Your Business
If you're a solopreneur, freelancer, creative, business owner, or sales person for any of the above then you might have a case of "Discountitis." Most businesses have it, and they don't understand just how bad the situation is. Discountitis tells your clients that you don't know your business. If you did, then why are you […]
READ MOREChild-Like Sense Of Wonder
In the magic world, there's a common refrain that the highest aim is sharing their child-like sense of wonder. But, you know what? I have a daughter who is almost 2 years old. She's amazed that peanut butter sticks to her hand. She loses her damn mind at the sight of a particularly large bubble. […]
READ MOREMind Blowing Branding
Branding isn't just about logos. It's about making your mark in minds. Creating unforgettable experiences. Establishing life-long associations so that your customer will ALWAYS think of YOU when they hear a particular phrase or see a particular image or remember a particular place. 99% of the corporate world is stuck in a 1960's Mad Men […]
READ MORENotice What's Missing?
I was curious, so I asked Google: What is the best way to get the most out of my next trade show booth / exhibit? And this was the AI-generated list that I got. It has VR experiences, games, good booth design, and a lot of other elements. But the absolute number one BEST strategy […]
READ MOREPersuasive Sales
Sales psychology tip: People don't buy products, they buy better versions of themselves. I originally saw this graphic and it nailed the concept. This is why I say start at the end and work your way backwards. What's the ideal outcome? Who do they want to be? What do they want to do? What aren't […]
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