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Separate the Buying Decision from the Call-to-Action
Selling feels sleazy when you ask for commitment too early On the same day, I received a party invitation and a sales pitch. One of them made me very uncomfortable, and the other did not. The sales pitch was on a used car lot. I happened to be walking by, and on a whim, I wandered in to look at some prices. Smelling a potential customer, a salesperson came over and quoted me a price. When I shrugged, he used [...]
Why You Should Attract Customers With Emotion But Close The Deal With Logic
Sell to the heart before trying to convince the mind On my third day stranded in the airport, I began to make bad decisions. The kids were hungry — again. The healthy snacks my wife prepared had run out yesterday. The food choices near the gate looked appetising, despite the behaviour problems that we know pre-packaged foods cause in the sensitive stomachs of our children. Traveling for five days with my wife and three young kids, we were bumped from [...]
Focus Your Best Marketing Into Free Presentations By Busking Out
Sell to small groups of your most qualified prospects Every time a coin landed in my guitar case, I smiled and sang, ‘Do you have a couch for me? I’m looking for a couch for free.’ In 1997 I lived as a street musician for a year. I hitchhiked across North America and survived off of the kindness of strangers. Unlike many of my fellow hobos, I had a craft: I could play the guitar. Every day, I spent a [...]
Case Studies Help Your Customers Imagine Their Future Success
Use Storytelling and Statistics to Illustrate Results When Timothy Sykes hired Neil Patel to increase his website traffic, Neil did what he was hired to do. The number of visitors from Timothy's emails to his landing pages increased by 26%. But that was not the big win. What was really interesting, Neil says, is that by using case studies in the emails he sent, Timothy's overall sales grew by 185%. The closing ratio of the traffic to the landing page [...]
Make Better Headlines With Customer Survey Responses
Let your customers write your headlines for you My sales page wasn’t converting. It was pretty, and had great testimonials. The price testing showed me it was a good offer, solving a difficult problem for a market that had money to pay. All of the ingredients were there. It seemed like a good sales page, but my conversion rate was low. I got on the phone with a few friends who were in the market for this service, and asked [...]
Interview Your Customers to Get the Best Testimonials
Don’t ask clients to do extra work to promote your business At the end of a long project, I asked my client for a testimonial. She said she would be happy to give me one. Her exact words were, “I would be honoured.” So I was surprised when she ghosted me. After a couple of weeks, nothing happened. I sent a gentle email reminder, and then another a month later. We had a great working relationship. Our paths diverged after [...]