A TEST FOR YOU:

1. Is my prospective customer experiencing pain plus urgency or irrational passion? (emotional motivator)(people buy on emotion and justify with logic)
2. Is your prospect proactively looking for solutions?
3. Does your prospect have few or no perceived options? (if your prospect perceives they have lots of options then you’re dealing with completion and then you play the better price game) (created a new category, don’t compete with others always bring a new market that you can be first in)

YOUR MARKETING

Everything you do to merchandise yourself.
Give away massive value for free.
“The Justice Mechanism” (As long as I get more than 50% its fair) (we can’t stand having someone else getting the better end of the deal)
People can’t stand to see the other guy get the better deal.
Get customers and learn to keep them is the NAME OF THE GAME!
Give the customers 80 so I can get 20.
When you start giving massive value to your prospects you will start getting a lot more of them. What this does is allow you to place higher end back end products.
When you up sell during the process of buying to a higher end product, if you do a skillful job you will get a 20 percent to a 50 percent take rate. In many cases this can double or triple your total sales!!
Moving the Free Line
Switch your mindset from a one shot sale to a mindset of interested leads or prospects and then educate them to sell your products.
Most of the time a customer or a prospect is not educated about the product they want to buy. If you are trying to do a one shot sale right then and there, well then you are actually eliminating 80-90% of all good customers that may buy from you at some point. The reason being is because you’re not giving them education, training and understanding, teaching them about how to buy the thing that you are selling. Instead of saying to your customers come in and buy stuff offer something for free. Offer a free report a video, some form of massive value that will enable the free line concept.

YOUR PEOPLE

If you plan to grow a business up to the $100, 000 dollar level and beyond you will be required to have other people to help you do it. There are a lot of things to know about people but the most important thing is get the right people, not the wrong people. Brad Smart who is the author “Top Grading” did a study that 75% of all people are mis-hires which leaves 25% were the right people for the job. It costs 23 times a person’s yearly salary to hire the wrong person. The other problem is when you get someone that is the ‘C’ player which is good for only one thing, which is creating job security for them. Weaving their way into the company in a way where you cannot fire them.
What you should look for:
A driver is the type of person, the particular trait of which you always want to look for.
What is a driver?
A driver is someone who proactively looking for things to do. A driver is also someone who takes personal responsibility. Another thing about a driver is that they have a result of an outcome that they want to achieve. A driver also takes full responsibility for screw-ups and is not afraid to be accountable.
How do you find these people?
When interviewing people in the hiring process you want to ask them about other jobs that they have had. What projects they were involved in and make them tell you their stories and pay attention to the pattern. Within that pattern you will be able to discover is a driver or a ‘C’ player.

YOUR SYSTEMS

Distinguishing between work and results are one of the major problems we have in business.
“Work expands to fill the time allotted”
This means simply that if you give someone a week to do something they will have it done within the week, if you give them an hour it will take an hour.

The way we translate emotional value to tangible value is systemic?
Inability to put our own stuff aside to simulate to what we are actually doing
Stopping your own stuff and simulating someone else “the negative capability” by Keats the poet
Shut down your own beliefs your own biases your own processing long enough to run someone else’s.

You can start imagining what they’re going through knowing what they are feeling.
Start to feel what it’s like to be the other person. The emotional motivation that the person is feeling, that emotional drive is a form of currency.
“Alternate Currency” (When you think of what your customer wants as a result or a benefit of an outcome and you translate that to a currency you can use then you can go very far).
Emotional Motivators in Headlines…