Using “Price” as a Tool to Sell More Offline Services, Coaching Services, Etc

This works for any big ticket item you are selling one-on-one. For example, maybe you sell SEO services to brick and mortar business. Or perhaps you sell coaching over the phone to people who got a free 20 minute session with you.

This works in print as well, but it works even better when you’re actually talking to the person.

Let’s say you sell list building systems to local businesses. You’ve sat down with them, explained exactly what you can do for them and they’re excited. “How much do you charge?” they want to know.

Let’s say you charge $1,000 a month for the service. Tell them you normally charge $2,000, and explain why your service is a tremendous deal at that price. Then tell them that if they will allow you to use them as a case study, you will knock that price in half.

Here’s the beauty of this system:

First, you’ve already primed them for a higher price, so when you offer the lower price, they’re actually relieved and much more likely to say yes.

Second, in the back of their mind they’re thinking, “If s/he is using my business as a case study, that means s/he’s going to work extra hard to get good results.” Which makes perfect sense, because you wouldn’t want a case study that failed.

Third, you can use these case studies to bring in new clients. For example, let’s say you performed a service for a plumber. Now you can contact plumbers in other cities and show them the exact results you achieved in that first plumbing business. When they see these specific results, they are much more likely to sign on.

The same goes for any other service you provide to local businesses, professionals, coaching clients, etc.

Show them your ‘regular’ price, then offer the option of getting a reduced price in exchange for allowing you to use them as a case study.

One caveat: In the case of personal coaching (versus business coaching) you might want to change their name in your case study to protect your client’s privacy.

Can you make A Million Dollars in the next 12 months?

Not an easy task, but it’s certainly possible.

And if you only do 1/10th as good, that’s still

$100,000.

First, before anything else is even considered, you need to find yourself a very important reason WHY you want to make a million dollars in 12 months.

The stronger your reason, and the more often you play out that reason in your head, the better your odds of achieving your goal, regardless of which method you choose.

Now then:

Method 1: The Chris Sacca Method

Chris initially became a millionaire by leveraging

$10-20 thousand dollars into 12 million dollars by taking advantage of a flaw used by online trading brokers.

When the market crashed, Sacca found himself

$4 million in debt. He negotiated to have it reduced, and then paid off the balance in no time.

So how did he earn his next millions? That’s the method we’ll cover here.

Of course, if you do happen to find a flaw in online trading software that you can take advantage of, terrific. Otherwise, you might try copying Chris’ second method:

Sacca created a fake company, complete with a great looking website and business cards.

Frankly, your company doesn’t have to be fake, it can simply be new. Make sure you choose an impressive sounding name like the Sadlias Group.

Now get tickets to every networking event in your field. Go to these events and network like crazy, making contacts with entrepreneurs.

Look for people who want to change the world, and find ways to help them make that change.

Introduce yourself and – get this – offer to help them out for free.

That’s right, for free. Do you want to stand apart from everyone else at that event? Do you want them to remember you, contact you and work with you? Offer to help them for free.

Using this method, Sacca became one of

Twitter’s first four investors.

Even if this method doesn’t make a million in a year, it will make your life interesting, exciting and highly relevant. You’ll find outstanding mentors to help you along.

And you’ll make contact with investors who can back you when you decide to start your company for real.

Take notes along the way, so when you do make your first millions, you can write your tell-all book letting people know the inside story of how you did it.

 

Method 2: Day Trading

This is a great way to make money fast. And it’s

an even better method to lose money even faster.

You’ve got to be good. You’ve got to know what you’re doing. And you’ve got to leave all emotion and ‘gut instinct’ behind as you follow proven, trusted methods that work.

Frankly, it can take you 2-3 years of daily practice just to get good at this.

Then again, you might have the capability to make a million in the first year. It is completely possible, just not highly likely.

If you choose this method, invest in the best education and hundreds of hours of practice trading.

Your best shot: Start with $10,000, margin it to

$30,000, and find 180 trades that will return 2% or more in 1 to 2 days.

Easy? No. Doable? Possibly.

Method 3: Sales Funnel

Build the best sales funnel you can – everything from a free product to get subscribers onto your list, to a $10,000 product you sell to your best customers and everything in between.

Think about this: To earn a million dollars, you

can sell any of the following:

  • 1,000,000 products for $1 apiece
  • 100,000 products for $10 apiece
  • 10,000 product3 for $100 apiece
  • 1,000 products for $1,000 apiece
  • 100 products for $10,000 apiece
  • 10 products for $100,000 apiece
  • 1 product for $1,000,000

Look at Dollar Shave Club and you’ll see they’ve chosen the first option on this list – selling a $1 product to millions of guys.

But if you have an effective sales funnel, you can take those $1 customers and upsell them to your $10 offer, your $100 offer and so forth.

Once you start selling $1000 products, it no longer takes massive sales to reach that magical million dollar mark.

Things to remember – focus more on what people

WANT than what they need.

Sell them the way they want to be sold.

Make the entire experience fun and easy for the customer.

Whenever possible, find ways to make your messages go viral, even if there is no immediate pay off.

Your primary goal is to get as many qualified people onto your list as possible.

Your next goal is to move them up the sales funnel by always giving them great value for the money.

Do these two things and your final goal of making a million will take care of itself.

Method 4: Sales

If you’re already good at sales, or you can acquire sales skills fast enough, AND you have the right product to sell, then you can make a million dollars in a year.

Obviously you want to sell very high ticket items with lots of commission. And of course already having a sales background will be a tremendous help, if not a necessity.

If you want to take this route and you’re willing to wait two years, it becomes much more likely you will succeed.

Spend the first year becoming great at sales. Study sales techniques, get a great mentor, work in sales 10-12 hours a day.

And during your first year, find out what kinds of products pay the most in commissions. Make contacts in those industries and get yourself a job where you can make the most money.

Then spend your second year making that money.

It will take plenty of hard work, but it will be worth it.

Method 5 – ??

These first four methods should get you thinking.

And maybe, just maybe you’re got an even better idea.

Like creating the next social network, winning the lottery, doing one million dollar deal… there are plenty of ways to make lots of money.

The trick is to pick the one that works for you, and then work it tenaciously until you succeed.

If Your Businesses Needed A Sale By Tomorrow, What Would You Do?

One of the most practical, helpful exercises to many would-be entrepreneurs is to force themselves into a fight or die scenario in which they’re forced to find the first customer(s) for their product.

If perhaps you’re beyond this stage, you probably still wouldn’t mind growing quicker, which necessitates you to get creative and perhaps further develop some of the same skillsets.

So, if you had to make a sale tomorrow, or had to make 10 sales tomorrow, how would you do it? Here are just a few of the ways you may (or may not) think to utilize to grab attention and conversations.

The cold email. Cold emailing is a lost art. That might have seemed like a humorous thing to say when the technology was just emerging 20 years ago, but email marketing has been overused to the point where spam filters can barely even keep up anymore.

Today, effective cold emailing requires research and prospecting to make sure that you can tell a relevant story, and can do so to a large number of people. That said, it’s a numbers game that most people realistically just don’t want to put the effort into. If you email 100 people with a personalized outreach, you will make a sale. But that takes time, and work.

The Instagram approach. Thought Instagram was just for fitness gurus and underwear selfies? Guess again! Instagram is a hotbed for influencers because of the ease with which people can follow each other and interact.

This creates a massive opportunity to find the perfect influencer in your market and give them a small sum of money in order to recommend your product in their posts. The recommendation from a known idol is worth its weight in gold, and you’d be surprised how quickly this method can pay off with a few quick sales from as little as one post on the platform.

The local face to face. There’s no better way to sell to someone that face to face. It’s why door-to-door salesman still exist, and it’s why physical stores still outsell online retailers in America (or, at least, part of the reason!). If you need to make a sale today, the best thing you can do is head to local acquaintances, businesses, and venues where you can find a relevant audience, and start talking to them. It’s harder to say no in person, and you get invaluable insight into how people react to different phrases and propositions that are lost when someone simply reads a line of copy on a website and bounces away.

Sometimes, it can help to remember what you need to do to survive, even if the need isn’t yet pressing, in order to make sure you never come up against the feeling for real.

The ‘Weird’ Startup Investment Game You Need To Stop Playing

In the United States, we elect a president every 4 years. One candidate can serve two terms, for a maximum total of 8 years in office. Now, around two-three years through any given president’s first term, a common trend prevails: Legislative agendas generally become less ambitious, previously polarizing views are swapped out for those that are more middle of the road, and messages which were previously more laden with detail and precise figures degrade once again into campaign-esque rhetoric.

What the heck is happening? In short, another election cycle will soon be upon these presidents, and they need to start thinking more about getting re-elected than continuing to push through any work their currently tied up in.

The exact same phenomenon happens with startup founders, except that their term is a burn rate runway, and their election campaign is a quest for further financing. If you find yourself heading up a grand idea, and it turns into a company, the way of business these days is, ironically, not very business-like at all. In fact, instead of focusing on profit margins and costs of operation, most founders are focused on obscure and multi measurable metrics like ‘growth’ and the like, aimed at figuring out they can make the numbers, any numbers, impressive enough to secure another round of funding.

If you find yourself in this exact scenario with a company that you’re heading up, it’s important that you know that, for the rainmakers who founded the biggest, most disruptive companies in the world, these thoughts never even crossed their mind. Indeed, there has recently been a reversal, in which instead of achieving something great in order to secure wealth, people are working on the premise of securing wealth in order to achieve something great. Forgive the cliché, but did Zuckerberg start his ‘The Facebook’ website in his dorm room in hopes of securing millions of dollars from Sequoia Capital? Hell no!

Founders these days who want to not find themselves with a valueless company in three years’ time, need to get comfortable with the idea that they are still running a business, they still need to act and make decisions based on the premise that if they are not profitable very, very soon, they’re out. Most startups fail. Of those that don’t fail, the vast majority will be steady, sustainable businesses that can catapult their founders into the upper middleclass, but they won’t be Facebook, they won’t be Snapchat. And they won’t be a household name.

And that’s OK.

The narrative that everyone has to be a tech founder that turns the market upside down is overhyped and, ironically, not the path to its own realization for most tech world heroes. Instead, the most common path to greatness is a stellar work ethic, a mental resilience to discouragement, and a passion and drive that’s the stuff of legends. So the next time you see that some Silicon Valley hotshot just closed a $200 million C-series, just remember that there is more than one path to greatness.

Three Emotional Triggers to Drive Sales with Words

The reasons we buy things vary greatly from person to person. For one, the need to fix a leaky roof might be the most immediate need in their life.

To another, a new flat screen TV may seem like a necessary update to keep up with all that the entertainment world has to offer. While the motivations behind specific purchases do seem vastly different, many of the most important buying motivators can be boiled down to a few needs and emotions. Today, we’re going to take a look three different universal purchase motivation factors that you can use to enhance any part of your sales funnel. Traditionally, these triggers have resided solidly in the copywriting world, but keeping them in mind when creating all kinds of marketing materials, when designing your sales funnel, and more can be a great way to implement these triggers above and beyond the standard sales letter.

The Need for Shelter & Comfort: There are few things that motivate people more than an uncomfortable or uncertain living situation. A great example of this is the seemingly miracle stories of internet marketers who may have been homeless or couchsurfing when they started out, doing whatever they could on their local library’s internet to make ends meet.

If your product solves a problem within this niche, you’ve already got some of your work done for you, because you’ve essentially got automatic demand. That said, if you can work into your copy and funnel that your product can improve living conditions or comfort, you can tap into this trigger as well from other markets.

The Need For Love and Companionship: Let’s be honest, no one is surprised by this one! With the amount of ‘get your ex back!’ and ‘seduction’ products out there, it’s pretty clear that romantic prowess and success are important to most people.

This issue has only been exacerbated by modern dating apps and sites (Tinder, etc.) which focus almost exclusively on looks and nothing else.

Many people feel slighted, and like they won’t be able to perform well on these platforms, making this trigger even more potent than ever.

Think about how you can suggest that your product, training, course, etc., whatever it is, can help people to increase their romantic value.

Many products that don’t even directly sell dating advice can still have strong tie-ins. For example, products on public speaking can be marketed as products that help boost confidence in most any social situations, not just speeches, which can translate into a more confident dater.

Financial Success: People love to make money. Money makes the world go ’round. Whatever other cliches you want to drop here. Whether they admit it or not, most people have a large monetary motivation, and helping someone get ahead in this way is a major conversionary selling point.

Again, this motivator is not only tied to products geared toward ‘making money’, but it can also be used with educational products that increase earning potential, lifestyle products that increased perceived wealth, and more.

The bottom line: Any time you’re creating communications, you should be putting yourself in your customers’ shoes and hitting them where it, um, ‘motivates’ most.

If you can work these emotional triggers into your product’s hook then you’re in good shape!

What is Your Return?

If you’re in business, you undoubtedly know what the term ROI means, right?

Return on Investment

That means how much money did you make in comparison with how much you spent?

What does that have to do with List Building? A lot, actually. List building, just as any other facet of good marketing includes an ROI component.

For instance, what are your expenditures for list building?

How much do you spend for your autoresponder service?

How much do you spend for co-registration?

How much do you spend for advertising?

All of these expenses have to be added together so that you can actually see what your monthly list building expenses are.

So, let’s say you spend $19.95 a month for your autoresponder. Some are less, but we’ll just use this number for an example.

And let’s say that co-registration costs you $97 a month, right?

Plus, there’s advertising your squeeze page, aside from the co-reg service, which may include pay-per-click, ezine advertising, and any other method that you pay to use. Each of these is a monthly expense. Let’s just say that you have a $100 a month budget for advertising. OK.

That’s $216.95.

Now, let’s talk about the products you’re selling. How much is your income from each sale? It can be your own product or someone else’s. How much will you earn every time there’s a sale?

Let’s say you’re selling a $97 product ad making a $47 commission each time. How many units would you have to sell to get your money back? It comes down to 4.61, so let’s say 5. You’d have to make 5 sales just to break even. Can you do that? Will that product make 5 sales for you each and every month?

But you still haven’t made any money, right? You’re just paying the bills.

To make any money, you have to sell 6 units. If you can do that, your ROI has just become 21%. Not bad. The bank won’t pay you that much if you sock it away and don’t look at it. So, if you have a product that works, you’ll probably do OK.

This won’t be true in the beginning because it takes a little time for your list to grow and for people to get to know you. If they trust you and like you, they’ll buy from you, and you’ll only sell them valuable stuff, so that’s a good exchange. But think of them as “future” investments.

The people on your list may not buy immediately. In fact, some will never buy at all. But those few that do buy may buy more in the future, and new people keep coming in and some of them buy. Eventually your income is rolling. That’s probably when you should sit down and evaluate your ROI.

If you’re not happy with the outcome, something needs changing. Find cheaper services or a product that’s easier to sell or that make more money per sale. Just make changes one thing at a time. Otherwise, you won’t know which one made the difference.

Killer Offers to Boost Response

What’s a killer offer?

It’s something that people can’t resist. Something that they’re so absorbed in already that they can’t wait to click the button and take you up on whatever it is you’re offering. It’s your income.

So, how do you make that kind of offer?

Look at the body of your messages. Are they interesting? Do you give out any kind of information? Are you helping the people on your list?

If not, you should be. You should be solving some kind of problem that most of the people in your niche have at one time or another. Let’s look at ADD, for instance, which is something else I’m involved in. People with ADD have a hard time getting things organized sometimes. What if I solved their problem by telling them how I solved my own? What if a piece of software that I use is really, really great, and it solved my organizational problems, so I tell them a story about me, and then, I tell them how I solved the problem, right?

So, then what’s your offer? That piece of software, right? I mean, if that software works for me and the people on my list liked my story enough to read through it, don’t you think they would want that software, too? Nothing is better than viral advertising, when one person tells another person about something. If the people on my ADD list trust me, they’re going to want that software, too. I’m telling them how to solve their problem, and offering a tool to do it with. That’s a good offer.

Or, what if you’re on my list, and I send you information about submitting articles to send traffic and links to your site and how it’s a great way of getting free traffic. And what if I did it so well, that you were really hot to start writing and submitting articles. If I offered you a product that did this automatically for you, would you be interested in it? You probably would.

That’s the key. Get your audience excited about solving some problem, and then provide the means to do it. It’s pretty simple, actually. If you want a responsive audience, that’s what needs to happen. People won’t stay on your list if they don’t get something from doing that. If you send out a broadcast message and at the end of it, you’re pitching a seminar or a product, you still need to tell them a good story that shows them how a problem was solved.

Make one up!

I mean, don’t use false data or facts about important things, but how important is it that you didn’t have an Uncle Fred? Details like that are just storytelling. What needs to be true are the facts about what you want to sell. You must have tried whatever the product is and it has to work well. Don’t give false stats or testimonials. Be completely honest and above board in everything you do, but a bit of good old-fashioned storytelling really draws people into your messages.

This is it, how it works: If you give people a solution to a problem they’re having and provide a product that furthers that solution, you’ll make as much money as you want to make and more.

3 Biggest Benefits of Using JVZoo

JVZoo is a website like ClickBank that makes it easy for marketers and publishers alike to take advantage of affiliate programs. Whether you choose JVZoo or another options like ClickBank, this is a fantastic way to make a huge profit and to drastically increase your sales. Read on to find out three of the biggest reasons why.

Benefit One: You Make More Sales

From the point of view of a publisher, this means that you can create a digital product such as an eBook and then allow affiliates to sell it. What this means, is that others will be able to direct traffic to your landing page or your checkout page and then when someone buys your product, you will have to pay a commission fee to the affiliate and a percentage to JVZoo as well.

At first this might sound like you’re essentially giving away your profit to a bunch of third parties after spending months working on it. The reality though is quite different. What is really happening here is that your extending your sales hugely by creating an army of marketers who will all be pushing your products to audiences that otherwise wouldn’t have seen them. This means your profits will grow hugely and more than cover the cost of the fees.

Benefit Two: You Carry On Selling

More to the point though, you can do all this while carrying on selling your product directly from your own landing page. In other words, any money you make through JVZoo will be made on top of your existing profits so there’s literally no downside. Even if you only make one extra sale and you pay 60% commission, that’s still 40% of one sale that you wouldn’t have made otherwise.

The only risk here is that your affiliates may be so good that they start to cannibalize your own sales meaning that people are buying from them instead of you directly. The web is a huge place so this rarely happens but if it does then you can always just take your product off of JVZoo – you stay in complete control the entire time.

Benefit Three: You Get Free Exposure

Another point that often gets overlooked is that you get completely free exposure by using tools like JVZoo. In other words, when an affiliate promotes your product, they will also be promoting your brand. Then, even if they don’t make a sale, you’ll still be increasing your brand recognition and absolutely free of cost!

5 Ways to Create a Sense of Urgency With Your Sales

If you want to make more sales, then adding a sense of urgency can make all the difference.

The key thing to remember here is that most things that we buy, we buy on impulse and for emotional reasons. If you stop to think about any purchase, or go away to mull it over, then often you will realize that you don’t actually need it. On the other hand though, when you’re in the heat of the moment and you’re feeling that sense of desire and urgency, you will often make snap judgements.

As a marketer, you need to leverage that fact and create a sense of urgency in your buyers so that they click buy now and not later.

Here are some ways to do that…

Leverage Color Psychology

The color red has a profound effect on us psychologically and studies show that people put more money into red collection boxes for charity than any other color. The lesson? Make your ‘Buy’ button red!

Use the Right Language

The right language can be used to subtly paint a picture and to encourage a sense of urgency. Words like ‘must’ and ‘now’ can gradually build a sense of tension and get people to want to act quickly. Likewise, so too can using exclamation marks and even shorter, sentences that read more quickly.

Think About the Neurochemistry

The other trick to think about with your language is neurochemistry. The perfect scenario from the perspective of a seller is that buyers experience a combination of serotonin (desire) and adrenaline/cortisol (anxiety). You want them to feel anxious and to want what you’re selling.

Getting the desire up is a matter of telling your customers about your value proposition and getting them to imagine how what you’re selling will change their life. The anxiety comes from showing them what could happen if they fail to listen to advice.

Offers

A special offer such as a 50% off deal is a great way to motivate people to act fast, rather than waiting for a while to see if they change their mind.

Limits

A limit of some sort can drastically increase sales because it has the double impact of a) telling customers that the option to buy won’t always be there and b) making your item more exclusive and rare and thus instantly more desirable.

Want to drive your customers even wilder? Then include a countdown timer or even a number showing how many items are left in stock!

JVZoo vs ClickBank vs WSO Pro

JVZoo, ClickBank and WSO Pro are three tools that allow you to set up affiliate programs for your products. If you have spent time creating (or outsourcing the creation of) your own eBook, then an affiliate program essentially gives you an army of marketers who can help you to get make more sales and gain more exposure in exchange for a percentage of your profits. This is all while you carry on making sales of your own, meaning that you’ll gain extra sales at no detriment to your current business model.

But how do you decide which tool to use? If you’re going to use something like JVZoo, CLickBank or WSO Pro… which will result in the best profits and most exposure?

The Differences

One difference to understand right away is that WSO Pro is an option that’s only available through Warrior Forum. This means you can only use it within Warrior Forum which right away is a limiting factor and which prevents you from extending your roster of affiliates as much as you otherwise might. It’s not a deal breaker though, as Warrior Forum is actually a great place to find affiliates anyway.

On the other hand, JVZoo and ClickBank both work independently of any other site or service meaning there’s no limit on how many people you can add. In principle you would think that this would make them easier and simpler to set up, but this is where ClickBank has dropped the ball being a little dated in its user interface and some of its business practices. It’s complicated to set up and especially when compared to something like JVZoo which is very easy to get started with and to integrate with an autoresponder. This last point makes it great for e-mail marketers. JVZoo also makes it very easy to create a sales funnel though in its defense ClickBank is perhaps the best known option and thus has the largest number of affiliates.

Another factor to consider is of course the price. Each of these services takes some commission, with the lowest being WSO Pro, the highest being ClickBank and JVZoo sitting somewhere in the middle.

So Which One?

So with all that in mind… which one should you choose?

Well, this is going to depend on the nature of your business and your goals. If you are already a Warrior Forum member then WSO Pro is a comfortable place to start out. On the other hand though, for those wanting to create great sales funnels and integrate an e-mail campaign, JVZoo might be a better choice. In fact, JVZoo probably wins out just about as the best ‘all-rounder’.

Then again though, why not just use all three? That’s the brilliance of having your own digital product, you are beholden to no one!