Archive for 2014


Three “FATAL” Sales Flaws You’re Probably Making Today

By: Dave Dee on: September 25th, 2014 3 Comments

In today’s podcast Dave Dee interviews Sales Director Extraordinaire Nick Loise and they talk about…

  1. Why “Old School” sales tactics just don’t work and what to do about
  2. How most people are leaving a lot of money on the table by refusing to learn on key skill
  3. One thing that can instantly kill any trust you’ve established
  4. The one skill that makes cosmetic surgeon, Dr. Charlie Martin, one of the most highly paid surgeons in his industry.
  5. Where to reserve your spot for “Sales Mastery Unleashed!“  The FREE livecast with Dan Kennedy that’s taking place next Tuesday, September 30th.

Listen to this 10 Minute Podcast Now By Simply Clicking Here

Also…

Don’t forget to reserve your FREE spot for our live training event next Tuesday September 30.  Click here for ALL the info.

The Most Powerful & Profitable System For Closing More Sales Without Spending Another Dime On Marketing

By: Dave Dee on: September 23rd, 2014 7 Comments

Have you truly mastered the #1 skill every business owner and entrepreneur needs to put more money in their pocket?

“For The First Time Ever Dan Kennedy Reveals The Most Powerful and Profitable System For Closing More Sales And Making More Money Without Spending Another Dime On Marketing…And You Can Attend This Live Video Training Absolutely FREE…If You Act Immediately.”

 Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Discover The FASTEST, EASIEST Way To Increase Your Profits Without Increasing Your Expenses…

“Free Live Video Training Reveals The REAL, No B.S. Secret System For Closing More Sales In ANY One on One Sales Situation…Even If You Think You Hate Selling or Aren’t Good At It”

If you are a doctor, lawyer, financial advisor, coach, consultant, restaurant owner or entrepreneur of ANY KIND, your financial success  hinges on two factors: 1) Your ability to attract quality prospects. (That’s marketing.) 2) Your ability to turn those prospects into customers, clients and patients. (That’s SELLING.)

Odds are you probably love the first but not the second.  But the cold hard truth is, unless you know how to close sales, you will ALWAYS struggle. In fact, RIGHT NOW you are LOSING MONEY because you or your sales team are not closing as many sales as they could. Here’s another sobering thought: Because your closing skills are NOT where they should be, a good portion of the hard earned money you spend on marketing is being WASTED. MORE BAD NEWS: Even if you’re smart enough to go buy some books to improve your sales skills, odds are what you’ll learn is outdated, outmoded and DOES NOT WORK with today’s sophisticated customer, client, and patient.  In fact, using these old-fashioned closing techniques is HURTING you and costing you money.

But now you have the opportunity to learn the System that’ll explode your sales like a fireworks display on the Fourth of July

Join Dan Kennedy, Dave Dee and GKIC Sales Manager Extraordinaire, Nick Loise for 4 hours of LIVE ONLINE VIDEO training session where they’ll reveal the bullet-proof System for closing more sales. Discover the powerful 5 step sales SYSTEM, how to handle the 7 different kinds of objections… making you and your team practically IMPERVIOUS to the word “NO;” the SECRET “Buying Signals” a prospect gives off that should be your cue to close and much more. IMPORTANT: This is a REAL training – not a sales pitch. The entire four hour broadcast will be turned into a product and sold after this one- time only live event But you can grab a front row seat to for FREE if act immediately. Bandwidth is limited.

Click Here To Reserve Your Spot For
“Sales Mastery Unleashed: The No B.S. System For Closing Sales Like Crazy”

Programming for Success

By: Lee Milteer on: September 23rd, 2014 3 Comments

Over the years I’ve had many people ask me about being best friends with Dan Kennedy. They want to know what the common denominator is that makes us friends. The truth is we are both very introspective. We enjoy analyzing what makes things work and why things don’t work.   Dan and I strongly believe that the quality of your mindset and beliefs determine how successful you will become in the entrepreneurial world. If you don’t have a good inner game, your outer game is going to be below average. Sadly, most entrepreneurs do not recognize the important fact that they must value their minds as their most important asset in creating wealth and happiness.

Ralph Waldo Emerson declared that “The ancestor of every action is thought.” Napoleon Hill of the famous book, Think and Grow Rich said that “You have absolute control over but one thing—your thoughts. This divine prerogative is the sole means by which you may control your destiny.  If you fail to control your mind, you will control nothing else.  Your mind is your spiritual estate.  What you hold in your mind today will shape your experiences of tomorrow.”

The bottom line for us as self-employed entrepreneurs and business owners is that the sole means by which you may control your destiny is through your thinking processes. A very easy way for you to begin using your power to create the future you want is to simply think of your mind as your personal computer. It has two distinct parts that are under your control: the conscious mind, the part of your mind that is rational, knows right from wrong, directs your thoughts and makes decisions; and then there is the subconscious mind, a huge memory bank that records everything that you have ever heard, read, seen, or told yourself.  Your subconscious mind records every thought that goes through your conscious mind through all of the five senses. These thoughts are then classified and recorded so they can be recalled through memory.

Your subconscious mind doesn’t know right from wrong; it simply receives and files thoughts. It does exactly what the conscious mind tells it to do.  According to scientists, your subconscious mind will hold more information than all the libraries in the entire world put together. Your power to be whatever you want starts with your desire and commitment. Program new information into your computer that makes you feel good about yourself, and allows you to use your potential. New beliefs created from your new thoughts will enable you to stay motivated to do whatever it takes to reach your goals or dreams.

As the most important organ in the body and a highly sophisticated memory bank, the mind works upon the information and data you feed into it everyday; and, with it, creates the reality of your life. That’s why it’s so important to carefully consider the kind of information you feed your mind.  Everything you think — true or false, good or bad — goes from the conscious mind and imprints on the subconscious mind. That information is translated into a picture. So, whatever information is programmed into your subconscious mind about your abilities, your potential, and your worth, is what you believe to be true and becomes your self-image. Too often, you don’t see your real talents and skills; you simply see the information that has been programmed into your computer from outside sources and your outdated thoughts (whether it’s beneficial or detrimental to you). And your self-image — whether real or illusionary — is a foundation upon which your entire future is built. You will simply act out the type of person you conceive yourself to be, based upon your own beliefs about yourself.

It’s no wonder that some of us fail at new ventures before we even start.  Unless we take charge of the caliber of information that goes into our computer and change our inner pictures, we will be saddled with an outdated self-image and a comfort zone that will not allow us to become motivated to make our dreams come true.  In the words of Dr. Maxwell Maltz, in his famous book, Psycho-Cybernetics, “The self-image sets the boundaries of individual accomplishment.  It defines what you can and cannot do.  Expand the self-image and you expand the areas of the possible.”  The development of a positive, realistic self-image will imbue your life with new capabilities, new talents, and literally turn a life of constant failure into one of repeated success.  Decide today to no longer be a victim of the past. Consciously decide to change old, negative programs and give yourself a new lease on life.  You can do that by maintaining constant awareness about your daily thoughts.

You’ve heard the old saying that people teach what they most need to learn. This has been particularly true in my life. As a child, I had a very poor self-image. Although my “inner voice” kept affirming that I had something important to offer to the world, my environment did nothing to reinforce it. It wasn’t until I decided to take charge of my destiny and change my life that I really started seeking help. I read every book and listened to every educational audio program I could find on self-image and personal empowerment, and gradually over the years, gained the courage and resources to revamp the negative picture of myself. Today, I know that this was one of the most critical decisions in my life. Without changing my self-image, I could never have created a better life for myself doing what I really love to do, speaking, coaching and writing.  I would have simply continued without using my inborn talents, and most likely would have ended up an unfulfilled person.  Sadly this is the story most people will live in their lives.  They will look for the quick fix and not do the necessary inner game work that has to be done to sincerely create long term success and wealth. As I say in my book: Success is an Inside Job “No matter how great your ability, how large your genius, or how extensive your education, your achievement will never rise higher than the confidence you have in yourself.”

When you consider the brain as a computer, you can act only in a manner that will match the pictures of who you think you are and what you think you can do. The great news is that you have the power today to reprogram yourself with new, empowering information that will change your life for the good forever.

If you’re dealing with challenges with your sales mindset, marketing strategies, or personal blocks, PLEASE stop trying to do this all alone. Join the Peak Performers-Implementation Coaching program. This exclusive Coaching Program is focused on Performance, Productivity, Right THINKING, wealth building, Entrepreneurial Marketing, Masterminding, and Implementation Strategies.  Go to www.gkic.com/coaching to find out more about it today. See video of GKIC members who have benefited from Peak Performers to upgrade their lifestyle, make more money, and jump ahead of their competition.  Truth is where are you going to find the RIGHT PEOPLE to hang out with who will assist you with no jealousy to move to the next level of success and you actually LIKE them?

“I’ve Fallen And I Can’t Get Up…”

By: Dan Kennedy on: September 21st, 2014 10 Comments

“I’ve fallen and I can’t get up!”

You probably recognize this popular catch phrase from the television commercial for Life Alert… or perhaps from the comedic punchlines that have become a part of pop culture as a result.

In fact, it’s probably one of the most recognized slogans of all time.

The original commercial for Life Alert, a personal medical-alert system, showed an elderly woman who had fallen. The woman pushes a button on the Life Alert pendant she’s wearing around her neck. Instantly connected to a 24-hour medical response team, she says, “Help, I’ve fallen and I can’t get up.”

Bad acting made the commercial the butt of many jokes, however the company probably got the last laugh as it has obviously been an effective way to sell their product for more than 24 years. They continue to run versions of that same commercial and even made the popular catch phrase a registered trademark.

Now the company is running a new version of the commercial that is very realistic.

In fact, it’s so realistic some say it is scarier than stuff they watch on TV.

The new ad shows an empty house while playing eerie music. It pans different objects and scenes inside the empty house. In the background you can hear a woman whimpering. Just outside her window, a couple plays with a dog. And then it pans to a woman lying at the bottom of the basement stairs, crying for help.  The commercial then shows a screen that says, “When You Fall and Cannot Get Up, an ACCIDENT can turn into a TRADEGY!”

So the question is –how does the same catch phrase used by the same company for more than two decades continue to be so effective at selling their product?

And how is it that it worked when in a really bad commercial as well as in the new very realistic, very well scripted and produced one?

This seems contradictory.

Especially when you think about how bad the original commercial was.

As I alluded to above, the original commercial has been ridiculed, insulted, and referenced many times over by comedians.

The new one on the complete opposite end of the spectrum has been called disturbing and too believable.

The reason this phrase works so well—whether the ad is well scripted, acted and produced or not, is that the premise—“I’ve fallen and I can’t get up” is a real fear.

Elderly people fear losing their independence.

Family members of elderly parents fear something will happen to their loved one, with no phone nearby, and no one to hear their cries for help.

In other words, it taps into a fear that already exists.

There is no need to convince someone that this is a possibility. No need to go into a lengthy or even a real story about it happening to someone. People already know this possibility exists.

I’m going to say that again, because this is a HUGE key to a successful ad.

Tap into an emotion—a storyline that is already running inside your prospect’s head.

Although fear is certainly a popular emotion you’ve seen in ads such as the anti-smoking commercials or political campaigns, there are many other emotions and storylines that you can tap into as well.

For example, online dating services tap into the “happily ever after” story that already exists in people’s heads.

Car commercials often tap into the idea of having something that everyone else wants, but is uniquely yours.

There is always an emotional storyline that is playing in your prospect’s head. The key is to figure out what that emotional storyline is (hint: there might be more than one) and then engage your prospect with words that tap into it. When you do, that’s when you’ll make the sale.

NOTE: If you aren’t tapping into your prospect or customers emotions, then you probably aren’t making the sale either. Want to know more about which emotions to tap into and exactly how to do it? Find out the techniques Dan Kennedy uses for maximum effectiveness when selling goods and services by clicking here now.

The Three Biggest Reasons Businesses Fail…And What To Do Instead.

By: Dave Dee on: September 19th, 2014 3 Comments

We’ve all heard and read about the alarming 80% rate of small businesses that fail in their first 18 months.

It’s been reported by many sources including Bloomberg, the leader in reporting financial and business information

So when I read an article the other day that said 90% of info-marketing businesses fail, it upset me.

I thought to myself, “but why?” This is a formulaic business that anyone can do successfully.

My next thought was… “What can we learn from the businesses that have crashed and burned?”

From years of experience from both running my own businesses and also working with and training hundreds of business owners and info-marketers to build successful, long-term businesses, I have found three main things—that when missing, inevitably shorten the life of the business and cause failure.

I’m not talking about the typically things that you see listed such as running out of money, no business background, no clear unique selling proposition, and so forth. The following are specific to why info-marketing businesses fail, and more importantly what you can do to make sure you don’t experience the same fate.

Reason #1: Inadequate Marketing Research. According to Robert Skrob, President of the Info-marketing Association, the #1 reason he sees info-marketing businesses fail is inadequate research.

Solution: Don’t assume you know everything you need to know about your market. Just because you’ve been living in an industry for a long time doesn’t necessarily mean you don’t need to do additional research.

Thoroughly research your market. Interview potential customers to find out what they want and how they want it delivered. For example, do they prefer to receive your information in a video format or at a live seminar? The answer may surprise you and if you skip the research, you may end up wasting time and money creating the wrong product for your niche.

Reason #2: No continuity income. Continuity income is money you receive on a continual ongoing basis. For example, a membership program where people pay $59 each month for a newsletter. Too often businesses rely on a single sales model—meaning each month they start over selling their programs, books, seminars, etc. The result: until they sell something, they aren’t making any money.

Solution: Create continuity programs so that you start each month with customers already purchasing your products—in other words you have guaranteed income.

Not only do you have consistent income that provides you with cash flow to pay the bills, but as your customer base grows, so will the number of people participating in your continuity programs. This means your income will grow. Plus, because your continuity income is paying the bills, when you hold an event or have a big promotion, you’ll be able to pull out the money you make from it in profit instead of having to use it to pay bills.  GKIC introduces success-minded business owners to their gold membership program by offering a two-month free trial. 

Reason #3: Random Marketing Process. Too many businesses have no marketing systems in place. They run a campaign or promotion, get some customers, fulfill their orders and then have to start over again. Or they only have part of the system in place—such as the sales letter, but no system to continually attract prospects to it. Or no follow-up system.

Solution: If you want to experience a thriving, successful info-marketing business, and truly unlock the freedom and info-marketer lifestyle you dream of, then pay close attention. The secret is to build an automated marketing process.

This process includes marketing systems that continually attract new customers and feed them into a sales funnel that shows customers how you can solve their problems and then invites them to make a purchase.

After they’ve purchased from you, another sales system invites them to make additional purchases from you, including joining your continuity program.

One thing to note, while you can, in essence, create these once and let them run on auto-pilot, you’ll also want a system to track and monitor your results.

It’s also a good idea to use different systems along with testing new ones.

When you do the marketing research, put programs in place to generate continuity income and build an automated marketing process, you’ll have the three key factors that drive a long-lasting, mature and highly successful info-marketing business.

NOTE: Want to avoid making the mistakes that make info-marketing businesses fail and instead enjoy the easiest way possible to generate quick and sustainable wealth from your info-marketing business?

Then be sure to join us for our 2014 Info-SUMMIT.

For more information or to register now click here NOW

 

The Five Most Reliable Sales Strategies I know

By: Dan Kennedy on: September 13th, 2014 10 Comments

Selling is largely a science, meaning that doing precisely the same presentation x-number of times will predictably produce y-number of results.  There are proven, fundamental formulas for selling.  When you go into a “persuasion situation” of ANY kind, it is just plain dumb to “wing it”.  If you haven’t made a study of selling strategies and sales formulas, you should.  Here are five of the most reliable sales strategies I know:

1. BIG Guarantee - Nearly 30 years ago, I create the “free eyeglasses replacement” guarantee fora  small chain of stores, producing their most successful advertising campaign in their history.  The strategy was quickly picked up by Pearl.  You should never underestimate the power of a guarantee.

Tom Monaghan built his fortune and company on his USP “…in 30 minutes or less.”  I recently saw a billboard that advertised “Divorces in 30 Days or Less”

Lee Iaccoca introduced the 7 year/70,000 Mile Warranty to a shocked auto industry and successfully persuaded a turned-off public to reconsider and start buying Chrysler products when he said: “If you want to know who builds them better, take a look at who guarantees them longer.”  More recently Hyundai reintroduced themselves to the American quality-conscious public with their 10 year/100,000 Mile Warranty.

2. Something For Nothing – I’ll bet some of the richest women in the world go to the cosmetics counter to get the free this or that with their cosmetic purchase.  I once saw a commercial for a $50,000 car (expensive at the time) with which you got a free Coach leather “carriage bag”.

Rich, Harvard grads buy lottery tickets too.  Japanese millionaires choose which Vegas casino they’ll lose a ton of money in based on the freebies they get. NO ONE is immune to the lure of “something for nothing.”  In a No B.S. Marketing Letter, I reported on a consumer survey re. advertising where a whopping 73% of the consumers said “freebies” pique their interest in trying a new or different product, more so than anything else!

3. Apples To Oranges Comparisons - The last thing you want is a straight forward apples-to-apples comparison; you want to create your own “unfair advantage”. Egs…

    • Cost of a software package vs. x-hours’ of an accountant’s or lawyer’s time.
    • Cost of a physical or digital course vs. cost of a live seminar, plus travel to get there, plus hotel, plus food, plus time away from the business, family etc…
    • Cost of a monthly nutrition program vs. cost of a Starbucks coffee and doughnut each day.

4. Membership/Belonging – A significant percentage of people are “belongers” – they value membership and association, so the smart marketer finds a way to offer that benefit to that segment of their clientele.

Very few people go to Starbucks simply because of the coffee.  Some go because it’s convenience or it’s consistency, but the vast majority also go because of the positive associations Starbucks has created in their mind.  The best selling Coach and Louis Vuitton are the ones with their trademarked “C” or “LV” prominently displayed on the outside.  All three of these companies understand peoples need to “belong.”

The “inner circle” or “membership” is also an effective way to package goods or services together and sell a combination of services that would otherwise be difficult to sell separately.  You also automatically set up future renewable income.

Finally, it is a way to bond (bind) customers to you for prescribed periods of time and communicate with them in a more effective way.

5. Takeaway Selling - We are perverse; we want most what we cannot have and are often least appreciative of or interested in that which is easily accessible.  You see this working in many different ways.  In my business of speaking and consulting it is axiomatic that you must live at least 300 miles away to be considered an expert…speakers who move to a city hoping to capture convention business are usually disappointed, because nobody wants to hire “the local guy”.  There is the old Groucho Marx line, “I refuse to belong to any club that would have me as a member.”  And mine: nobody lines up to seek advice from the wise man at the bottom of the mountain.

I have significantly increased demand for my services, my fees, my income, and recognition of my expertise in the past five years, since getting VERY serious about “takeaway selling.”

It is my belief that “takeaway selling” should be in most sales pitches.

Even more powerful than these five strategies is…STRUCTURE.

Structure is very important in sales and copywriting.  People need to be sold in an orderly, organized, momentum-building manner.  There are certain “structures” that are very reliable, so why invent from scratch?

I strongly suggest using one or a combination of the formulas below EVERY time you create a sales presentation or advertising piece.

  1. Problem – Agitate – Solve
  2. Attention – Interest – Desire – Action
  3. “I predict…”
  4. Shocking Facts
  5. Guarantee First

In my course “Sales and Persuasion” I reveal how to use the most effective formulas in know in your sales presentations and marketing pieces.  This weekend GKIC is offering this course with a very significant one-time bonus that EVERYONE who relies on sales to get the money and life they want should click here now.

They are only giving you this bonus until midnight Monday so don’t tarry or you’ll miss out.

#1 New York Times Bestselling Book Confirms What Dan Kennedy Has Said All Along

By: Dave Dee on: September 4th, 2014 1 Comment

“Purposeful story telling isn’t show business, it’s good business.”

That’s what Peter Guber says in his #1 New York Times Bestselling book, “Tell To Win”.

And it’s what Dan Kennedy has said for years: Stories sell.

Guber, an extraordinarily successful person who has had a long and varied career serving as studio chief at Columbia Pictures, co-chairman of Casablanca Records and Filmworks, CEO of Polygram Entertainment , Chairman and CEO of both Sony Pictures and Mandalay Entertainment Group substantiates that the benefits of powerful storytelling are not limited to the entertainment business.

Guber, who also oversees one of the largest combinations of professional baseball teams and venues nationwide, is the co-owner of the NBA’s Golden State Warriors, a longtime professor at UCLA, speaker at numerous business forums across the U.S., and has even invested in other businesses set out to PROVE that stories are powerful calls to action for any business.

Looking outside the entertainment industry, Guber turned to some of the most successful business leaders in America to see what their experiences were with using stories in business. And he consulted experts in psychology, narrative medicine, and organizational storytelling to determine if purposeful story telling was a success tool that many in business mistakenly ignore.

His book further supports the importance  of emotionally transporting your customers, clients, and patients via stories in order to get them to take action.

Giving examples from businesses in all different categories and walks of life—Guber cites stories from businesses such as restaurants, financial planners, eye doctors, lawyers, investors, politicians, and many more. He also shows how both story-tellers and non-story-tellers can employ stories to help them succeed.

Here are some key points I picked up from reading his book:

To be considered a story, you need surprise. Pay close attention to this one: when you give your audience exactly what they expect, with no surprise, you will bore your audience. This is NOT a story. Surprise is what makes a story and makes your story memorable.

Telling stories is a tool anyone can use. Stories aren’t reserved for the rich, the educated, the intelligent, the successful, and so on. You don’t have to have a certain education or reach a certain age or income level to tell and listen to stories or use them to win.

People are wired for stories. Think of your own experiences. From the time you are young, you are told stories. As you get older, you read story books. When you are with your friends and family—or even at the office, you tell stories.

It makes perfect sense that we are wired for stories, yet many businesses ignore this potent tool and lean towards stating facts and statistics instead. (Check out some particularly compelling research on stories verses statistics in Chapter 3, along with a super idea that a financier on Wall Street used to get more done.)

Beware of hidden time bombs. We tend to repeat our stories. Depending on the nature of your personal back stories, this repetition can produce positive or negative results. Ignore the power of your own back-story and these can surface at inopportune times.  The good news is that you can use your negative experiences in ways so that they won’t continue to affect you negatively or creep up and sabotage you unexpectedly when you least expect them to (such as when you are trying to close a big deal.)

Find the “it.” You need the thing that will emotionally transport your audience. Without this piece, your audience won’t get what your proposition is, even if it is a complete no-brainer to you, meaning people will say “no” when you fully expect them to say “yes.”

Same story. Different resolution. You may have a great story, but the wrong resolution for your audience. Know your audience well and you’ll know what they will respond to.

Also, you can use the same story with different resolutions for different audiences. For example, let’s say you have an idea for an information marketing business, but you need others to invest in your idea. You could tell the same story about your idea, but for the investor who has money to spare and loves the risk, you’d paint a picture of the big pay-out potential. While the investor who doesn’t have any money to invest, but has knowledge or skill he can invest, you’d paint a picture that involves him gaining reputation that could lead to more and better-paying clients.

One is a dangerous number. Just as Dan Kennedy has said many times, one is a dangerous number. This is no exception. Stories should be told in offline and online marketing as well as in face-to-face situations.

Of course it is impossible for me to summarize here everything you will discover about why and how to use stories in your business.  However, if you consider these tips and focus on telling stories in your business, you can make facts and figures more memorable, make your products and services resonate with your audience, and get more people to take action.

NOTE: Recently I interviewed Peter Guber, who will be our celebrity guest speaker at this year’s Info-Summit. This is a GREAT interview. PACKED with wisdom, you’ll be surprised at how many golden nuggets you pull out of this in the short time it will take you to listen to it.

You can find Peter’s full interview with me by clicking here. During the interview you’ll discover:

  • How to rescue yourself after failure.
  • What Guber learned about credentials that will help you be more successful.
  • What gives Guber the most satisfaction out of all of his accomplishments and why he feels his education began when he left school.
  • How to deal with continual change.
  • Guber’s personal mantra and how this will help you be authentic.
  • How to remain risk-adverse.
  • And lots more besides.

Listen to Peter Guber’s interview here.

P.P.S. Today is the FINAL DAY for you to receive a discount and save up to $1,297. Rates will increase tomorrow. For more information or to register now, visit www.gkic.com/is2014 NOW

Ultimate Marketing Funnel Revealed

By: Dave Dee on: August 26th, 2014 1 Comment

Click Here To Get The Free Training “The Ultimate Marketing Funnel” On Thursday!

One of the biggest money-making super-powers

By: Dan Kennedy on: August 24th, 2014 1 Comment

Dan Kennedy here.

I wanted to let you know that I just did a special call with Dave Dee about something vitally important…

You see ever since I spent the other day with you, the questions I’ve been receiving have made it abundantly clear to me that there is a critical piece of information missing.

It concerns one of the biggest money-making super-powers you’ll ever learn. Because once you “get it,” you’ll make a major shift in your thinking—and your income. Life and business will be different for you. Easier. More rewarding. More effective. More time-efficient. More lucrative. Better.

So I recorded this call so you’ll have the missing piece that will help you close more sales, get more visitors to sign up, download, watch, and buy.

Click here to listen to it now.

NOTE: Dave will be telling you about a special bonus worth $497 that is only available today as part of the Make Them Buy Now System & Toolkit at the end of this call. Which by the way, if you haven’t invested in yet, you should do so immediately here.

HOWEVER, this call is not a sales pitch. It’s about helping you to make a major shift in your thinking that will forever impact your business, your income, and ultimately your life. If in the next month, next year, or ten years from now you want your income to go up, then you need to understand this piece of the puzzle.

Listen here now before another year slips by with no change in your income.

How To Sell More, Faster And More Efficiently

By: Dave Dee on: August 7th, 2014 1 Comment

“One night a year all crime—including murder—is legal for 12 hours.”

That is in the description for the movie trailer for “The Purge: Anarchy” currently in theaters.

Maybe you’ve seen the ad for the movie? It shows total chaos and innocent people trapped on the streets among people committing horrible crimes. Pretty frightening stuff, especially if you put yourself into that scenario.

Talk about triggering emotion!

Movie trailers are a great example of tapping into deep emotions that get reactions from their viewers and make them want to see a movie.

Whether a trailer is so scary you can’t bear to look or it is so heartfelt it makes you cry, the makers of movie trailers are masters of using emotion to sell viewers on watching their movies.

Appealing to your target audience’s emotions is a critical key ingredient that will help you sell more of your products and services, faster, and more efficiently.

Emotions are strong feelings that move people to action. So when you create promotions and ads that arouse the right emotions, you’ll get your prospects to buy what you are selling.

How do you do that? Today I’ll walk you through a simple two-step process that will allow you to not only trigger emotions, but trigger the RIGHT emotions that will get your prospects and customers to move to action.

Step 1: Identify the buying emotion. If you’ve studied copy at all, you likely have witnessed this done. In fact, two emotions commonly used are fear and greed. And don’t get me wrong, these are two emotions that work well. However, it’s important to remember that these aren’t the only two emotions people have, nor are they always the best or most effective triggers. In fact, if these are the only two trigger emotions you use, you will likely lose out on a big portion of sales.

People feel a range of emotions from anger to happiness to sorrow to laziness. When creating your marketing, you first need to identify the correct emotion (or emotions) that will stimulate your prospect or customer to buy.

Remember that the buying emotion is often made up of a mixture of emotions.  When you use a mixture of emotions, you’ll not only reach more of your target audience, but you’ll reach them on a deeper level and invoke more sales.

How do you identify the right buying emotion?

  • Study high-converting promotions.  By looking at promotions you know have been tested and are working, you can identify core emotions that are working well with your target audience. When picking promotions to study, it’s not a requirement that the product and service matches yours. Rather than that, look at who the promotion is targeting and whether that is a match for your target audience. What emotions are they tapping into?  Would these work for your product or service?
  • Find out what your target audience is saying. Hang out where your target audience is, “listen” to what they talk about and the way they talk.

For example, you can visit online chat rooms where your target audience hangs out to find out what they are saying and the way they say it. To do this, just visit a chat room that matches your topic. For instance, if you are selling financial products, you might hang out in the MSN Money chat room.

Step 2: Utilize the buying emotion to build desire.  Once you’ve identified the correct mixture of trigger emotions that make up your buying emotion, you’ll use them to build desire for your product or service. The idea is that by the time your prospect gets through your ad or promotion the emotion is so strong he can actually picture himself experiencing the scenario you’ve painted for him so much so that he is driven to make a purchase.

For example, an ad for a supplement that helps with joint pain might depict someone in their sixties with a before and after scenario.  The first scenario depicts the main character in pain, sitting on the sidelines and unable to participate in activities she enjoys. The person may even look older or unhappy. The after scenario depicts the same person smiling and enjoying life—gardening, riding bikes, and hiking. More than one emotion is tapped into here, and the desire to avoid pain and feeling old along with the desire to be able to enjoy life is so high by the end of the ad, that the prospect can picture him or herself being able to get back out and enjoy life again that he is driven to purchase the product.

If you want to persuade people to buy more, you must understand the emotions that spur them to take action. Discover the triggers that do this, and how to evoke those emotions, and you’ll sell more, faster, and more efficiently.

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