It’s what you say before you say…..

Peter Thomson said "It’s what you say, before you say what you mean to say, that makes the difference"

In other words it’s all about setting up the conversation so that the thing you say, BEFORE you say the thing that you really want to say (and have the impact with) is really most important.

For example, I know that I can help most people sort out their finances and their financial freedom.  Different timescales apply depending on how well set up those people are already, how clued up they are about investing and how fearful they are about doing something different, but essentially, I can help just about anyone.

So in a conversation about joining the Money Gym, I would ask them – given that I could wave a realistic magic wand * – what their desired outcome would be from working with a Money Gym coach, and what time frame that desired outcome would be achieved within.

Then I would go on to tell them that we could definately show them how to do that (because we can!), that we would hold their hand while they do it (because we do!) and we could introduce them to people who will help them do it right and do it faster than they could dream possible (because we do).

But do you see how important it is for me to ask them about the "realistic magic wand" and then get them to articulate their desired outcome and timeframe? 

If I hadn’t asked them about the realistic magic wand, they would be much more likely to come out with some ridiculous and totally unachievable goal – because people like to challenge you especially when they are feeling vunerable – and articulating your dream for the first time, sometimes makes you feel very vunerable indeed.  Because it’s often the first time you have voiced that dream out loud, to another person.

Words have power. 

And the thing you say before you say the thing that you want to say, often has as much power as the thing you ultimately want to say.

*  Thanks to Chris Barrow, my previous business coach for that phrase.  He’s also got a lovely way of encouraging you to make your mind up – it’s called the "Salford Close" and it goes….."Well, do you want it or not?"

And you invariable do.  Why wouldn’t you want your dream?

Selling Avoiding Pain v Selling Pleasure

by Nicola Cairncross

If we accept that marketing is the art of not being a secret and letting your potential customers know that you have the solution to their problem, and if we accept that selling is merely the art of allowing your customer to buy that solution (and not getting in the way when they make the decision to do so), then it follows that one should market and sell as effectively as possible – anything less is doing your potential customer a disservice.

In Peter Thomson’s brilliant presentation for the Wealth Creation Conference in November, he talked about how much more effective it is to sell the avoidance of pain, rather than the pursuit of pleasure. 

Many people find this very difficult – it sometimes feels "underhand" to people and they will struggle with their sales accordingly….

Read more..

Incredible Secret Marketing Tool!

One of the things Peter Thomson recommended using to attract more qualified leads and increase your customer numbers was a simple, devastatingly effective, yet incredibly cheap little marketing tool, and as we had a lot of success with using this tool, while at The Acacia, I thought I would share the URL with you.  You can get the first three chapters of Alex Mandossian’s great book on how to use this "secret weapon" if you click this link so I suggest you do so, right now!

How To Make More Money In Business

I’ve just found my notes on Peter Thomson’s excellent presentation at the Wealth Creation Conference a few weeks ago.  He was talking about Jay Abraham (love Jay’s work) and reminding us that Jay says there are only 4 ways to make more money in business.

1.  How do we increase the number of customers we serve?
2.  How do we increase the average order value?
3.  How do we increase the average order frequency?
4.  How do we keep the customers once we have them?

Then he went on to talk about the HOW / WOW / OW factors – the HOW being covered in the four questions above and the WOW and OW factors being that, once you have a customer, there’s only two ways to go – the WOW and the OW ways!

Then he went on to talk about "selling the avoidance of pain, rather than the pleasure" and this is something that most people balk at. 

Another post coming on this one.

Playing With My Jars

One of the things that most struck me from attending the Millionaire Mind Intensive is the way that they use the "jar" system.

I had read about this in the book but just didn’t "get it" in the same way as I did at the seminar.

There are six jars;  Financial Freedom Account, Save To Spend Later Account, Play Account, Continuing Education Account, Giving Account and Necessities Account.  (Self employed people might want a seventh – the Tax Account jar). 

When you start, your Necessities Account is propably taking up 100% of your after-tax income but the idea is that you adjust your allocation of after-tax funds until your necessities are just 50% of your income, with each of the others being allocated 10% each.

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Live From NYC

Gotta tell you………the Millionaire Mind Intensive is absolutely AWESOME!

We have just completed Day 2 and most of us are enjoying it immensely – while being very high energy and great fun, some of us (read me!) are having some MAJOR breakthroughs (and I thought I was just there to chill out and see how they do it!)

Don’t believe the cynics out there who spend their time putting up websites and blogs to bring down the efforts of T.Herv Ecker and co – these trainings are literally life changing if you go with an open mind.  More info tomorrow!

And it’s great to hang out with my buddies Judith Morgan and her buddy Nicola, Greg Southey from 3internet.com, Paul Fuggle from TotalBusinessCart.com and of course my lil’ sister Sarah from Perth, Australia.

(Everyone else has gone shopping!)

And we woke up this morning to find that we couldn’t see the usual fantastic view of the Manhatten skyline as it was snowing!  Five inches and counting………….eeeek!  No boots yet.

Nicola

Read more..

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