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Black_Dragon43

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I had to ponder this before replying.

Unfortunately no, this isn’t a good example because I find Tai Lopez to be both “imperfect by design” and “not authentic” from his smug face :). Something about him just turns me off.

He filmed that video by hand and dressed casually etc. Not a studio production quality, imperfect. Yet I don’t trust him. He’s slick, like a used car salesman.
Haha, you don’t but millions of young people do. Can’t blame you, I don’t trust him either and I think his ads are ridiculous, but pre-guru era he was dominant. That ad got 70M views lol. Anyway, I was just pointing out the difference in marketing style - filmed by hand, no production quality, no cuts, etc.
 

Flint

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I know I am quite good by now, so the question becomes at what point do I dream up some theory that’s complete bullshit and link it to my success because it feels good to be so smart to come up with theories? Meaning, at what point does my ego start doing all the talking and hurting me in the process?
Those who worry about it, don't need to worry. Those who don't... rest on their laurels. There's no fixing some problems... lol

Does the "perfect" vs. "imperfect" brochure hurt your results or progress? If not, then all good. If you want to improve the business or your skillset, it may be fun to play with it.

I believe people make an emotional decisions, they later justify with logic.
There's that, yes.

I like to look at the full process, not just the tipping point.

Have you thought about how people make decisions? About the preceding steps, the emotional and rational journey leading to a decision to give someone your hard-earned money?

@Andy Black keeps saying landing pages don't convert, people convert.

Once you become aware of a product/service or that you need it, you may start to contemplate having it in your life. This is when the first switch (awareness) flips. It's quite a passive stage and you may be noticing/absorbing information about the product/service, but it's unlikely you'll spend money on it. You're not quite sure you really should or need to do anything. You're still "socialising" the solution and not really investing much time and effort into it. Try selling to people in this state and you'll see a lot of resistance. Because they're not ready to pull the product/service into their life and you'll come across as someone pushing it onto them.

Then something interesting may happen. Maybe there's a fast-approaching deadline, imaginary or not. Or another frustration hits you with a micro- or macro-FTE. If the change of circumstances makes you a bit more uncomfortable leaving everything as is, it flips your next switch and moves you into preparation. It's a more active state and you start to invest time and effort. You actively research possibilities and options, compare opinions, start planning etc. You're getting ready to buy... but you don't.

Paradoxically, this process makes you both prepared and hesitant to make a decision and act on it. Your mind is filled with possibilities of what may be and you don't want to let go of the good or risk the bad. The thought of having multiple options feels more appealing than collapsing it to one path that may be irreversible. What if I make a bad choice?

This is why there is a third switch that needs to get flipped. You need another event/trigger to shake you out of this analysis paralysis and force you to make compromises with yourself. Because deciding is not about making your mind up about what you want. It's about making trade-offs and choosing what you will not have (e.g., your money). Is this risk acceptable? And that one? Can I deal with not having this? Or that? You're downselecting, not going directly for that one solution. Until you let go of something else, you won't move forward.

You could push someone (with time constraints, scarcity etc.) from one stage to the other. But if you don't understand their value system and what their worries or perceived risks are, they'll be like a clam closing its shell to protect itself. They'll walk away or they'll buy but will end up with remorse because they'll feel pressurised and forced into doing something (and nobody like the walk of shame). (BTW this is why vaccines are perceived the way they're perceived today.)

I like this quote from Jay Abraham (one of the many tools in the toolbox):
"Your goal is to eliminate as much, if not all, of the risk in the transaction for your client. When you take away the risk, you lower the barrier to action and eliminate the primary obstacle to buying."

The whole journey of course doesn't end with the purchase and you'll have onboarding or getting used to a new state of affairs and ongoing use, maintenance of the relationship etc. But that's another story.

I'm describing this to paint my perspective on sales. Not as an institutionalised sales process (funnels, techniques, tactics, scripts etc. - which are all great to know and have), but from the other side of the needs and worries of your purchaser.

Instead of trying to supply or sell something, I like to think that what I do is finding a need or a problem, understanding where my clients are on their journey and what they hope for and worry about, removing obstacles, giving them a nudge when they're stuck, and chaperoning them on the journey so that they land safely and end up satisfied and come back to work with my again. People need different food for thought at different stages and little pushes when they don't understand the switch in the dark in front of them.

So this is my calibration loop to see if my ego is not in the way. Trust the process, right?

I'm curious if this resonates and if you see parallels with how it works for you? You have way more experience in this field than I do and I'm always eager to learn more.

Lastly, I can’t imagine a situation where I am “not fussed about” an opportunity, as you put it. My obsessive, almost neurotic nature wouldn’t let me, haha.
Haha. Well, if you try it and sell both, don't blame me. :D
 

Antifragile

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Those who worry about it, don't need to worry. Those who don't... rest on their laurels. There's no fixing some problems... lol

Does the "perfect" vs. "imperfect" brochure hurt your results or progress? If not, then all good. If you want to improve the business or your skillset, it may be fun to play with it.


There's that, yes.

I like to look at the full process, not just the tipping point.

Have you thought about how people make decisions? About the preceding steps, the emotional and rational journey leading to a decision to give someone your hard-earned money?

@Andy Black keeps saying landing pages don't convert, people convert.

Once you become aware of a product/service or that you need it, you may start to contemplate having it in your life. This is when the first switch (awareness) flips. It's quite a passive stage and you may be noticing/absorbing information about the product/service, but it's unlikely you'll spend money on it. You're not quite sure you really should or need to do anything. You're still "socialising" the solution and not really investing much time and effort into it. Try selling to people in this state and you'll see a lot of resistance. Because they're not ready to pull the product/service into their life and you'll come across as someone pushing it onto them.

Then something interesting may happen. Maybe there's a fast-approaching deadline, imaginary or not. Or another frustration hits you with a micro- or macro-FTE. If the change of circumstances makes you a bit more uncomfortable leaving everything as is, it flips your next switch and moves you into preparation. It's a more active state and you start to invest time and effort. You actively research possibilities and options, compare opinions, start planning etc. You're getting ready to buy... but you don't.

Paradoxically, this process makes you both prepared and hesitant to make a decision and act on it. Your mind is filled with possibilities of what may be and you don't want to let go of the good or risk the bad. The thought of having multiple options feels more appealing than collapsing it to one path that may be irreversible. What if I make a bad choice?

This is why there is a third switch that needs to get flipped. You need another event/trigger to shake you out of this analysis paralysis and force you to make compromises with yourself. Because deciding is not about making your mind up about what you want. It's about making trade-offs and choosing what you will not have (e.g., your money). Is this risk acceptable? And that one? Can I deal with not having this? Or that? You're downselecting, not going directly for that one solution. Until you let go of something else, you won't move forward.

You could push someone (with time constraints, scarcity etc.) from one stage to the other. But if you don't understand their value system and what their worries or perceived risks are, they'll be like a clam closing its shell to protect itself. They'll walk away or they'll buy but will end up with remorse because they'll feel pressurised and forced into doing something (and nobody like the walk of shame). (BTW this is why vaccines are perceived the way they're perceived today.)

I like this quote from Jay Abraham (one of the many tools in the toolbox):
"Your goal is to eliminate as much, if not all, of the risk in the transaction for your client. When you take away the risk, you lower the barrier to action and eliminate the primary obstacle to buying."

The whole journey of course doesn't end with the purchase and you'll have onboarding or getting used to a new state of affairs and ongoing use, maintenance of the relationship etc. But that's another story.

I'm describing this to paint my perspective on sales. Not as an institutionalised sales process (funnels, techniques, tactics, scripts etc. - which are all great to know and have), but from the other side of the needs and worries of your purchaser.

Instead of trying to supply or sell something, I like to think that what I do is finding a need or a problem, understanding where my clients are on their journey and what they hope for and worry about, removing obstacles, giving them a nudge when they're stuck, and chaperoning them on the journey so that they land safely and end up satisfied and come back to work with my again. People need different food for thought at different stages and little pushes when they don't understand the switch in the dark in front of them.

So this is my calibration loop to see if my ego is not in the way. Trust the process, right?

I'm curious if this resonates and if you see parallels with how it works for you? You have way more experience in this field than I do and I'm always eager to learn more.


Haha. Well, if you try it and sell both, don't blame me. :D

That's a long post! Took me a while to digest it. Thanks for taking the time to walk through the thoughts.

  • I never sell anything, as far as I am concerned. This is not technically correct, but I speak to how I think about the process. I look to discover as quickly as possible if it is a fit or not. You are right, if you "force" sell something, there is buyers remorse... backing out or worst case damage to reputation. But there are instances where the opposite is true. I know this person should do this but they are not yet aware of the "why" behind it. I am ready to explain the "why" and then they make a decision.
  • You are 100% correct, never just "built it and they'll come". Your product must first solve some problem or a need. Otherwise you could be in a lot of trouble and not even know it.
  • There is a rather fine line that is somewhat art and less science knowing when to push to a decision and when to stay soft and let the other party feel comfortable.


Haha, you don’t but millions of young people do. Can’t blame you, I don’t trust him either and I think his ads are ridiculous, but pre-guru era he was dominant. That ad got 70M views lol. Anyway, I was just pointing out the difference in marketing style - filmed by hand, no production quality, no cuts, etc.

Haha. But wow... i mean 70 mil views? What am I missing? How do you get this many people to buy into this?
 
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BlackSuperman

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Everyone listen up!

@Black_Dragon43 set up a Q&A with Oliver, a speaker from episode 17.
I think the hour spent getting questions specific to my situation answered might have been the most valuable hour ever.

I now have a concrete plan to scale my agency.
I now know how best to move forward from a position I've felt stuck in for the last few weeks.

If you're not taking advantage of this FREE opportunity, you're seriously missing out. Thanks, @Black_Dragon, for setting that amazing Q&A session up.
 
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Saad Khan

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Everyone listen up!

@Black_Dragon43 set up a Q&A with Oliver, a speaker from episode 17.
I think the hour spent getting questions specific to my situation answered might have been the most valuable hour ever.

I now have a concrete plan to scale my agency.
I now know how best to move forward from a position I've felt stuck in for the last few weeks.

If you're not taking advantage of this FREE opportunity, you're seriously missing out. Thanks, @Black_Dragon, for setting that amazing Q&A session up.
Yeah, would definitely recommend joining the discord server for that opportunity. Free Gold nuggets! And tons of value and advice!
 

Black_Dragon43

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Episode 21 - INTERVIEW: Rob O’Rourke (aka @Fox) Shares His Secrets to Wealth and Freedom as an Online Entrepreneur

Learn Sales from Rob O'Rourke (@Fox)


In today’s episode, I introduce Rob O’Rourke (@Fox here), the founder of Fox Web School. He is currently helping web designers and other entrepreneurs to start and grow their online web design businesses. Rob is a self-taught web designer who found success by helping people who were in dire need of a good website. He listened to his clients, understood what they needed, and provided high-quality services that helped them scale their businesses.

Rob decided to give back to the community and is now coaching over 300 students at his Fox Web School. He helps his students to develop essential skills that will enable them to live a free and comfortable life.

3 Big Ideas

  1. Start with your target audience in mind and build around that. Don’t focus too much on the product and how you’re going to sell it, but who you’re going to sell it to. It’s better to begin by conducting market research, figuring out what people need, and think about how you can help them.
  2. You probably think that it’s better to find an untouched market, to start up in a blue ocean. But that’s a fallacy. You need a lot of resources to be a pioneer in a new market and success is not guaranteed. Instead, launch your business in a pink ocean where there is demand and working business models.
  3. Focus on the outcome, not the activity. Always keep in mind the reason why you are doing it. Even though the activity is boring or makes you afraid, your goal will keep you moving forward.
Listen on Youtube:

View: https://www.youtube.com/watch?v=nf9mLBGGmQQ&ab_channel=TheUndergroundMarketerPodcast

(Video only available on TFLF)


Listen on Website (includes show notes + transcript): Episode 21 - INTERVIEW: Rob O’Rourke Shares His Secrets to Wealth and Freedom as an Online Entrepreneur | TANDA Digital

Subscribe by email: Subscribe to The Underground Marketer Podcast | TANDA Digital
 
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Black_Dragon43

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Apr 28, 2017
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In my opinion, the just-to-be-released 9 Doors of Perception book will be a game-changer for personalized influence, communication and persuasion.

Check out the first interview with the main author Norahlyza Tung and grab a FREE Advanced Reader's Copy here:


 

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