The example he used was someone who emailed him about one of his ebooks ($29), asking Bob to elaborate how his ebook was better than a competitor's, which the emailer had purchased and been disappointed by.
Bob told her to go read the sales page -- all the info she needed was there.
His reasoning was that, given the value he puts on his time, it would have cost him more to handhold the emailer than he would have made from the sale.
According to Bly, "A dancing monkey is a seller who will jump through hoops -- and
say and do anything -- to get the order."
Among the reasons Bly gives for not being a dancing monkey is that doing so often alienates serious prospects, as the practice reeks of desperation.
I happen to think he is right.
So here are your options:
> Make your best offer, reverse the risk and put your credibility elements right up front, and let the chips fall where they may.
> Dance, monkey, dance...
What do you think?