12 {{ upvoteCount | shortNum }}
12 {{ upvoteCount | shortNum }}

Oren Klaff's Hook Point and my Tipping Point

by ewenmack
9 replies
"Aren't they the same"?

No.

Oren Klaff of Pitch Anything
uses the term Hook Point.

It's a term used when you reach a point in your presentation that has
the person want what you have.

Tipping Point is a term I coined to describe that moment in time when
a person becomes aware of a problem, without the influence of
a marketer.

Oren's term is about influence,
mine isn't.

Examples of Tipping Points...

1 Mother of toddler. The kitchen workbench makes her turn her back to her toddler
which causes her to fret about toddler's safety

2 Holiday maker returns home to a bed not as comfy as the hotel she stayed at.

3 Last days for business owner to invest in something business related
so he pays less tax.

By matching your message to your markets Tipping Point,
they will think you were in the same room
when they said it or thought it.

You are showing up at the right time
and this eliminates a lot of the waste
in your marketing.

Best,
Doctor E. Vile
#hook #klaff #oren #point #tipping
  • Profile picture of the author Ron Lafuddy
    [QUOTE=ewenmack;9793056]"Aren't they the same"?

    "Tipping Point is a term I coined... "

    Don't think so, Ewen

    Seems Malcolm Gladwell has a few years on you
    with regards to the use of the term "tipping
    point".

    The Tipping Point: How Little Things Can Make a...The Tipping Point: How Little Things Can Make a...
    {{ DiscussionBoard.errors[9793302].message }}
  • Profile picture of the author Luis Michael Orts
    What if Malcom had spoken to Ewen about it, and he made a book about it behind Ewen's back?

    Now you can go lafuddy yourself. lmao

    Dude, you must have had a rough childhood... hahahaha
    {{ DiscussionBoard.errors[9793310].message }}
    • Profile picture of the author kirbymarketingconcierge
      common scene I see with "marketers"

      I mainly think marketers don't invent anything, just "re-mix", add some value,

      a little catchy phrase, then ready for the marketplace that has no memory and Internet overload.

      What is Oren's way, other than the

      take away sale?


      when Al Gore and I invented the Internet, we knew this would happen.
      {{ DiscussionBoard.errors[9793316].message }}
    • Profile picture of the author Ron Lafuddy
      Originally Posted by Luis Michael Orts View Post

      What if Malcom had spoken to Ewen about it, and he made a book about it behind Ewen's back?

      Now you can go lafuddy yourself. lmao

      Dude, you must have had a rough childhood... hahahaha
      Do your meaningless comments add anything to the conversation?
      No.
      Why bother?
      {{ DiscussionBoard.errors[9793347].message }}
  • Profile picture of the author Luis Michael Orts
    No they don't man, but I just found your name to be funny. Haha

    Ewen, the concept is awesome by the way. Once you start understand the market place, some sales don't have to be sales... they're just... taking orders.. Like setting up a taco stand outside of a school. Or people who sell furniture pair up with people who sell homes...

    Kind of like what Jay Abraham talks about.

    Genius!
    {{ DiscussionBoard.errors[9793379].message }}
  • Profile picture of the author thet
    Is the purpose of a cold call then to see if they are on the tipping point?
    Signature

    Recognize reality even when you don't like it - especially when you don't like it.
    — Charlie Munger

    {{ DiscussionBoard.errors[9794069].message }}
    • Profile picture of the author ewenmack
      Originally Posted by thet View Post

      Is the purpose of a cold call then to see if they are on the tipping point?
      Even better if you knew what they are.

      I'll give you some examples so you can think
      of what may be Tipping Points for your prospects.

      Example 1: You read that x company has been given funding.
      They are going to invest it in a area your company
      specializes in.

      Example 2: You found a list of the fastest growing companies.
      This fast growth will likely mean they will be thinking about what you have.

      Example 3: You know the typical lifespan of your prospects product is.
      You know that maintenance costs start biting near that time.

      Example 4: You read company x has appointed a cost savings person.
      What you have saves money.

      Example 5: You know that the majority of people who buy a certain type
      of shopping cart want custom work done to it.
      You do custom programming.

      They may get your brain thinking in the right direction.

      Best,
      Doctor E. Vile
      {{ DiscussionBoard.errors[9795051].message }}
      • Profile picture of the author ewenmack
        Attaching what you have to the buyers internal motivation
        to act and buy, is the single most powerful reason
        somebody buys, backed up by this research...

        "Motivation is the most influential aspect of conversion. The more intensely connected a PPC ad is to the true motivation of the searcher, the more intense the response will be."

        Marketing Experiments

        End///

        Best,
        Doctor E. Vile
        {{ DiscussionBoard.errors[9853136].message }}

Trending Topics