This Lights A Fire Under A Prospects Ass To Take Action

77 replies
We know take away selling works,
like deadline of time and only a few left.

However there's a much more subtle way
to get action.

The secret is in three words.

It's used by USA political parties to extract money from hordes of their party faithful to
fund their campaign machine.

I trained Scott, a rookie pro salesman, in this and he broke company records,
one bringing a deal 50 times bigger than previous record in a old company.

It's how Peter can walk into a local business unannounced and walk out with a check...
without a gun in his hand.

Claude Whitacre used it when selling vacuum cleaners in peoples homes.

In the right situations, the prospect losses all rational thinking and buy's.

This was a breakthrough moment for a veteran in the psychology of sales.

The marketing research firm which has
done more marketing experiments online than any other to test formulas
and come away with new learnings,
has shown these three words are the most potent.

That's how powerful these three words are.

I'll come back to reveal what these three words are so you can unlock
the greatest force in humans.

Speak soon,
Ewen

Time to let out the 3 word secret so you can profit from it now and long into the future.

I'll demonstrate how by using the 3 power words you can find your ideal customer, client, patient, guest.

Not only that, are ready to or close to buying.

This saves wasted money time and energy on.

Even if you don't know who these buyers are now,
I'll give you the tools to come up with a list of most likely to buy now or soon.

So what are these 3 power words?

They are...

Pre Existing Motivation

When you, me and the rest of us are motivated to change,
do something, then we have our own reason for it.

There's 2 main reasons...

Move away from pain
Move towards pleasure

Now let's look at where a marketer and salesperson can benefit from
Pre Existing Condition by way of examples.

You've got a restaurant or you have a restaurant as client for the marketing of it.

You check through the data as to who spends the most money there.

Turns out it's a group celebrating a birthday.

So those adults about to have a birthday in the next 30 days
are in the hot zone. So are their friends because they may want to arrange the party.

How do we find those in the hot zone?

Inside the Facebook ad platform.

Sounds easy enough, let's try something a bit harder...beds.

What event will trigger off dissatisfaction with their current bed?

What if they slept in a more comfortable one?

What would of caused them to sleep in another?

Travel out of town to a trade show as a exhibitor or attendee.
Being on their feet for long periods and going back to a comfy bed
will be a contrast to their old not so comfy one at home.

Those that travel out of town for pleasure, like...

Classic car shows
HOG rides
Rock concerts
Sports events
Holiday's to places like Vegas, Disneyland.

So how do we find them?

On Facebook's ad platform again.

You can find those that have returned home from holiday in the last week, 2 weeks.

You can get lists of exhibitors and attendees at trade shows.

Let's bring together a whole group of products and services of high ticket prices around the home

Swimming pool
Spa Bath
Deck
Landscaping
New Roof
Siding Windows
Painting
Furniture
Whiteware
New Kitchen
New Bathroom
Floor coverings
Curtains and Blinds

You may or may not know that new home buyers spend the most money on the above list
within the first year of purchase. Another words are motivated.

So how do we know a group of home owners have bought in the last year?

You've probably guessed it...Facebook.

Ok, how-about cars, specifically family wagons.

Now by now you'll be getting into the zone by identifying
the motivated ones. And it would be a family.

Yes.

That's easy.

Let's dig deeper.

What event would make this buyer become motivated?

We'll let's say the owner of a hatchback has a new born.

She would be motivated most likely.

How about a mother just had her second baby and owns a hatchback.

Now she's got the 2 back seats taken up with kids, 2 strollers in back and only the front seat to put her stuff...
no room for another passenger.

Now she's really motivated.

And yes you can find these women within Facebook advertising platform.

How did Claude find those close to buying a high priced vacuum cleaner in their home?

He asked other sellers of in home sales organizations if he could go and service those vacuum cleaners
they sold about 5 years ago. Claude can correct me about the years.

The point was here he had a list of those that buy again in the time zone,
buy a high priced vacuum cleaner and buy in their home.

Let's look at a Divorce Attorney.

Very simple.

Facebook shows those that are recently divorced and "complicated."

So what if you have no clue what life event that would light a fire under their ass
and buy?

Fortunately there are ways you can do this.

First way is if you have a customer list.

With this you can load them into Facebook's ad platform and run a campaign what's called a look-a-like audience.

You are allowing Facebook's algorithm to go find people who are most like your customers.

An alternative is use Axciom.

There they can come up with really weird things about your customers.
Like a good percentage of them drive a white Lexus.

Now you can take that info and find white Lexus drivers in the location you want
in Facebook.

If you don't have a customer list, then we can bring in data scientists.

You can crowd source them on places like...

Experfy
Kaggle
Freelancer

Say you sold health insurance and you decided to go after married women
with children within the ages of 30 and 45.

Asking a question like...

"What life event took place prior to taking out health insurance by married women
with children between the ages of 30 and 45 in a statistically high enough numbers
to be valid."

These data geeks will bid and quote you on that and you get to choose who will fetch that info.

Once that life event comes back, you add it to the other demographics and run it.

Here's a weird thing which comes from a tax accountant told me.

He knows a good percentage of his best clients are recreational gamblers.

Yep, we can get a list of business owners in his location that fit that
interesting bit of observed data.

There you go, you've got the 3 power words...

Pre Existing Motivation.

Then used predictive modeling to identify a group that's in the hot zone
for buying.

And we took it to the next stage to use the compilers of all this juicy data
to put your message in front of.

And even if you can't think of your buyer's event which lights a fire under his/her ass to take action,
then you can source geeks to come up with the answer for you.

The people who know how to pull out the gold in big data
and connect it to masses of humans will be the big winners today and in the future.

Best,
Ewen
#action #lights #prospects
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    • Profile picture of the author ewenmack
      Originally Posted by Jason Kanigan View Post

      Oh noes another one...
      Breakfast was waiting for me so I went for it
      knowing the readers wouldn't mind waiting for those 3 words.

      Best,
      Ewen
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    • Profile picture of the author Claude Whitacre
      Ewen; Tell us the three words...or we will kill you.
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      • Profile picture of the author ewenmack
        Originally Posted by Claude Whitacre View Post

        Ewen; Tell us the three words...or we will kill you.
        Claude, you are behaving like a teenage young man
        with rampant hormones at the sight of a young woman
        showing a bit too much skin...behave!

        Best,
        Ewen
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        • Profile picture of the author socialentry
          Just remember there are worse fates then death.... like Claude's basement for example.
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  • Profile picture of the author Princess Balestra
    Banned
    Originally Posted by ewenmack View Post

    The secret is in three words.
    A 3-word Secret?

    I am on the edge of my seat like I wanna grow a tail to to stop my knees from hurtin'.

    Please do not take forever like you did with the mosquitoes.

    If there is a prize for guessin' what the three words are not, I hereby submit ruptured bulldog yelps an' claim my 5 bucks.

    *fun*
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    • Profile picture of the author ewenmack
      Originally Posted by Princess Balestra View Post


      Please do not take forever like you did with the mosquitoes.
      Now that's going to hurt Claude by reminding him he picked the wrong one as the winner.

      Best,
      Ewen
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      • Profile picture of the author Princess Balestra
        Banned
        Originally Posted by ewenmack View Post

        Now that's going to hurt Claude by reminding him he picked the wrong one as the winner.

        Best,
        Ewen
        Anyone picked the wrong deal there, it was the mosquitoes.

        What fools they are for bein' unexterminatable winged horrors blessed with the power to kill.
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  • Profile picture of the author Joe Stewart
    "Just Do It"

    Lol

    Stop picking on us, Ewen!
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  • Profile picture of the author DWolfe
    Great thread, gets everybody's attention. Got some thinking to do.
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  • Profile picture of the author bizgrower
    "Be the first" ?
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  • Profile picture of the author Oziboomer
    Originally Posted by ewenmack View Post

    The secret is in three words.

    - to light a fire under a prospects ass to take action - right??
    NO TOILET PAPER

    Sorry Ewen.

    With you being such a fan of Cialdini I started to make a mental list but I was derailed by the bloody WF showing me the feed instead of the forum so I noticed the headline to your OP and all the real words to

    cause reciprocation

    reinforce commitment and consistency

    build social proof

    cause like-ability

    build authority

    and create scarcity

    just exited my mind and I thought about the raspiness caused through an inadequate availability of three plys of personal cleanliness.

    hence the toilet paper line.

    If I had to narrow a category I'd bet on the words being ones in the consistency and commitment area with a sprinkling of authoritative reciprocation.

    Kind regards,

    Ozi
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    • Profile picture of the author Claude Whitacre
      My guesses;

      The most popular
      Everyone is buying
      Our common enemy
      Hurt the competition.


      Please, Ewen....tell us.
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      • Profile picture of the author gjabiz
        Flick Your Bic
        Strike a Match
        Stroke the flint

        These will light the fire, the action may not be what you want, however.

        My current Ewen obsession is:

        Pre Existing Motivation

        Whatever he offers, I'm combining with PEM and I'm sure to get my money's worth.

        gjabiz

        PS. My successful one has been, "you won't mind"

        Prospect Pizza Shop Owner: "Not interseted"

        Me. You won't mind (or you don't care) when I give Papa Fred (nearest competitor) this exclusive deal, right?

        Crossing off list.
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      • Profile picture of the author Joe Stewart
        Originally Posted by Claude Whitacre View Post

        My guesses;

        The most popular
        Everyone is buying
        Our common enemy
        Hurt the competition.


        Please, Ewen....tell us.

        I think Claude nailed it with "hurt the competition".

        This fits both a sales presentation or political fundraiser. There are some competitors who are friendly to each other, but there are also those that hate each other and have no problem whipping out their checkbook if they think it would hurt the other guy in some way, give them an advantage or both.

        Is that right, Ewen?
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        • Profile picture of the author Claude Whitacre
          Originally Posted by Joe Stewart View Post

          I think Claude nailed it with "hurt the competition".

          This fits both a sales presentation or political fundraiser. There are some competitors who are friendly to each other, but there are also those that hate each other and have no problem whipping out their checkbook if they think it would hurt the other guy in some way, give them an advantage or both.

          Is that right, Ewen?
          Not that you mentioned this, but.....
          "Our common enemy" and "hurt the competition" sound a lot alike.

          "Our common enemy" is useful in fund raising. In fact, it's the single most powerful appeal. Political candidates have to make their opposition the enemy. It has to be "Us VS Them".

          I just know when I am selling, the two main appeals I use are, "This is what's the most popular" and "Everyone is buying this"...or "Everyone wants this"

          I'll often just say, "Our problem isn't selling these. Our problem is getting them to meet demand". Eyes light up.


          But I'm not sure this is what Ewen is alluding to.
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          • Profile picture of the author Joe Stewart
            Originally Posted by Claude Whitacre View Post

            Not that you mentioned this, but.....
            "Our common enemy" and "hurt the competition" sound a lot alike.

            "Our common enemy" is useful in fundraising. In fact, it's the single most powerful appeal. Political candidates have to make their opposition the enemy. It has to be "Us VS Them".
            Hmmm...I don't see how a customer and sales person would have a "common enemy", though. Am I missing something?
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            • Profile picture of the author Claude Whitacre
              Originally Posted by Joe Stewart View Post

              Hmmm...I don't see how a customer and sales person would have a "common enemy", though. Am I missing something?
              You can make the home office the common enemy. You can easily make the government the common enemy.

              You can even make "Them" the common enemy.

              Any time you can get a customer excited about "We'll show them!" a sale is easy.

              Here are a few examples;

              "The bank doesn't like making loans to self employed people. But let me work through that. We'll get it done" The bank is the enemy.

              "The home office says I can't ........but let's show them we can"

              I even did this while phone closing. The customer got angry with me on the phone, while a rep was with them. I talked to the rep and told him, "OK, You have to make me the enemy. Tell her that I told you not to sell to her. And tell her that I told you that you couldn't make a sale today."

              He did, she bought.

              If a customer tells you a tale of horror about a previous salesman (they are always men), you now band with him against every other salesperson.

              All of this is theater of course.
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            • Profile picture of the author bizgrower
              Originally Posted by Joe Stewart View Post

              Hmmm...I don't see how a customer and sales person would have a "common enemy", though. Am I missing something?
              In addition to what Claude posted, if the sales person comes to the prospect's "side of the table",
              so to speak, then the prospect's competition is the "common enemy". Here Joe Plumber, let's do
              this to beat John Plumber.
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              • Profile picture of the author jimbo13
                He is not looking for three specific words one would say but three words that describe a state of mind the recipient already has.

                Having said that 'You don't want ...' works in conjuntion.

                Daily Mail does this all the time in the UK.

                US example. Do you think Mexicans are stealing jobs, welfare bad news etc?

                Well you don't want ABC to win the election then do you? Donate to ABC

                You get the idea.

                Preaching to the converted is the general thing. Political parties do not try and phone for donations from people not already disposed to vote for them based on the more populist elements of their doctrine.

                Dan
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          • Profile picture of the author ewenmack
            Originally Posted by Claude Whitacre View Post

            Not that you mentioned this, but.....
            "Our common enemy" and "hurt the competition" sound a lot alike.

            "Our common enemy" is useful in fund raising. In fact, it's the single most powerful appeal. Political candidates have to make their opposition the enemy. It has to be "Us VS Them".

            I just know when I am selling, the two main appeals I use are, "This is what's the most popular" and "Everyone is buying this"...or "Everyone wants this"

            I'll often just say, "Our problem isn't selling these. Our problem is getting them to meet demand". Eyes light up.


            But I'm not sure this is what Ewen is alluding to.
            Claude, thank you for those 2 appeals which you find works best.

            I see them as pushing them off the fence.

            If they can't decide which make or model to go with,
            then any one of those three examples would likely work.

            The three words that put a fire under their ass that I'm referring to
            happens earlier in the buying phase.

            You've told me how you've made use of it before when selling vacuum cleaners in homes.

            Best,
            Ewen
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            • Profile picture of the author Jill Carpenter
              "Better call Saul"
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              • Originally Posted by Jill Carpenter View Post

                "Better call Saul"
                OR,

                1-800-ASK-GARY!

                JMB

                P.S. This is a case study (from the infamous VV), as well as an actual T.V. Commercial! Which, coincidentally, I have recently seen on TV! It was broadcasted on a Canadian Channel, even though this is supposed to be a Floridian Telemarketing company!
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                • Ewen.

                  I have several 3 word phrases right now



                  I guess this is the best 1 right now:

                  TO BE CONTINUED.............
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                  • Profile picture of the author dave147
                    Originally Posted by kirbymarketingconcierge View Post

                    Ewen.

                    I have several 3 word phrases right now



                    I guess this is the best 1 right now:

                    TO BE CONTINUED.............
                    that's what you say when you don't get the sale
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        • Profile picture of the author ewenmack
          Originally Posted by Joe Stewart View Post

          I think Claude nailed it with "hurt the competition".

          This fits both a sales presentation or political fundraiser. There are some competitors who are friendly to each other, but there are also those that hate each other and have no problem whipping out their checkbook if they think it would hurt the other guy in some way, give them an advantage or both.

          Is that right, Ewen?
          Joe we have all seen examples of it, some macho male biz owners
          as well as politicians.

          "Hurt the competition" is a sub set of the three words
          I'm after.

          Another sub set is throw stones at your prospects enemy.

          You name all the nasty things they are doing,
          what they suspected and now you verified for them.

          This has been used for political party fundraising,
          golf instruction [get revenge over your golf buddy who is always whipping your ass and
          witness the wiping off his silly smirks he makes]...make money program [tell the boss to shove his job where the sun doesn't shine].

          Those are three examples of naming the common enemy and
          showing how the prospect can lift his power status.

          Once again those are sub categories of the three word master formula.

          Best,
          Ewen
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  • Profile picture of the author Synnuh
    You said he doesn't have a gun, so "stickup, nobody move" aren't the words.

    Hmm.

    Got your back.
    Now or never.
    Make it happen.

    If all those fail...

    Let's get drunk.

    Am I close?
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    • Profile picture of the author Princess Balestra
      Banned
      Lemme Bend Over?

      (technically that is 4 words, but I figure we could squeeze the lem.)
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      • Profile picture of the author ewenmack
        Boom...the 3 word answer has been revealed by a poster!

        I'm off to have breakfast now.

        Best,
        Ewen.
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  • Profile picture of the author bizgrower
    It's usually three words, but not always the same three words.

    Okay, I see Ewen's post so here is why I think it's not always the same three words.

    Spoiler Alert


    In the video, they give the example of a financial institution getting 48% (?)
    more funded accounts opened by changing the language on a button on their
    website from "Learn More" to "Open An Account". Sooo, the exact three words
    would vary per offer and context. (I know how much regard Ewen has for Marketing
    Experiments, so I tried to cheat. LOL)

    They do this top 5 thing for every year. It should beneficial for a lot of people here,
    even if it's not what Ewen had in mind.

    http://www.marketingexperiments.com/...scoveries.html
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    • Profile picture of the author ewenmack
      Originally Posted by bizgrower View Post

      It's usually three words, but not always the same three words.

      Okay, I see Ewen's post so here is why I think it's not always the same three words.

      Spoiler Alert


      In the video, they give the example of a financial institution getting 48% (?)
      more funded accounts opened by changing the language on a button on their
      website from "Learn More" to "Open An Account". Sooo, the exact three words
      would vary per offer and context. (I know how much regard Ewen has for Marketing
      Experiments, so I tried to cheat. LOL)

      They do this top 5 thing for every year. It should beneficial for a lot of people here,
      even if it's not what Ewen had in mind.

      The 5 Most Startling Marketing Discoveries from 2012
      Dan, I alluded to Marketing Experiments, however those three words aren't part of their heuristics which the three words has the highest weight on influence.

      Great you brought up Marketing Experiments to the attention of others.

      Best,
      Ewen
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  • Profile picture of the author SirThomas
    I believe it must be "The most popular" or "everyone is buying". People don't want to be left out - a major element of the Herd Theory.
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    • Profile picture of the author Joe Stewart
      Originally Posted by SirThomas View Post

      I believe it must be "The most popular" or "everyone is buying". People don't want to be left out - a major element of the Herd Theory.
      "The most popular" was my second thought, but I could only fathom this being used if it were a multiple choice situation. Example, a most popular donation amount or most popular product.

      I thought of this originally because it reminded me of the Dan Kennedy story in his "No B.S." series of how he was a traveling book salesman and over time replaced a customer's rack with only best sellers. It's been awhile since I read that. I think that was the story.
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    • Profile picture of the author ewenmack
      Originally Posted by SirThomas View Post

      I believe it must be "The most popular" or "everyone is buying". People don't want to be left out - a major element of the Herd Theory.
      Good point.

      Humans want to follow.

      Very few want to lead.

      Leading seems too risky.

      The thing about following though
      their is a trigger before the search to follow
      others.

      That's where the 3 word power formula comes in.

      Best,
      Ewen
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  • Profile picture of the author Princess Balestra
    Banned
    Hurt the competition is a cool idea right now.

    I am in a bar, got reggae whumpin' my ass offa a leather sofa.

    Technically, nuthin' is happenin', an' I am a socmed zombie of flit.

    But I am glad of serious throb here, an' some stoopid people f*cked on my week don't matter now.

    Point is, my sword is butt-shaped.

    An' I guess what I mean is how hurt can be evidenced to positive effect with maxo heart.

    So, yeah, either your best shot specifically targets the competition cos you fear they got the better idea, or it especially ignores stupido obstacliture for want of a wider perspective beyond infightin' or presupposed loops.

    Are we hurtin' to destroy or hurtin' to expand an' grow?

    I am concerned that destruction of opposition via spears through hearts rather than oftener leaps aloft is becoming a more attractive vision of normo.

    But hey, my butt is shakin' offa my skello right now so what do I know about the frickin' Apocalypse?

    Gotta hope this makes actual sense cos it is loud here.

    Gotta love your dangle prowess, Ewzie.

    You got me speculatin' 'pon.
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  • Profile picture of the author misterme
    At MisterMe Headquarters, we discovered more than three words.

    With their new found vocabulary, you can imagine how talkative everyone here has become now.

    Used to be a place of serenity but now they're chatty and noisy like everyone else.

    And like politicians, their lips are moving, but there's not much they're saying.
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    • Profile picture of the author ewenmack
      Originally Posted by misterme View Post

      At MisterMe Headquarters, we discovered more than three words.

      With their new found vocabulary, you can imagine how talkative everyone here has become now.

      Used to be a place of serenity but now they're chatty and noisy like everyone else.

      And like politicians, their lips are moving, but there's not much they're saying.
      Hey MisterMe, if for no other benefit of this whole thread,
      we got you chiming in.

      Thank you.

      Best,
      Ewen
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      • Profile picture of the author Ron Lafuddy
        "Re: This Lights A Fire Under A Prospects Ass To Take Action"

        OK, I'll give it a go...

        "INTERNAL REVENUE SERVICE".

        Yessir! Nothing lights 'em up faster, than those three words.

        Gets EVERYBODY'S attention right now.

        And... those boys have some of the best "closing techniques" I have ever seen.


        You're Entirely Welcome.

        Ron
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  • Profile picture of the author SirThomas
    Ewen, are you talking about three words that you have to say to your prospect or about three words describing what has to happen to move people to act?
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    • Profile picture of the author MaxwellB
      This is getting to be days long lol let's get on with it please what are the three words..

      I will pay you for them my curiosity is killing me.

      This could actually be a $9-$17 info product, with the sales page script be the thread post hahaha
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    • Profile picture of the author ewenmack
      Originally Posted by SirThomas View Post

      Ewen, are you talking about three words that you have to say to your prospect or about three words describing what has to happen to move people to act?
      Great question. ..what has to happen to move people to act.

      Best,
      Ewen
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      • Profile picture of the author sb
        Originally Posted by ewenmack View Post

        Great question. ..what has to happen to move people to act.

        Best,
        Ewen
        Strong desire.
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        • Profile picture of the author Joe Stewart
          Originally Posted by sb View Post

          Strong desire.


          This leads me to think of them being emotionally engaged, trying to resolve some type of pain point.
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      • Profile picture of the author Joe Stewart
        Originally Posted by ewenmack View Post

        Great question. ..what has to happen to move people to act.

        Best,
        Ewen
        Call to action. Ask for the sale.
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  • "Called your competition"
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  • Profile picture of the author sb
    "Will you help..."
    Or maybe, "Do you qualify?"

    This got me to searching and although I don't think these are the three words, Meclabs got a 43% boost in conversions by changing a CTA link from "Learn More" to "Open An Account". Good stuff!
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  • Profile picture of the author sb
    Can I buy a vowel?

    Or, how about a hint, like one of the three words?
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    • Profile picture of the author Joe Stewart
      Originally Posted by sb View Post

      Can I buy a vowel?
      Exactly. How about a "what the bleep is it" for $1000, Ewen!?"
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    • Profile picture of the author DABK
      I was having a hard time till I realized you didn't say they have to be in a coherent order.

      you/yourself/yours
      because
      imagine

      If they have to be together, I'm still stumped.
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  • Profile picture of the author Synnuh
    Still no bone to be thrown, 'eh?
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  • Profile picture of the author Oziboomer
    Given the psychological influence and the references already given.

    Also as people want to move away from pain and desire immediate pain relief.

    I'm going to suggest the following options

    Eliminates competitors guaranteed

    Eliminates competitors immediately

    Eliminates competition forever

    Best regards,

    Ozi
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    • Profile picture of the author DWolfe
      Originally Posted by Oziboomer View Post


      I'm going to suggest the following options

      Eliminates competitors guaranteed

      Eliminates competitors immediately

      Eliminates competition forever

      Ozi
      Which followed by

      Disqualifies all competitors

      or it destroys the competition
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    • Profile picture of the author ronr
      I think Ewen said that someone already picked the 3 words but if I didn't know that I would say:

      "If you qualify"

      Everyone wants to qualify. Those three words makes them want to qualify.
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      • Profile picture of the author socialentry
        Originally Posted by ewenmack View Post

        I'll come back to reveal what these three words are so you can unlock
        the greatest force in humans.

        Speak soon,
        Ewen
        I'm not too sure which is most powerful in sales, but in politics it's without a doubt tradition,social pressure and habits.

        Societies have collective memories. Most people will obey a hierarchy instinctively. There's a "je-ne-sais-quoi" that prompts people to obey.

        Here's a rather extreme example from Cambodian history:
        Prince Sihanouk's appeal to the Cambodian peasantry took the Khmer Rouges from a rag tag band to an army virtually overnight.

        Lee Kuan Yew wrote in his memoir that not a single Cambodian soldier would have shot the Prince after he was deposed...I dispute this but that's not the point. That the Singaporean leader would even begin to entertain this conclusion is a testament to the influence of culture.How can a soldier that have risen against his sovereign not shoot him on sight?

        In folk culture, Sihanouk was a god-king. For uneducated people (which was most of his constituency), it was his divine right to rule.

        In Thailand, the narrative is that Rama IX is above petty politics. He doesn't need any common enemy because he comes from some magical kingdom in the sky. That's the axiom --- a truth that is assumed without being contested.

        In the West it's different, because the medias are always attacking political leaders, it's very very hard to build credibility so we don't see it as much.

        But whenever I:
        1) hear things like "Its weird to have a celebrity in prison".
        2) see someone switch from Iphone 5 to iphone 6 because its the "in" thing
        3)hear of an acquaintance who is not a criminal but who takes apparent pride in hanging out with criminals or members of organized crime
        4) hear news about Prince Harry, Kate, royal weddings and their fanbois and girls on the CBC.
        5) see someone lose control of bodily functions over a higher up ("ooooooh, Its the VP!!!!! I'm gonna dine with the VP!!!!!" "OMG! Dan Kennedy!!!!" "Have you never heard of JAY ABRAHAMS(you retard)")

        To me, that's the same nameless instinct at play. Most people will never get over it and it will always govern human affairs. Most people just want to know where their place is, whether it's at the top or underneath someone else's foot.

        I think it's pretty far from the right answer though. I don't think most lessons in politics translate well to sales and vice versa.
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      • Profile picture of the author Jack Gordon
        Originally Posted by ronr View Post

        I think Ewen said that someone already picked the 3 words but if I didn't know that I would say:

        "If you qualify"

        Everyone wants to qualify. Those three words makes them want to qualify.
        This gets my vote too.
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      • Profile picture of the author Claude Whitacre
        Originally Posted by ronr View Post

        I think Ewen said that someone already picked the 3 words but if I didn't know that I would say:

        "If you qualify"

        Everyone wants to qualify. Those three words makes them want to qualify.
        Originally Posted by Claude Whitacre View Post

        "Do you qualify?"
        I just want everyone to know that I was the first one to say something that had the word "Qualify" in it.

        Me, Claude Whitacre...I was the first. Me. Not anyone else...me.

        It's important to me that nobody else gets credit for it.

        Claude "It's all about me" Whitacre
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        • Profile picture of the author Jack Gordon
          Originally Posted by Claude Whitacre View Post

          I am wholly unqualified to help myself, much less anybody else here.
          I don't think this counts, Claude.
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        • Profile picture of the author sb
          Originally Posted by Claude Whitacre View Post

          I just want everyone to know that I was the first one to say something that had the word "Qualify" in it.

          Me, Claude Whitacre...I was the first. Me. Not anyone else...me.

          It's important to me that nobody else gets credit for it.

          Claude "It's all about me" Whitacre
          I was going to argue with you because I thought I was the first one, but when I checked, I see that you were.

          Oh well, great minds think alike. But we're both probably wrong. Ha!
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  • Profile picture of the author dave147
    Every time I mention the competition to prospects it has a positive effect a lot of the time, so
    it could be something like "beat your competitors"
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    • Profile picture of the author Claude Whitacre
      When closing, my favorite line is "May I recommend..."

      It positions me as the expert, and sounds less salesy.
      But Ewen..you have to tell us.

      Maybe "Be a celebrity". It's a powerful inducement for the right customer. I've had several "Maybe" sales tip over because I mentioned that I would video them and put them on my website...or interview them, and distribute the CDs.
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  • Profile picture of the author Synnuh
    Was it the "Now, or never?"

    I think it lets them know if they don't take the deal now, you're moving on to other prospects.

    If you're serious about it, they'll get off their arse and either make a decision, or let you focus on other leads.
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    • I LOVE these Twisted, Out-Side-of-The Box and Mind-Altering threads that Ewen Starts.

      Why?

      Because Ewen makes one think!

      More so, you can can learn from others who have posted with their insights -- which YOU can learn from OR tweak to your own specific situation, that you would never have thought of before Ewen's thought-provoking question was posed and/or broached in front of you!

      Thanks Ewen for yet another MIND-SET Thread Starter!

      Cheers,

      JMB
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  • Profile picture of the author Achiz768
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    • Profile picture of the author tryinhere
      [DELETED]
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  • Profile picture of the author AlphaWarrior
    I motion that this thread gets back to answering the question of which 3 words light a fire under a prospects behind to take action.

    Complaints not related to the 3 words should be voiced elsewhere!
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  • Profile picture of the author umc
    Maybe this is a lesson for Ewen and any good marketer. Don't wait to long to give people what they want or they may get distracted and forget all about you or just lose interest.
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    • Profile picture of the author ewenmack
      I've updated the first post where I reveal the 3 word secret.

      Best,
      Ewen
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  • Profile picture of the author animal44
    Originally Posted by ewenmack View Post

    Let's bring together a whole group of products and services of high ticket prices around the home

    Swimming pool
    Spa Bath
    Deck
    Landscaping
    New Roof
    Siding Windows
    Painting
    Furniture
    Whiteware
    New Kitchen
    New Bathroom
    Floor coverings
    Curtains and Blinds

    You may or may not know that new home buyers spend the most money on the above list
    within the first year of purchase. Another words are motivated.

    So how do we know a group of home owners have bought in the last year?

    You've probably guessed it...Facebook.
    Simpler than that. The guy selling swimming pools just does a deal with those selling Spa Baths, Decks, Landscaping etc in a lead exchange or commission or whatever else gets the deal done.
    Or go straight to the Estate Agent, Movers, Conveyancers etc.
    I'll lay you odds you'll get better response than Facebook ads or posts...
    Rather than argue, why not try it. A test will give you results for whatever market you're in...
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    • Profile picture of the author DWolfe
      Ewen basically your saying find the person with the following.

      Has a "Pre Existing Motivation that has reached the "Tipping point"

      The seller have the right offer at the right time, the seller should get the sale.
      Minus a few steps.
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      • Profile picture of the author ewenmack
        Originally Posted by DWolfe View Post

        Ewen basically your saying find the person with the following.

        Has a "Pre Existing Motivation that has reached the "Tipping point"

        The seller have the right offer at the right time, the seller should get the sale.
        Minus a few steps.
        You won't get the sale every time because what you have
        may not be the right fit.

        However, you are putting the odds in your favor like no other can.

        Best,
        Ewen
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      • Profile picture of the author sb
        Originally Posted by DWolfe View Post

        Ewen basically your saying find the person with the following.

        Has a "Pre Existing Motivation that has reached the "Tipping point"

        The seller have the right offer at the right time, the seller should get the sale.
        Minus a few steps.
        That's been the mantra for decades, yes.

        Facebook is just another, more sophisticated way to locate and attract those people.

        Gary Halbert's "Hamburger Stand" analogy explains it perfectly.
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  • Profile picture of the author dave147
    Forget all that nonsense...what are the 3 words you can say that "Lights A Fire Under A Prospects Ass To Take Action" ???




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    • Profile picture of the author umc
      Originally Posted by dave147 View Post

      Forget all that nonsense...what are the 3 words you can say that "Lights A Fire Under A Prospects Ass To Take Action" ???




      Pre Existing Motivation, yes, actually two words though he wrote it out as three, and not two words that you can say to a prospect to motivate them. All of this was to say that if you can tap into the reasons someone might already want something you can sell to them more effectively. Lots of hype in this thread.
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