FREE Tool Stops Buyer Resistance

305 replies
Once I learnt it and implemented it,
I was able to get more responses to my advertising,
higher paying clients, clients who stuck with me longer
which made the businesses I built up much more
valuable when sold.

Today I use it to bring in consulting clients.

To me it doesn't seem to be persuasive or
"ninja".

The only time I know it doesn't work is when you are starting off at ground zero.

Can you guess what this free tool is?

Your pay-off is huge.

Leave your comments so we all can learn.

Best,
Ewen
#buyer #free #resistance #stops #tool
  • Profile picture of the author unglued
    Uh, I'm gonna have to say client testimonials.
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    • Profile picture of the author ewenmack
      Originally Posted by unglued View Post

      Uh, I'm gonna have to say client testimonials.
      Sorry, no.

      Try again.

      Best,
      Ewen
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      • Profile picture of the author mak25
        Case studies/Track records of others in their field using your product
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        • Profile picture of the author ewenmack
          Originally Posted by mak25 View Post

          Case studies/Track records of others in their field using your product
          They can get the prospect closer to the finish line,
          but not over it.

          Wanna give it another shot?

          Best,
          Ewen
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        • Profile picture of the author BigSnakeSituation
          environmental instinct
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      • Profile picture of the author mojo1
        Click to call plugin?
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        • Profile picture of the author ewenmack
          Originally Posted by mojo1 View Post

          Click to call plugin?
          That is limited to a website and then one still has to convert
          the prospect to a buyer on the call.

          Wanna give it another go?

          Best,
          Ewen
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  • Profile picture of the author RedShifted
    I'm going with a calculator on this one.
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    • Profile picture of the author ewenmack
      Originally Posted by RedShifted View Post

      I'm going with a calculator on this one.
      Electronics not needed.

      Can you get closer?

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

        Electronics not needed.

        Can you get closer?

        Best,
        Ewen
        How about an abacus?
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  • Profile picture of the author joecarson1
    My guess for the free tool that wont work when you just starting out is a "referral" from a current client to contact a new prospect.
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    • Profile picture of the author ewenmack
      Originally Posted by joecarson1 View Post

      My guess for the free tool that wont work when you just starting out is a "referral" from a current client to contact a new prospect.
      Referrals are great...still need this one thing
      to get her to part with her money.

      Think you know it?

      Best,
      Ewen
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  • Profile picture of the author Colm Whelan
    Money-back Guarantee?
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    • Profile picture of the author ewenmack
      Originally Posted by Colm Whelan View Post

      Money-back Guarantee?
      Wasn't what I was looking for Colm.

      Want to give it another go?

      Best,
      Ewen
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      • Profile picture of the author Colm Whelan
        Yep, I'll give it another go.
        Ok, going by the guy who's asking the question, how about one\both of these...
        1. Your time
        2. Your attention
        3. Your interest in how you can really help their business

        Close?

        Originally Posted by ewenmack View Post

        Wasn't what I was looking for Colm.

        Want to give it another go?

        Best,
        Ewen
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  • Profile picture of the author James Hensley
    fun

    I have some guesses and would love to your answer

    Mine are:

    1. Being friendly and real while at the same time presenting your real self in a professional way?

    2. Taking an online funnel system and applying it to your ads call to action (free or discounted offer>followups based on the markets needs>a soft sale that solves the need)

    3. Live samples of related to your ad

    4. A personal picture or direct phone number

    Not sure.. I might guess some more later
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    • Profile picture of the author ewenmack
      Originally Posted by James Hensley View Post

      fun

      I have some guesses and would love to your answer

      Mine are:

      1. Being friendly and real while at the same time presenting your real self in a professional way?

      2. Taking an online funnel system and applying it to your ads call to action (free or discounted offer>followups based on the markets needs>a soft sale that solves the need)

      3. Live samples of related to your ad

      4. A personal picture or direct phone number

      Not sure.. I might guess some more later
      Not there yet James...get those brain cells working!

      Best,
      Ewen
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  • Profile picture of the author James Hensley
    Direct examples of how your solution can make them more money, real examples that they can understand and relate to?

    Or if their not a business owner then how your solution solves their issue..

    OORRR, lol

    A limited trial version of what your offering? I find that if I'm thinking about buying something and I wanna get my hands on it so that I can see first hand if the product meets all of my criteria.

    Oh yea, what an abacus??


    EDIT
    Oh I know what it is
    Its to format your promotion in a way that stimulates them to think while implying that you, as the consultant will provide the insights to their questions. So the freebie winds up being a sit down or a call which will allow you to get to know them and thus, being able know which of your products or services is most suited.

    Amerite????

    EDIT
    lol, I thought of another guess and that is to provide links or references to your competitors. Assuming your companies equivalent product or service is better.
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    • Profile picture of the author Thom Hale
      Classified Ads????
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  • Profile picture of the author joecarson1
    Ok we need a hint. Is the "tool" you referring to something that is physically seen or something that is said?
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  • Profile picture of the author Jason Kanigan
    Originally Posted by ewenmack View Post

    Once I learnt it and implemented it,
    I was able to get more responses to my advertising,
    higher paying clients, clients who stuck with me longer
    which made the businesses I built up much more
    valuable when sold.

    Today I use it to bring in consulting clients.

    To me it doesn't seem to be persuasive or
    "ninja".

    The only time I know it doesn't work is when you are starting off at ground zero.

    Can you guess what this free tool is?

    Your pay-off is huge.

    Leave your comments so we all can learn.

    Best,
    Ewen
    Well, it could be different for you, but for me it's knowing what typical problems my target niche has that I can solve. In the beginning, you don't know what those are. After awhile, though, you do know them and can begin conversations with questions asking about whether they're having those issues.

    These "pain points" are absolutely free to gather. It just takes some time. Not long...maybe even just two weeks or less to have a stable of effective ones at your disposal. And a day or two to get one as a starter.

    With their industry terminology, you demonstrate immediately that you understand their world and that gives you instant credibility. It catapults you past anyone else they're talking to...who will be simply pushing their product or service.

    Once the prospect lets you into their world, even a little, and it's a fit, sales are much easier to complete.

    I feel certain you have something else, perhaps even more simple, in mind, Ewen.
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  • Profile picture of the author Doran Peck
    Preparation.
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  • Profile picture of the author ckdaro
    Call to action, email list, testimonials, go on tell us Ewen.
    Signature
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  • Profile picture of the author James Hensley
    Is it infographics!?
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    • Try It?

      want fry's??

      your competitors???

      it's guaranteed!

      you win!!

      win/win!!!
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      • Profile picture of the author savidge4
        I think I have figured out Ewen's secret Sauce to success!

        Utter confusion! HEY that's 2 words!
        Signature
        Success is an ACT not an idea
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  • Profile picture of the author V12
    Free Consultation?
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  • Profile picture of the author Joe J
    Vested interest.
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  • Profile picture of the author kruger7
    value proposition?
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  • Profile picture of the author Jason Kanigan
    Oh gosh.

    I think I may have actually got it.

    Look at the post count of this thread and the short time it's been up.

    "Buyer involvement".
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  • Profile picture of the author RRG
    Trust and authority.

    Peanut butter and jelly.

    Flotsam and jetsam.
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  • Profile picture of the author RRG
    Risk reversal.

    Brady Bunch.

    Will and Grace.
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  • Profile picture of the author RRG
    The Glengarry leads.
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      • Profile picture of the author savidge4
        We are going to get one of those Holy Grail moments... you know you search all your life only to find out you were searching for a plastic cup.


        RED SOLO CUP! damn.. that's 3 words

        I sure hope Ewen gets a new client soon... This man with free time on is hands, is wasting mine hahahaha
        Signature
        Success is an ACT not an idea
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  • Profile picture of the author Joe J
    proven solution
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  • Profile picture of the author RRG
    Social proof.

    Bonnie and Clyde.

    Gin 'n' tonic.
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  • Profile picture of the author BigSnakeSituation
    Featured benefits
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  • Profile picture of the author BigSnakeSituation
    Eliminate fear
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  • Profile picture of the author Huskerdarren
    Free Report
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  • Profile picture of the author BigSnakeSituation
    More questions
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  • Profile picture of the author Rus Sells
    Because and Never
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  • Profile picture of the author BigSnakeSituation
    More questions.

    Compelling Copy!
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  • Profile picture of the author maverick8
    FREE TRIAL
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  • Profile picture of the author TakenAction
    tell us.

    Was I close?
    Signature

    The best thing you can do is put yourself out there.

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  • Profile picture of the author umc
    Anybody else think that Ewen is going to release this secret to us in a new WSO? Maybe "Hidden Agenda Cashbox - How I Achieved A 99% Closing Rate By Drawing In Suckers From The Offline Forum". Then we can all go buy it and find out the answer. :p J/K
    Signature

    Simple "pay what you want" life coaching services online.
    Get out of your own way in business. It's personal. Click Here

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  • Profile picture of the author James Hensley
    is it, Why Wait?
    EDIT
    I think its a relationship, final answer
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  • Profile picture of the author James Hensley
    Yes a clue, please
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  • Profile picture of the author satrap
    Give them some clue but not the whole answer, showing them you've got what they're looking for.
    Signature
    60 Awesome Ways to Make Money Without a Job
    .................................
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  • Profile picture of the author Matthew North
    Bait/Switch.
    Signature

    you cant hold no groove if you ain't got no pocket.

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  • Profile picture of the author V12
    He always delivers.
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    • Profile picture of the author gjabiz
      Good thread Ewen, getting ideas from several posts, thanks.

      My best guess is BEFORE/AFTER.

      You paint a picture of where the prospect is NOW, and how much better it will be AFTER they have whatever is being sold.

      Looking forward to the head slapping moment...the "of course" moment.

      gjabiz

      PS. Although the newbie part has me thrown. Maybe SEEK/FIND?
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      • Originally Posted by gjabiz View Post

        Good thread Ewen, getting ideas from several posts, thanks.

        My best guess is BEFORE/AFTER.

        You paint a picture of where the prospect is NOW, and how much better it will be AFTER they have whatever is being sold.

        Looking forward to the head slapping moment...the "of course" moment.

        gjabiz

        that's a good 1.

        good job!!!
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  • Profile picture of the author umc
    Relationship building? My relationships with clients bring in fantastic referrals that cost me nothing and that almost never quibble about price or even look elsewhere for other options.
    Signature

    Simple "pay what you want" life coaching services online.
    Get out of your own way in business. It's personal. Click Here

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  • Profile picture of the author James Hensley
    My good morning guess is...customer surveys!
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  • Profile picture of the author Peter Lessard
    The kicker with this seems to be "The only time I know it doesn't work is when you are starting off at ground zero."

    Ewen says we can see the 2 words in action in a 2 page sales letter he will provide.
    Also says it got him more response to advertising.

    All I can think is "proven results" type stuff at the moment.
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  • Profile picture of the author Peter Lessard
    or "Limited Time" as scarcity/deadlines and a reason to take action now are great sellers.
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    Ready to generate the next million in sales? The Next Million Agency
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    • maybe were way of track.

      definition of tool :

      a device or implement, especially one held in the hand, used to carry out a particular function.
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      • Profile picture of the author umc
        Originally Posted by kirbymarketingconcierge View Post

        maybe were way of track.

        definition of tool :

        a device or implement, especially one held in the hand, used to carry out a particular function.
        Should we hold them up at gunpoint? Seems like that would work on noobs too.
        Signature

        Simple "pay what you want" life coaching services online.
        Get out of your own way in business. It's personal. Click Here

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      • Profile picture of the author Doran Peck
        Originally Posted by kirbymarketingconcierge View Post

        maybe were way of track.

        definition of tool :

        a device or implement, especially one held in the hand, used to carry out a particular function.
        Baby Kitten.

        "Buy this vacuum cleaner or I'll scream into the ear of this cute baby kitten"
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        • Profile picture of the author James Hensley
          Originally Posted by Doran Peck View Post

          Baby Kitten.

          "Buy this vacuum cleaner or I'll scream into the ear of this cute baby kitten"
          HAHAHA, that's funny but I think you may have figured it out!
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          • Profile picture of the author Mystery777
            *Gun pointing at head*: "Buy or Die"....

            Think that's the only thing that would definitely get the prospect "over the finish line" so to speak, (as opposed to closer to it), on the spot, every single time.

            Kidding aside, it has to do with Social Proof and Testimonials (although testimonials has been dismissed earlier).
            .
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            • posted 5-28-2014- 12:40 pm

              Originally Posted by ewenmack View Post

              Ok, ok, want a clue?

              Here it is...

              Just 2 words.

              When I reveal it, you'll be given a 2 page sale letter which
              has sold many millions of it services, so you can see those 2 words in action.

              And of course the how you can tailor the secret foir your situation.

              Best,
              Ewen


              so now the 2 words are

              "free, but..."

              it's costing me my patience (but I am not a patient guy and a worrier) :confused:

              hope you reveal it soon, or I will start to worry.

              purchased a 7.00 wso last week, and the guy dissappeared..........and I wonder and hope nothing happened to him and that he's safe.
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  • Profile picture of the author kemdev
    Free demo.

    Past results.
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  • Profile picture of the author misterme
    Client testimonials.
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  • Profile picture of the author imsirigiri
    We Care

    I need to subscribe to this thread now
    Signature
    Need a Technical Support VA on an Hourly Basis? || Need AdSense Microniche Sites Research and Development? PM me.
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  • Profile picture of the author Joe J
    Too busy!
    All booked!
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  • Profile picture of the author James Hensley
    Maybe I'm thinking a little outside of the box, but I started reviewing all the answers and then I thought, man if we could all talk face to face, we might have a shot at working this out..so now I'm thinking its team work?
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  • Profile picture of the author Mark Singletary
    Expert Answer

    Authoritative Response

    If Ewen were just a nobody, there wouldn't be everyone begging for the answer.

    Mark
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    • Profile picture of the author ewenmack
      UPDATE: It's taking awhile to make the secret simple for you to understand
      and apply in most situations.

      Last night I revealed the secret to my client.

      So that he could get it down to his bones, I mentioned 3 greats of
      direct marketing Robert Collier, Eugene Schwartz and Gary Bencivenga
      have passed down their rules for getting people to buy stuff in droves.

      Rules like...

      Enter their conversation in their mind
      You cannot sell to an unmotivated person
      Persuasion Equation tm

      I demonstrated how this breakthrough secret is the short cut to
      their formulas and he told me he now knew why it works
      and why there is nothing else like it.

      So I asked him how he would explain it to somebody
      who had less knowledge about direct response marketing.

      And there was a looooong silence.

      I knew I was in trouble.

      The message is too complicated because he could not easily pass it on to somebody else, therefore it can't go viral.

      So it's back to the drawing board for me.

      It still works like gangbusters though, as experienced by my client and me.

      In the meantime while I work on explaining it to you,
      see if you can come up with the secret 2 words.

      I appreciate you all.

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

        UPDATE: It's taking awhile to make the secret simple for you to understand
        and apply in most situations.

        Last night I revealed the secret to my client.

        So that he could get it down to his bones, I mentioned 3 greats of
        direct marketing Robert Collier, Eugene Schwartz and Gary Bencivenga
        have passed down their rules for getting people to buy stuff in droves.

        Rules like...

        Enter their conversation in their mind
        You cannot sell to an unmotivated person
        Persuasion Equation tm

        I demonstrated how this breakthrough secret is the short cut to
        their formulas and he told me he now knew why it works
        and why there is nothing else like it.

        So I asked him how he would explain it to somebody
        who had less knowledge about direct response marketing.

        And there was a looooong silence.

        I knew I was in trouble.

        The message is too complicated because he could not easily pass it on to somebody else, therefore it can't go viral.

        So it's back to the drawing board for me.

        It still works like gangbusters though, as experienced by my client and me.

        In the meantime while I work on explaining it to you,
        see if you can come up with the secret 2 words.

        I appreciate you all.

        Best,
        Ewen
        Sounds a lot like what I was talking about. I guess you have a next step or something.
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        • Profile picture of the author ewenmack
          Originally Posted by Jason Kanigan View Post

          Sounds a lot like what I was talking about. I guess you have a next step or something.
          Can you refresh me on it Jason?

          Best,
          Ewen
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          • Profile picture of the author savidge4
            So given the new "insight" I think the obvious answer is "Response Rate" however that to me seems as tho it could be explained - easily

            So you say Direct Marketing, and I immediately think Mr Montgomery Ward

            Elements of Direct Marketing:
            • List
            • Timing
            • Design
            • The Actual Offer
            • How it is Distributed
            • Ease of action
            The more I lay this out... the more I am going with "Response Rate".. that number means nothing to a new ground zero client, but the moment you bring that # around an existing client... They have seen the power of your list, your design, The articulation of the offer, and the response.
            Signature
            Success is an ACT not an idea
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            • Profile picture of the author ewenmack
              Originally Posted by savidge4 View Post

              The more I lay this out... the more I am going with "Response Rate"...
              What you've described is like the scorecard, the recording of what took place.

              Think cause and effect.

              The bouncing ball is the effect.

              What caused it..? being whacked.

              So in getting a person to buy is what we do to lead up to the buying decision.

              And this 2 word secret is based on that decision making process.

              There ya go,

              Best,
              Ewen. .
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              • Profile picture of the author savidge4
                Here is where I hit the wall.. Direct marketing is not something I "SELL" I use it, i don't sell it. There are very defines segments in this process that allow you to measure. So with some time and testing you can develop a very nice ROI for clients.

                A very effective method of selling be it online or through mailers. Hard numbers, with known variables that you can test and improve. Its just a beautiful thing.

                So now I need to look at this in the respect of selling this format. I would A start with the process. the steps in the process the elements of the process. how by percentage you can increase the performance of each variable to get peak return. ( all of this to formulate the sales pitch I might add )

                This is now leading me to "Potential Growth" or the like.

                The part right now throwing me off is how this would be NON effective to new ground zero clients.

                So dealing with an existing client. I did this for you last time, the potential growth would be greater this time with some fine tuning. I am sticking with "Potential Growth" this time around!
                Signature
                Success is an ACT not an idea
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                • " Projective Discourse "

                  relating to the subconscious/unconscious transfer of one's own desires or emotions to another person.


                  but the subject believes he originated it so it then becomes

                  " Introjection Indentification "

                  as the process where the subject replicates in itself behaviors, attributes or other fragments of the surrounding world (the seller's world)



                  and finally, to "Marketing Transference"

                  marketing is transferring what you believe about a product or service to another person. not so much the actual product or service, but the projections that surrounds them. from both seller and buyer

                  example: the buxom women standing by the car.

                  it's not the car, it's what thoughts and feelings effect you, and cause you to want.


                  ie... I Buy the car means I get women. I am a man. I am better than other men. I am worthy.

                  what do you really sell (believe)? that's what you market

                  what does the buyer really buy???
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              • Profile picture of the author BigSnakeSituation
                anticipation regret
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              • Profile picture of the author BigSnakeSituation
                recommended option
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                • Profile picture of the author ewenmack
                  Thanks everyone for putting your energy into thinking about this.

                  Think in terms of the other person and their buying decision.

                  Best,
                  Ewen
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                  • Originally Posted by ewenmack View Post

                    Thanks everyone for putting your energy into thinking about this.

                    Think in terms of the other person and their buying decision.

                    Best,
                    Ewen
                    I'm by my own admission, not that bright.

                    another clue please.

                    I am drawing a blank
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      • Originally Posted by ewenmack View Post

        UPDATE: It's taking awhile to make the secret simple for you to understand
        and apply in most situations.

        Last night I revealed the secret to my client.

        So that he could get it down to his bones, I mentioned 3 greats of
        direct marketing Robert Collier, Eugene Schwartz and Gary Bencivenga
        have passed down their rules for getting people to buy stuff in droves.

        Rules like...

        Enter their conversation in their mind
        You cannot sell to an unmotivated person
        Persuasion Equation tm

        I demonstrated how this breakthrough secret is the short cut to
        their formulas and he told me he now knew why it works
        and why there is nothing else like it.

        So I asked him how he would explain it to somebody
        who had less knowledge about direct response marketing.

        And there was a looooong silence.

        I knew I was in trouble.

        The message is too complicated because he could not easily pass it on to somebody else, therefore it can't go viral.

        So it's back to the drawing board for me.

        It still works like gangbusters though, as experienced by my client and me.

        In the meantime while I work on explaining it to you,
        see if you can come up with the secret 2 words.

        I appreciate you all.

        Best,
        Ewen
        3 days and counting....since ewen's thread and _________

        maybe that's it!

        2 words - "tick, tock"
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        • Profile picture of the author Harry B


          I'm sure the OP will reveal the answer eventually
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          Your feedback is appreciated!

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          • love that Harry B

            can somebody hi jack ...or "growth hack" this thread please

            just kidding.

            this is going to be Huge!

            Ewen is going to deliver big time!!

            be prepared to have your world changed, as you know it
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  • Profile picture of the author James Hensley
    Forer effect!
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  • Profile picture of the author DaniMc
    Just give us a PayPal button already.
    Signature
    Be kind, for everyone you meet is fighting a hard battle.
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    • Profile picture of the author V12
      Originally Posted by Dan McCoy View Post

      Just give us a PayPal button already.
      Looks like Ewen has stopped your buyer resistance Dan. Maybe you can give us the secret?
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      • "pre wso"

        glad to know your ok ewen

        keep us going with the "fish bait"
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        • Profile picture of the author V12
          Originally Posted by kirbymarketingconcierge View Post

          "pre wso"

          glad to know your ok ewen

          keep us going with the "fish bait"
          I very much doubt it. The WSO bit.
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      • Profile picture of the author Mystery777
        Originally Posted by V12 View Post

        Looks like Ewen has stopped your buyer resistance Dan. Maybe you can give us the secret?
        "Lethal Curiosity".

        .
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      • Profile picture of the author DaniMc
        Originally Posted by V12 View Post

        Looks like Ewen has stopped your buyer resistance Dan. Maybe you can give us the secret?
        He has made us all curious and want to know.

        I will gladly drop $5 just for the words and a quick explanation.
        Signature
        Be kind, for everyone you meet is fighting a hard battle.
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        • waiting for the

          "holy grail"


          will Ewen have us linger over the weekend....stay tuned!!!!
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          • Profile picture of the author RRG
            Wake me when it's over.
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  • Profile picture of the author mjbmedia
    it started off as a free tool, then it went to two words, I not read through the thread, just a few posts, how come its changed from a free tool to two words?
    Signature

    Mike

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    • Profile picture of the author Doran Peck
      Originally Posted by mjbmedia View Post

      it started off as a free tool, then it went to two words, I not read through the thread, just a few posts, how come its changed from a free tool to two words?
      I'm inclined to make you go back and read.
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      • Profile picture of the author ramohr
        warm market
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      • Profile picture of the author mjbmedia
        Originally Posted by Doran Peck View Post

        I'm inclined to make you go back and read.
        NO way, whats the point , three pages of guesses ,theyre told no, and the result seems to have altered from a tool to two words, probably some explanation in there but my times too valuable to read through 3 pages , I'll delegate and just read the last X posts in a few days :p
        Signature

        Mike

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        • Profile picture of the author savidge4
          MJ....

          "The Tool" IS the two words

          Originally Posted by mjbmedia View Post

          NO way, whats the point , three pages of guesses ,theyre told no, and the result seems to have altered from a tool to two words, probably some explanation in there but my times too valuable to read through 3 pages , I'll delegate and just read the last X posts in a few days :p
          Signature
          Success is an ACT not an idea
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  • Profile picture of the author Aaron Doud
    Delayed Gratification

    Going by the way this thread is going lol
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  • Profile picture of the author Climb Online
    An oldie but goodie : hungry crowed.
    Signature

    "It is your choice of message that targets the customer, not your choice of media. There are rare exceptions, of course. But not many."
    - Roy H. Williams

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  • Profile picture of the author Max Anderson
    engaging the reader?
    Signature

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  • Profile picture of the author DaniMc
    I have to admit this is kinda funny.

    Kinda.

    Kinda.
    Signature
    Be kind, for everyone you meet is fighting a hard battle.
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  • Profile picture of the author Eddie Spangler
    This thread reminds me of that old joke..

    How do you keep a moron in suspense?
    Ewan will tell you tomorrow.
    -------------------------------------------------------
    Might as well add to the guesses.
    Free tool-survey or questionnaire
    two words-ask questions
    Signature
    Promise Big.
    Deliver Bigger.
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  • Profile picture of the author zoro
    Free Leads
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  • Profile picture of the author Peregrino
    Is it something that we all have at all time and we dont realize , or something you need to get in the material world and implement?


    Sorry about my english ... is my 4th language ...
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  • Profile picture of the author kevinenrique
    Your thoughts?
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    • Originally Posted by kevinenrique View Post

      Your thoughts?


      maybe it's a joke and to see how long warriors can get "played"

      ie.... secret sauce, secret tool, the secret, etc..,something for nothing, get rich quick, with no work with a 2 letter word
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      • Profile picture of the author Mystery777
        Originally Posted by kirbymarketingconcierge View Post

        maybe it's a joke and to see how long warriors can get "played"

        ie.... secret sauce, secret tool, the secret, etc..,something for nothing, get rich quick, with no work with a 2 letter word
        If it turns out to be something that hasn't already been mentioned in this thread, (or very close to something else that's mentioned) ...then hats off.

        But then again, I doubt it.

        .
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        • Originally Posted by Mystery777 View Post

          If it turns out to be something that hasn't already been mentioned in this thread, (or very close to something else that's mentioned) ...then hats off.

          But then again, I doubt it.

          .

          which could be it - when your selling....

          "don't overpromise"
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      • Profile picture of the author mak25
        Wonder and curiosity
        The desire to know more.

        That's what driving this thread.
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  • Profile picture of the author macalixter
    I got it! the 2 words are........(drums)......

    Take Action!

    lol
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  • Profile picture of the author unglued
    Claude seems uncharacteristically absent from this thread. Why do I get the feeling that he and Ewen are belly-laughing at all of us over skype (and beers) ?
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    • Profile picture of the author Mystery777
      Originally Posted by unglued View Post

      Claude seems uncharacteristically absent from this thread. Why do I get the feeling that he and Ewen are belly-laughing at all of us over skype (and beers) ?
      Reminded me of a good friend of mine who dared us (me and friends) to guess what's black, round and hairy.... and has 5 legs. Took us several days.

      .
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  • Profile picture of the author zoro
    I think this fishing trip is going to end with a WSO. What you think ? Lol
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    • Profile picture of the author thejimy
      Two words: Wanna know?
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      • I sent a pm to Ewen yesterday and he responded with 2 words

        "no problem"

        my pm was - if my posts "are getting on your nerves, let me know and I will stop posting"

        from Ewen's earlier post :

        Can you guess what this free tool is?

        Your pay-off is huge.

        Leave your comments so we all can learn.

        so what I learned :



        the "take away" - no problem, buy from me or not - " you need me more than I need you" , because I can :

        1. call on your competition.
        2. I know biz. must spend money to make money. Period
        3. biz people may know they're biz., but not the biz. of marketing, persuasion, and sales.
        4. biz. people make poor marketing decisions..
        like Carl Icahn said - he can go into any biz. and cut the crap

        "expose yourself" - a newbie can't because there is nothing there to expose
        (or maybe, "joint venture" ???).

        "your story" - become your biz. and people buy you, And what your best intentions are. They want to feel... you are on there side, you listen.

        "take away"- we value what could be lost, what we think or feel can be taken away or leave us and our biz.

        remember, Ewen's posts of what can we learn!

        so i ask myself - like any biz. to make money, save time, money, and effort what will I do for ewen to tell me?

        I would pay

        so, "get respect", which is really "trust & credibility", like Ewen has on this forum (3,000 + veiws of this thread!!!)

        this is all I got. I would love to be off base,
        that some "biz. miracle" will make me the next Guru.... Phenom... but...

        "free lunch" - dosen't exist

        I really do want 2 words.

        so for me, they are the................ "BOTTOM LINE"

        kirby
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        • Profile picture of the author lewisl
          Micro commitment
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  • Profile picture of the author macalixter
    he´s just creating the hype, that´s a good tatic, some of us are about to say:

    "here take my money" the lesson is this "create curiosity" like he definitly did here...

    Where´s the buy button?
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  • Profile picture of the author BigSnakeSituation
    price matching
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  • Profile picture of the author umc
    Ah, I've got it. The two magic words are "ambiguous verbiage". Throw copious amounts of confusing terminology at them until they give up. Kind of like this thread.
    Signature

    Simple "pay what you want" life coaching services online.
    Get out of your own way in business. It's personal. Click Here

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  • Profile picture of the author Defacto
    I will try your sig Ewen: want help?
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    • Profile picture of the author Mystery777
      Originally Posted by Defacto View Post

      I will try your sig Ewen: want help?
      Don't waste your time. Analyzed his sig long ago... it screams "social proof and testimonials" all over the place.... but he already dismissed it as the answer. -_-

      .
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      • Profile picture of the author DWolfe
        Show results , Customer testimonials , past references ? use one of the tools to Show the buyer you have the skills to get it done.
        Signature


        You can earn 10% average annual returns on your investments - https://app.groundfloor.us/r/m2aa7b
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        • Profile picture of the author ewenmack
          Think back when you bought something...what was your process that lead up to the exchange of money?

          The answer is found in that process, not in what you do.

          Best,
          Ewen
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          • Originally Posted by ewenmack View Post

            Think back when you bought something...what was your process that lead up to the exchange of money?

            The answer is found in that process, not in what you do.

            Best,
            Ewen
            snatch this pebble from my hand

            no one knows what the matrix is (except ewen)

            have to substitute my blankness, with sarcasm
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          • Profile picture of the author Mystery777
            Originally Posted by ewenmack View Post

            Think back when you bought something...what was your process that lead up to the exchange of money?

            The answer is found in that process, not in what you do.

            Best,
            Ewen
            "Immediate Satisfaction".... "Instant Gratification".

            EDIT: "Fear of Loss".

            .
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            • Profile picture of the author ewenmack
              Originally Posted by Mystery777 View Post

              "Immediate Satisfaction".... "Instant Gratification".

              .
              Those are results after you bought.

              We aren't talking about the product or service at all and the benefits of it,
              but why you got off your couch and went to the store/computer in the first place to buy.

              Best,
              Ewen
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              • Profile picture of the author Mystery777
                Originally Posted by ewenmack View Post

                Those are results after you bought.

                We aren't talking about the product or service at all and the benefits of it,
                but why you got off your couch and went to the store/computer in the first place.

                Best,
                Ewen
                Hmmm... I also added "Fear of Loss"... but guess it's not it. I think I'm very close... gimme a moment.

                .
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              • Profile picture of the author Mystery777
                Originally Posted by ewenmack View Post

                but why you got off your couch and went to the store/computer in the first place to buy.
                But man... this highly depends on the type of item itself.

                Or are we talking about a universal internal process/emotion that works across all items/products? Like say, food, coaching, music, cars...etc.

                .
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                • Profile picture of the author ewenmack
                  Originally Posted by Mystery777 View Post

                  But man... this highly depends on the type of item itself.

                  Or are we talking about a universal internal process/emotion that works across all items/products? Like say, food, coaching, music, cars...etc.

                  .
                  Yes you could label it as a universal thing people posses which drives them
                  to...

                  Best,
                  Ewen
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                  • dopamine release

                    our primary brain chemical that motivates all of us to take action, make a decision, move forward...
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                    • Profile picture of the author ewenmack
                      Originally Posted by kirbymarketingconcierge View Post

                      dopamine release

                      .
                      Yes there can be an element of that...after the purchase.

                      I'm talking about the lead up to the purchase.

                      Best,
                      Ewen
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                      • Profile picture of the author DWolfe
                        some one jumping off the couch to buy something....Is fulfilling a want.. But that is three words. Or the person on the couch Desire's Something ? so the tool would need to fulfill desire..
                        Signature


                        You can earn 10% average annual returns on your investments - https://app.groundfloor.us/r/m2aa7b
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                      • Originally Posted by ewenmack View Post

                        Yes there can be an element of that...after the purchase.

                        I'm talking about the lead up to the purchase.

                        Best,
                        Ewen
                        no ewen, I am right.

                        drop the markeing bs, the perception we control a sales relationship 100%.

                        they buy because of the "dopamine release" - thats 2 words

                        what 2 words are you thinking of?
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                      • Profile picture of the author Mystery777
                        Originally Posted by ewenmack View Post

                        Yes there can be an element of that...after the purchase.

                        I'm talking about the lead up to the purchase.
                        So it's:

                        1- A Tool
                        2- That is FREE (note the emphasis on the word, via capitalization)
                        3- Forces you to Buy (regardless of item type)
                        4- Can't be used if you're just starting out.

                        Just want to confirm we understood everything correctly. Because, if it weren't for no.4.. we'd have long guessed it.

                        As far as I recall, every process that has something to do with no.4 has already been mentioned and dismissed.

                        EDIT: It SHOULD have something to do with "Trust".

                        .
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                        • Originally Posted by Mystery777 View Post

                          So it's:

                          1- A Tool
                          2- That is FREE (note the emphasis on the word, via capitalization)
                          3- Forces you to Buy (regardless of item type)
                          4- Can't be used if you're just starting out.

                          Just want to confirm we understood everything correctly. Because, if it weren't for no.4.. we'd have long guessed it.

                          As far as I recall, every process that has something to do with no.4 has already been mentioned and dismissed.

                          EDIT: It SHOULD have something to do with "Trust".

                          .

                          trust and credibility???

                          3380 views of this thread, where will it end???
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                          • Profile picture of the author ewenmack
                            Originally Posted by kirbymarketingconcierge View Post

                            trust and credibility???
                            It happens before the buyer is influenced by a marketer.

                            That's where the buried gold is.

                            Trust and credibility comes into play after the decision is made to buy
                            then go looking where to buy.

                            Best,
                            Ewen
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                        • Profile picture of the author ewenmack
                          Originally Posted by Mystery777 View Post

                          So it's:

                          1- A Tool
                          2- That is FREE (note the emphasis on the word, via capitalization)
                          3- Forces you to Buy (regardless of item type)
                          4- Can't be used if you're just starting out.

                          Just want to confirm we understood everything correctly. Because, if it weren't for no.4.. we'd have long guessed it.

                          As far as I recall, every process that has something to do with no.4 has already been mentioned and dismissed.

                          .
                          OK, let's drop the word tool, as I think that's creating confusion.

                          On number 3, take that to be before the person is exposed to a product or service,
                          because this is where we get to understand why the decision to take action is made.

                          I keep going back to BEFORE and also now to emphasize it even BEFORE
                          the influence of a marketer.

                          Why did they go looking to buy in the first place
                          for a particular product or service.

                          What drive them to that point without the influence of a marketer?

                          Best,
                          Ewen
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                          • #3

                            the need for human activity(action) - in this case to try to improve or move forward

                            I think this is my last post.


                            I'm exhausted, and don't want to dominate this thread.

                            just view now

                            thanks Ewen

                            it's been fun
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                          • Profile picture of the author Mark Singletary
                            Burning Need, Want, or Desire

                            Originally Posted by ewenmack View Post

                            OK, let's drop the word tool, as I think that's creating confusion.

                            On number 3, take that to be before the person is exposed to a product or service,
                            because this is where we get to understand why the decision to take action is made.

                            I keep going back to BEFORE and also now to emphasize it even BEFORE
                            the influence of a marketer.

                            Why did they go looking to buy in the first place
                            for a particular product or service.

                            What drive them to that point without the influence of a marketer?

                            Best,
                            Ewen
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                          • Profile picture of the author Mystery777
                            Originally Posted by ewenmack View Post

                            I keep going back to BEFORE and also now to emphasize it even BEFORE
                            the influence of a marketer.
                            Because of it, they went to buy the product/service... OR... they seeked *you* out first?

                            .
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                            • Profile picture of the author ewenmack
                              Originally Posted by Mystery777 View Post

                              Because of it, they went to buy the product/service... OR... they seeked *you* out first?

                              .
                              Great question.

                              Yes the first part.

                              The product or service could be from anybody at this initial stage.

                              Best,
                              Ewen
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                              • Profile picture of the author Mystery777
                                Originally Posted by ewenmack View Post

                                Great question.

                                Yes the first part.

                                The product or service could be from anybody at this initial stage.
                                Then, I wonder now how does it tie in with no.4?

                                Seems we mistakenly assumed that no.4 had to do with name recognition and previous clients.

                                .
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                                • Profile picture of the author ewenmack
                                  Originally Posted by Mystery777 View Post

                                  Then, I wonder now how does it tie in with no.4?

                                  Seems we mistakenly assumed that no.4 had to do with name recognition and previous clients.

                                  .
                                  It just helps when you know your client/customer base rather than starting out cold.

                                  It can be done by research and make a few assumptions then testing them small
                                  when new to a market.

                                  Best,
                                  Ewen
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                                  • Profile picture of the author Profithound
                                    subconscious mind

                                    the way to control it is to ASK QUESTIONS

                                    also overcomes the 5 objections
                                    Need
                                    Desire
                                    Money
                                    Trust
                                    Urgency

                                    also known as the 5 compelling reasons to buy
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                                    • Profile picture of the author ewenmack
                                      Originally Posted by Profithound View Post

                                      subconscious mind

                                      the way to control it is to ASK QUESTIONS

                                      also overcomes the 5 objections
                                      Need
                                      Desire
                                      Money
                                      Trust
                                      Urgency

                                      also known as the 5 compelling reasons to buy
                                      You are talking about what you as a marketer do.

                                      I'm talking about the decision to buy BEFORE seeking out any marketer.

                                      After we get that nailed, then we can move over on how to use that information.

                                      But the first step in the process is to know as much about
                                      that initial decision to take action and events leading up to it.

                                      Best,
                                      Ewen
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                                      • Profile picture of the author BigSnakeSituation
                                        financial assessment
                                        means testing
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                                        • Profile picture of the author BigSnakeSituation
                                          emotional response
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                                          • Profile picture of the author ewenmack
                                            Originally Posted by BigSnakeSituation View Post

                                            emotional response
                                            Not to what you've done.as a marketer.

                                            Best,
                                            Ewen
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                                            • Profile picture of the author savidge4
                                              I am thinking "Product Research" that would be my step prior to a purchase... however, starting from square one with a client this may not meet that mark.
                                              Signature
                                              Success is an ACT not an idea
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                                              • Profile picture of the author ewenmack
                                                Originally Posted by savidge4 View Post

                                                I am thinking "Product Research" that would be my step prior to a purchase... however, starting from square one with a client this may not meet that mark.
                                                Not about product but yes it is related to research.

                                                Best,
                                                Ewen
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                                                • Profile picture of the author savidge4
                                                  well doesn't that just open it up. ok maybe not really. The most imposing marketing is Word Of Mouth. but if I recall "Customer Referral" has been suggested.

                                                  I personally do as much research on a potential client as possible, New or existing ( want to see if the existing clients have been burning the candle from both ends ) So I am guessing customers do the same.
                                                  Signature
                                                  Success is an ACT not an idea
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                                                  • Profile picture of the author ewenmack
                                                    Originally Posted by savidge4 View Post

                                                    well doesn't that just open it up. ok maybe not really. The most imposing marketing is Word Of Mouth. but if I recall "Customer Referral" has been suggested.

                                                    I personally do as much research on a potential client as possible, New or existing ( want to see if the existing clients have been burning the candle from both ends ) So I am guessing customers do the same.
                                                    You are correct, referrals and word of mouth don't apply here.

                                                    Best,
                                                    Ewen
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                                                    • Profile picture of the author savidge4
                                                      a type of research that brings the client to the Ah Ha moment. Something that the client does, and these 2 words snaps them right into purchase mode. ( your basically conscious subconscious trigger! )

                                                      The two words I would presume identify the clients needs to seeking assistance, and you the salesman using the words creates a instant unification in purpose ( the stars align )

                                                      I am still caught up on the new client condition. So added to the words is the intimacy or trust in a working relationship, that you may not have with a new client.

                                                      Can I, for all of us involved say I give up? answer please? ha ha
                                                      Signature
                                                      Success is an ACT not an idea
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                                                      • Profile picture of the author ewenmack
                                                        Originally Posted by savidge4 View Post

                                                        Something that the client does, and these 2 words snaps them right into purchase mode. ( your basically conscious subconscious trigger! )

                                                        ha
                                                        Now you are cooking gas!

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

                            OK, let's drop the word tool, as I think that's creating confusion.

                            On number 3, take that to be before the person is exposed to a product or service,
                            because this is where we get to understand why the decision to take action is made.

                            I keep going back to BEFORE and also now to emphasize it even BEFORE
                            the influence of a marketer.

                            Why did they go looking to buy in the first place
                            for a particular product or service.

                            What drive them to that point without the influence of a marketer?

                            Best,
                            Ewen
                            Buyers Instinct
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                          • Profile picture of the author Joe Stewart
                            Originally Posted by ewenmack View Post

                            OK, let's drop the word tool, as I think that's creating confusion.

                            On number 3, take that to be before the person is exposed to a product or service,
                            because this is where we get to understand why the decision to take action is made.

                            I keep going back to BEFORE and also now to emphasize it even BEFORE
                            the influence of a marketer.

                            Why did they go looking to buy in the first place
                            for a particular product or service.

                            What drive them to that point without the influence of a marketer?

                            Best,
                            Ewen

                            Burning desire.
                            Signature

                            My New "Share All" Blog Is Coming Soon! Online & Offline Marketing, More!

                            http://www.UnCENTSored.com

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                  • Profile picture of the author Mystery777
                    Originally Posted by ewenmack View Post

                    Yes you could label it as a universal thing people posses which drives them
                    to...
                    "Need to Fit In".... but then again, it won't apply to food.

                    .
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  • Profile picture of the author Defacto
    All I know is asking a potential client how you can help them is one of the best ways to get business. Has been for me.
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  • Profile picture of the author Defacto
    I may ask "how much".
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  • Profile picture of the author TerryLBD
    Originally Posted by ewenmack View Post

    The only time I know it doesn't work is when you are starting off at ground zero.
    This has to be the main hint here ... something to do with your reputation or experience.

    Before I re-read that, I was convinced it was an irresistible offer.
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    • Profile picture of the author ewenmack
      Originally Posted by TerryLBD View Post

      This has to be the main hint here ... something to do with your reputation or experience.

      Before I re-read that, I was convinced it was an irresistible offer.
      Get this and creating irresistible offers gets so much easier.

      Best,
      Ewen
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  • Profile picture of the author Defacto
    According to Stephen King people have "needful things".
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  • Profile picture of the author Synnuh
    Impulse Control?
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  • Profile picture of the author Scott Murdaugh
    I haven't read most of the thread. But I'll throw a few guesses in...

    Solve Problems.
    Sell Results.
    Bleeding Neck.
    Desperate Buyer.
    Market Feedback.
    Understand Pain/problems.
    Before/After

    I'd usually happily read through a thread by Ewen, but this is a monster. So I may have missed some hints or mentioned something already covered. Just guessing.

    -Scott
    Signature

    Over $30 Million In Marketing Data And A Decade Of Consistently Generating Breakthrough Results - Ask How My Unique Approach To Copy Typically Outsells Traditional Ads By Up To 29x Or More...

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  • Profile picture of the author Profithound
    Irresistible intrigue
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  • Profile picture of the author James Hensley
    If it directly effects the customer seeking you out and choosing your company vs another then it must have something to do with reputation or your companies track record. Any transaction positive or negative will never be swept under the rug, everything always seems to come to full effect at some point. Your reputation is pretty vital stuff.

    EDIT: Is the answer you seek related to branding, Ewen?
    Perhaps its "brand recognition"
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    • Profile picture of the author ewenmack
      Originally Posted by James Hensley View Post

      If it directly effects the customer seeking you out and choosing your company vs another then it must have something to do with reputation or your companies track record. Any transaction positive or negative will never be swept under the rug, everything always seems to come to full effect at some point. Your reputation is pretty vital stuff.

      EDIT: Is the answer you seek related to branding, Ewen?
      Perhaps its "brand recognition"
      No, not related to branding and nothing to do
      what you do or have done.

      Best,
      Ewen
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  • Profile picture of the author ThomasOMalley
    Market desire
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    • Profile picture of the author savidge4
      Competitor something?

      Keeping up with the Jones syndrome?
      Signature
      Success is an ACT not an idea
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      • Profile picture of the author ewenmack
        Originally Posted by savidge4 View Post

        Competitor something?

        Keeping up with the Jones syndrome?
        No to competitor.

        Keeping up to the Joneses lead them to...?

        Not buying.

        Best,
        Ewen
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        • Profile picture of the author Mystery777
          So it's actually:

          1- An Emotion
          2- Happens before Buyer knows about you
          3- Forces decision to Buy - stops Resistance (regardless of item type)
          4- Easier to implement when you know your Market (the market - not necessarily the client)
          5- Related to Research


          Since the word research was mentioned first when describing what you'd do, as a marketer, when you are new to a market.... it's safe to assume it isn't one of the main requirements (must do's) for you as a marketer.... Because you can skip it if you know your market.

          Hence, it must be something the client does. Again, confirmed by your first response to savidge4.

          So, a little note should be added to no.5:

          5- Related to Research (done by client).

          Then, from that same first response to savidge4... we can deduce a new fact... here comes no.6:

          6- Research not related to product/service


          So, to sum it up, the new modified list should be:

          1- An Emotion
          2- Happens before Buyer knows about you
          3- Forces decision to Buy - stops Resistance (regardless of item type)
          4- Easier to implement when you know your Market (the market - not necessarily the client)
          5- Related to Research (done by client)
          6- Research not related to product/service

          Also, given your emphasis that this particular emotion has directly to do with the *decision to buy*... to buy... not anything else. Basically saying: it's the final step.

          Hmmmm... so here are the keywords forming amidst the clouds:

          ~ Desperate ~ Problem ~ Searching ~ Solution ~ How to ~

          .
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          • Profile picture of the author AarenE
            The buyer feels pain about a problem in their life?
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    • Profile picture of the author ewenmack
      Originally Posted by ThomasOMalley View Post

      Market desire
      Market desire drove them to...?

      Not buy.

      Best,
      Ewen
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  • Profile picture of the author urosinho10
    Take action?
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  • Profile picture of the author kruger7
    Hidden motivators?
    Status quo?
    Not good at putting into two words, but basically trying to rationalise emotions with logic, which then causes them to feel the need to buy something.
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  • Profile picture of the author sagittarius
    Solution to a Problem?
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  • Profile picture of the author Peregrino
    Basic Needs ?
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  • Profile picture of the author Rus Sells
    I think the BEFORE is their PROBLEM and they are looking for the answer/solution to that problem.

    Our job is to identify the problem and have the answer/solution ready for them when they find us.
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  • Profile picture of the author James Hensley
    Is it timing?

    The research that you do gives you an idea of when the prospect has money to spend. So you would only be advertising to someone after they've taken care of all their financial obligations. They might actually be aching to blow the rest of their earnings on something that can further their cause.
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  • Profile picture of the author Digital Traffic
    Maslow's hierarchy

    Self-actualizing needs

    Consumer perception

    Consumer behavior
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  • Profile picture of the author RedShifted
    Ewen, I don't say this to be rude. But if this was a classroom every single student would have got up & walked out almost a week ago.

    I don't know the answer. But I know how to cheat. And if people *really* want the answer I'm going to suggest you do something somewhat unethical.

    STOP SUBMITTING YOUR IDEAS.

    Right now Ewen has all of you on his hook and that's the only way this thread will end and you will all get your answer.
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    • Profile picture of the author Mystery777
      Originally Posted by RedShifted View Post

      STOP SUBMITTING YOUR IDEAS.

      Right now Ewen has all of you on his hook and that's the only way this thread will end and you will all get your answer.
      Personally, if I wanted him to just spill out the answer, I'd have said so. I enjoy the chase/challenge.

      But if it turned out the answer was one of the things already mentioned above.... I swear... .. there's gonna be all kindda issues...

      *Whisper*: "ALL KINDDZ!" ~ Hodge Twins

      .
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  • Profile picture of the author James Hensley
    I also enjoy the challenge
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    • posted 5-28-2014- 12:40 pm

      Post # 35

      Quote:
      Originally Posted by ewenmack View Post
      Ok, ok, want a clue?

      Here it is...

      Just 2 words.

      When I reveal it, you'll be given a 2 page sale letter which
      has sold many millions of it services, so you can see those 2 words in action.

      And of course the how you can tailor the secret foir your situation.

      Best,
      Ewen



      4,000+ views and 200+ posted reply's later........

      .....................
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    • Profile picture of the author Ian Jackson
      Originally Posted by James Hensley View Post

      I also enjoy the challenge
      I agree.

      I'm wondering if on of the words is "feel" or "feeling"

      I (or you/we/they) feel

      Before anything can happen (a sale, purchase, whatever) first the thought has to occur, and the thought is the affect of a feeling.

      imhoe
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      • Profile picture of the author ewenmack
        Yes problems can lead to the 2 words I'm after.

        It's not the only thing though.

        Best,
        Ewen
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        • Profile picture of the author Mystery777
          Originally Posted by ewenmack View Post

          Yes problems can lead to the 2 words I'm after.

          It's not the only thing though.
          What?! o_O... How come?

          .
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          • Profile picture of the author MRomeo09
            I think the more interesting question is if Ewen can still satisfy when he provides the answer. I'm pretty convinced at this point that it's not something someone is going to come up with. So the question is not really what is Ewen's answer(at least for me), I'm mostly curious if people are satisfied when they find the "secret". Will the payoff be there?

            It's kinda risky, and I'm not sure he can pull it off. Here's to hoping he can.

            At this point it would have to be
            1. An answer not given or not even a close miss.
            2. Something not obvious that was just not offered.
            3. A real breakthrough in the normal paradigm.

            Kind of a tall order.....
            Signature
            We do not have to become heroes overnight. Just a step at a time, meeting each thing that comes up ... discovering we have the strength to stare it down. - Eleanor Roosevelt

            Your opinion of yourself becomes your reality. If you have all these doubts, then no one will believe in you and everything will go wrong. If you think the opposite, the opposite will happen. It’s that simple.-Curtis Jackson- 50 Cent
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            • Ewen's past post :


              29th May 2014, 09:52 PM #95
              ewenmack



              Re: FREE Tool Stops Buyer Resistance

              UPDATE: It's taking awhile to make the secret simple for you to understand
              and apply in most situations.

              Last night I revealed the secret to my client.

              So that he could get it down to his bones, I mentioned 3 greats of
              direct marketing Robert Collier, Eugene Schwartz and Gary Bencivenga
              have passed down their rules for getting people to buy stuff in droves.

              Rules like...

              Enter their conversation in their mind
              You cannot sell to an unmotivated person
              Persuasion Equation tm

              I demonstrated how this breakthrough secret is the short cut to
              their formulas and he told me he now knew why it works
              and why there is nothing else like it.

              So I asked him how he would explain it to somebody
              who had less knowledge about direct response marketing.

              And there was a looooong silence.

              I knew I was in trouble.

              The message is too complicated because he could not easily pass it on to somebody else, therefore it can't go viral.

              So it's back to the drawing board for me.

              It still works like gangbusters though, as experienced by my client and me.

              In the meantime while I work on explaining it to you,
              see if you can come up with the secret 2 words.

              I appreciate you all.

              Best,
              Ewen



              228 reply's and 4,715 views ......
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  • Profile picture of the author XponentSYS
    Problem - solution
    Signature
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  • Profile picture of the author Adrian John
    Satisfy a need
    Signature
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    Get them a MOBILE WEBSITE PLATFORM built to stay up with their clients habits.
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    • Profile picture of the author ewenmack
      Originally Posted by Adrian John View Post

      Satisfy a need
      The satisfaction comes after purchase.

      The 2 words describe what took place before the purchase
      and what drove him to look to buy, without coming into contact with a marketer
      to be influenced.

      Best,
      Ewen
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      • Profile picture of the author savidge4
        I keep wanting to say "Market Analysis" It is obviously easier on our end, if it is not the first time meeting a client. It is obviously research. its FREE,

        Forces to buy.. I am thinking that depends, that may be my weak spot in this one.
        Signature
        Success is an ACT not an idea
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        • Profile picture of the author ewenmack
          Originally Posted by savidge4 View Post

          I keep wanting to say "Market Analysis" It is obviously easier on our end, if it is not the first time meeting a client. It is obviously research. its FREE,

          Forces to buy.. I am thinking that depends, that may be my weak spot in this one.
          This exercise is great for getting out of our marketing head and into the head of a buyer...any buyer before it's influenced by a marketer.

          We delve deep into their world which seems un-natural for us,
          therefore difficult.

          But that's where the breakthroughs are found.

          Best,
          Ewen
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          • Profile picture of the author savidge4
            Is that your polite way of saying thanks for trying, try again?

            Originally Posted by ewenmack View Post

            This exercise is great for getting out of our marketing head and into the head of a buyer...any buyer before it's influenced by a marketer.

            We delve deep into their world which seems un-natural for us,
            therefore difficult.

            But that's where the breakthroughs are found.

            Best,
            Ewen
            Signature
            Success is an ACT not an idea
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            • Profile picture of the author Ian Jackson
              It would seem that the two words that relate not to marketing, but psychology
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              • Profile picture of the author DavePalermo
                Perceived Value
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                • Profile picture of the author Ian Jackson
                  Originally Posted by DavePalermo View Post

                  Perceived Value
                  Wrong direction my friend, that is the "marketing head" Ewen said to forget about
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                  • Profile picture of the author DavePalermo
                    Well it seems that the Oracle of Auckland has stumped me.
                    I don't recall seeing perceived value anywhere on this thread.
                    Then again in my old age (41) I am loosing it.

                    Speaking of perceived value, I remember Ewen posting a thread about a book: "The Dollarization Principal"
                    Great read if anyone is serious about marketing b2b.

                    Anyway Ewen, what is it, we are all out of guesses.
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          • Profile picture of the author James Hensley
            Originally Posted by ewenmack View Post

            This exercise is great for getting out of our marketing head and into the head of a buyer...any buyer before it's influenced by a marketer.

            We delve deep into their world which seems un-natural for us,
            therefore difficult.

            But that's where the breakthroughs are found.

            Best,
            Ewen
            I thought the above was the answer

            So..

            If the works happen before any interaction with the marketer, then it must have something to do with understanding the market. At some point the market decides they need a resolution to a problem. So their mind begins solidifying the need for change, if they convince themselves, they will then explore solutions. If not, they will carry on like normal.

            This is all done without any interaction with a marketer or company.

            So they've already convinced themselves to buy something, now they're going shopping. At this point, to get them to buy they need to be shown that your offer will solve the problem. So the magic information needed to craft a closing ad would be to know why they went shopping in the first place.

            If you can identify what made someone go shop and then align that driving desire with your offer...they should prob buy..

            But..

            3 Missing Parts:
            - What is the problem?
            - How to pin point the exact emotion that forces someone to seek a resolution?
            - How to assure your emotional offer is shown to that same person?

            It screams, re-targeting, but thats restricted to internet ads..

            If we were talking about some micro style promotions (face to face) we could simply ask questions that outright tell, or reveal the inner emotions and then sell. But I think Ewen is talking about advertising on more of a macro level?

            The only other way I see of pulling this off is to do it all in the same ad..
            So you gotta create or bring to light the emotion. Then guide them to agree that the emotion is relevant to them. They must decide for themselves to buy or seek out a change. And then your offer has to fit their emotional criteria. Would be one helluva advertisement

            I really don't even know... but hey, big thanks to Ewen for making this discussion its made me think about so many things in a different light.

            Who else got leveled up by Mr. Ewen Mack
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            • Profile picture of the author gjabiz
              James,

              You have thought through the idea of a desire, which has been stirred, and is unfulfilled. Then, you correctly identify they want a "resolution", and they go shopping. But then you jump over the CRITICAL point, which is...

              the WHERE. Where does their unfulfilled desire meet your promotion.

              This is, for me, the critical intersection, and is the starting point for building your promotion.

              gjabiz

              Originally Posted by James Hensley View Post


              So they've already convinced themselves to buy something, now they're going shopping.

              HERE IS THE INTERSECTION...ONCE THEY'VE DECIDED TO GO SHOPPING (SEEKING) AND WHERE THEY INTERSECT WITH YOU.

              At this point, to get them to buy they need to be shown that your offer will solve the problem (OR RESOLVE THEIR SEARCH)
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              • from gjabiz :

                the WHERE. Where does their unfulfilled desire meet your promotion.

                HERE IS THE INTERSECTION...ONCE THEY'VE DECIDED TO GO SHOPPING (SEEKING) AND WHERE THEY INTERSECT WITH YOU.




                Originally Posted by James Hensley View Post

                So they've already convinced themselves to buy something, now they're going shopping.


                ************************************************** ************************
                good stuff guy's!


                when they are searching, they see you (your biz and solution).
                you are there and have been all along (online, past successes, good valuable content, potential solutions to biz. roadblocks,...)

                they came to you, you didn't come to them?

                the "intersection" that they drove up to, has the traffic light

                which is green (you can help)

                or red????

                "life is like a box of chocolates, and biz. life is a busy intersection" ???

                Kirby Gump 2014
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      • Profile picture of the author Joe Stewart
        Originally Posted by ewenmack View Post

        The satisfaction comes after purchase.

        The 2 words describe what took place before the purchase
        and what drove him to look to buy, without coming into contact with a marketer
        to be influenced.

        Best,
        Ewen

        Emotional want or emotional need. I know that those two things can be completely different, but most people buy based on an emotion, so one or the other makes sense.
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  • Profile picture of the author AmericanMuscleTA
    NEED and WANT is all I can think of.

    If you're about to build a deck and you only have nails, then you NEED to go out and buy a hammer. Marketing doesn't affect this.

    If one day you wake up and you decide you WANT a Harley Davidson, then marketing won't affect this. You just go out and buy one.
    Signature

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  • Profile picture of the author Joe Stewart
    Fair enough?
    Signature

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  • Profile picture of the author ramohr
    "I'm ready" when are you going to let me buy
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    • Originally Posted by ramohr View Post

      "I'm ready" when are you going to let me buy

      3rd June 2014 12:12 PM

      231 reply's and 4,854 views




      ************************************************** *********************************************
      from Ewen :

      I keep going back to BEFORE and also now to emphasize it even BEFORE
      the influence of a marketer.

      Why did they go looking to buy in the first place
      for a particular product or service.


      ************************************************** *******************************

      what were WE looking for, felt "At LOSS" with, before we got on this thread???

      just thowing this out there!
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  • Boy! would I love to have a some cookies right now.

    where's a good baker !!!!????
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    • Profile picture of the author mojo1
      yeah sure....
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  • Profile picture of the author Joe J
    Obvious solution.

    or

    I'd like to buy a 'S'
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    • Profile picture of the author lewisl
      intrinsic value

      That's my last attempt unless there are more hints
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      • Profile picture of the author ewenmack
        Originally Posted by lewisl View Post

        intrinsic value

        That's my last attempt unless there are more hints
        Lewis, that's being influenced by a marketer.

        What I'm after is that one split second he or she decides
        to take an action, to do something about his or her situation.

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

          Lewis, that's being influenced by a marketer.

          What I'm after is that one split second he or she decides
          to take an action, to do something about his or her situation.

          Best,
          Ewen
          In that case I'll try for

          PAIN THRESHOLD
          CRISIS POINT
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  • Profile picture of the author zoro
    Two words - "I'm Convinced". "Solves Problem".
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  • Profile picture of the author Digital Traffic
    Buyer's Euphoria

    Needs Wants
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  • Profile picture of the author BigSnakeSituation
    I love this thread. The more i read ewenmacks's initial post question the more it reminds me of this one riddle once told to me.

    What does man love more than life?
    Fear more than death or mortal strife?
    What do the poor have, what the rich require,
    And what contented men desire?
    What does the miser spend, the spendthrift save,
    And all men carry to their graves?
    answer: Nothing
    I think this fits. Follow me on this.

    What, "free tool stops buyer resistance"? nothing
    "Once he learned it then implemented it". he learned nothing therefore there saw was nothing to implement.

    Once he learn he could do" nothing" in order to stop buyers resistance he was able focus on something else to get more clients. Hence, he used it today.
    The only time he knows it doesn't work (nothing) is when you are starting from ground zero.
    "...still need this one thing to get her to part with her money". I still say theirs absolutely nothing you can do to make someone part with there money when they have buyer resistance.
    Clue, "just two words", Absolutely Nothing.
    Ok i admit im stomped on the 2 page sales letter that sold millions of it services. Unless its one of those over written sales letter that actually say "nothing".
    Post #95 he say he revealed his secret. Secret being, "there is nothing free to stop buyers resistance. Also, he said," he demonstrated how this breakthrough secret is the short cut to
    their formulaSo I asked him how he would explain it to somebody
    who had less knowledge about direct response marketing.s and he told me he now knew why it works
    and why there is nothing else like it". Well it works so well because now you don't have to do nothing pertaining to buyers resistance. As far as,"nothing else like it". Needless to say there is nothing like '"nothing". Continued in the same post,"
    So I asked him how he would explain it to somebody
    who had less knowledge about direct response marketing.

    And there was a looooong silence.

    I knew I was in trouble.

    The message is too complicated because he could not easily pass it on to somebody else, therefore it can't go viral." IMO there is nothing too complicated to explain other than nothing and only nothing can go viral.
    Post #143 "Think in terms of the other person and their buying decision."
    Honestly, we no absolutely nothing about peoples buying decisions, that is pertaining to before the purchased something. We have charted there buying habits until our wits ends.
    Post #150 "Think back when you bought something...what was your process that lead up to the exchange of money?" I conclude, nothing. Definitely nothing once i was inclined to buy.

    I'm done for now. The point I was trying to make is that make is that it seems to me that absolutely nothing thats a "free tool that stops buyer resistance." I know I'm wrong but you gotta admit as regards to a riddle, "absolutely nothing" fits. My final 2 word answer.
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  • Profile picture of the author Joe Stewart
    I'm beginning to think he might have forgot. :-)
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  • Profile picture of the author DaniMc
    pressing need
    Signature
    Be kind, for everyone you meet is fighting a hard battle.
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    • Profile picture of the author ewenmack
      O.K, I've got 16 examples in a diverse range of products and services
      to demonstrate the universal role these 2 words play.

      Coming soon!

      Just gotta put a bit of polish on them.

      Best,
      Ewen
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      • Profile picture of the author savidge4
        Did we expect anything less than over delivery? well yeah... This is going to be the best read ever!

        Originally Posted by ewenmack View Post

        O.K, I've got 16 examples in a diverse range of products and services
        to demonstrate the universal role these 2 words play.

        Coming soon!

        Just gotta put a bit of polish on them.

        Best,
        Ewen
        Signature
        Success is an ACT not an idea
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  • Profile picture of the author DanMcMor
    [DELETED]
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    • from ewen : O.K, I've got 16 examples in a diverse range of products and services
      to demonstrate the universal role these 2 words play.

      Coming soon!

      Just gotta put a bit of polish on them.

      Best,
      Ewen


      Thank Ewen!

      I was desperate!


      and thanks to Harry B for the laugh, with cookie monster gif
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      • Profile picture of the author savidge4
        What I find interesting in this LEARNING process... is the lack of willingness to learn.

        This thread above most any I have read on this forum exemplify the 80 20 rule. Once the answer is FINALLY give, there will be 80 percent that are let down by the answer. There will then be 20% that think its the best thing since sliced bread!

        I believe in THIS case in particular, this is a double down dose of 80 20. Meaning not only is there the initial 80 20 split, but within the 20 percent that are appreciative of the answer 80% may not get - meaning they will not know how or be wiling to apply it. There will be the 20% of the 20% ( 4% ) that get it... that internalize it, and that will use it.

        I personally every evening have been spending an hour or so with 1 on 1 time with Ewen ( ONLY through this thread I might add ) working through my process and understanding of the forthcoming answer. Regardless of the answer it has been well spent time in my book.

        To look into my Process, and REALLY looking into the clients process has been eye opening. I think the biggest catch for many has been the stipulation that the client is coming to you, and not the other way around. I think in many cases for a lot of us, this scenario does not play out as much as it should. I can honestly say that 20% of MY business comes to me this way.

        This in particular has been something that I have focused on in recent months. So much that I have moved my studio into a larger space, and inviting more clients into this space. I have laid it out very much in a retail style. separated by different sections. Be it Vinyl cutting, large format printing, logo design, print media, web design etc. When I know clients are coming over, the space comes to life with lighting and video presentations on a number of screens though out the space, all leading back to MY work area.

        So to have the experience of looking at the ability to directly connect with a clients emotions with the use of 2 words? mind blowing!

        If nothing else, it has been a great experience for me, and a path that will not end here, but one that will be explored further.

        And with that Ewen, I would like to say THANK YOU!
        Signature
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        • Profile picture of the author ewenmack
          Originally Posted by savidge4 View Post

          What I find interesting in this LEARNING process
          Process is KEY.

          You look into the 2 word world as the starting point and you start back from that or
          move forward from it.

          This creates the answer to your unique situation.

          Best,
          Ewen
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  • Profile picture of the author AmericanMuscleTA
    Thought Process
    Signature

    David Hunter | Duke of Marketing
    www.DukeOfMarketing.com
    www.BibleAndFriendsYouTube.com

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    • Profile picture of the author ewenmack
      Originally Posted by AmericanMuscleTA View Post

      Thought Process
      In a word, no.

      Best,
      Ewen
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  • Profile picture of the author kimberly Aita
    coming soon
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  • Profile picture of the author ramohr
    already sold .. they just need to find who selling it
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  • Profile picture of the author AmericanMuscleTA
    Curiosity?!
    Signature

    David Hunter | Duke of Marketing
    www.DukeOfMarketing.com
    www.BibleAndFriendsYouTube.com

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    • Profile picture of the author lewisl
      My last guess before Ewen opens his kimono

      PSYCHOLOGICAL TRIGGER

      (as talked about by Joe Sugarman)
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      • Profile picture of the author ewenmack
        Originally Posted by lewisl View Post

        My last guess before Ewen opens his kimono

        PSYCHOLOGICAL TRIGGER

        (as talked about by Joe Sugarman)
        You know, I don't think it's been written about before,
        but I do know it's the title of a book on a slightly different subject.

        Best,
        Ewen
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        • Profile picture of the author gjabiz
          Not before/after.
          Not seek/find

          One last shot....Unfulfilled Desire.

          Getting closer?

          gjabiz
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  • Profile picture of the author SashaLee
    Instant Gratification.
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  • Profile picture of the author EmergencyMonkey
    As an emergency physician, by nature I have little patience. This is painful having to wait 9 days for an answer when I get my results usually in an hour Such is life. Learned a lot in the thread though.
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    • Profile picture of the author gjabiz
      Originally Posted by EmergencyMonkey View Post

      As an emergency physician, by nature I have little patience. This is painful having to wait 9 days for an answer when I get my results usually in an hour Such is life. Learned a lot in the thread though.
      You do an assessment of a new arrival. You then determine a course of action based on some feedback (if conscious), you hope to learn about the patient, any allergies or procedures you do not want to use.

      If it is not life threatening you proceed with a plan based on your education, training and experience.

      We are for the most part, NOT in the life saving business, although some of us like to think we are...he..he..

      Our PROCESS for selling begins before the prospect comes through the doors...

      Our customers have decided they WANT or need something, they go searching for an answer, we have to position ourselves along their TRACKS and hope they run over us...or at least interact with us. IF we have done our studies, and have learned about motivations and buying decision moments, we have a good chance to make a sale.

      If they don't buy from us, we take 2 aspirin and call YOU in the morning...HA!

      gjabiz
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      • Profile picture of the author EmergencyMonkey
        Originally Posted by gjabiz View Post

        You do an assessment of a new arrival. You then determine a course of action based on some feedback (if conscious), you hope to learn about the patient, any allergies or procedures you do not want to use.

        If it is not life threatening you proceed with a plan based on your education, training and experience.

        We are for the most part, NOT in the life saving business, although some of us like to think we are...he..he..

        Our PROCESS for selling begins before the prospect comes through the doors...

        Our customers have decided they WANT or need something, they go searching for an answer, we have to position ourselves along their TRACKS and hope they run over us...or at least interact with us. IF we have done our studies, and have learned about motivations and buying decision moments, we have a good chance to make a sale.

        If they don't buy from us, we take 2 aspirin and call YOU in the morning...HA!

        gjabiz
        I have to say, this is brilliant. Especially the train track analogy. As for life saving, 97% non-emergent, 3% life-threatening looks a lot like the average conversion rate.
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        • Profile picture of the author ewenmack
          Today I'm going to give you the 2 word formula, so you can convert
          prospects into sales.

          Then I'll give you examples to demonstrate the formula so you'll
          then be thinking how to apply it in your situation today and in the future.

          Then I'll go into why it is more powerful than anything else you've
          experienced.

          Tipping Point

          2 door red European sports car
          Recently divorced woman in her late
          40's who's children have left home.
          Tipping Point
          Now she has the money and energy to get what she wants and had put
          on hold due to her commitment to husband and children first.

          Fake Tan Lotion
          Mother of 1.
          Tipping Point
          She's going to inlaws for summer holiday. Having been inside most of the last 9 months
          she doesn't want to be the only "white" one.

          Diet
          Mother of 3 in her 30's
          She is going on summer holiday to the beach with her inlaws.
          She feels her mother in law has a better body than her and has heard
          her been so critical of others who let their body go.

          Business Broker
          In his 60's and owns a trucking company
          Tipping Point
          Had double bypass heart surgery
          and can't carry on running the business.

          Newspaper Advertising
          Woman in 40's who owns a luggage and handbag store
          Tipping Point
          National chain of luggage and handbag stores opens up nearby.

          SEO
          Thirties male owner of
          chain of shared office space.
          Tipping Point
          Paid advertising isn't reaching all his market.

          Kitchens
          30's mother of 2 toddlers.
          Tipping Point
          Baby gone from baby to toddler
          and can't see what he is up to because she has her back to him
          while working in the kitchen

          Swimming Pool
          Couple with 2 teenage children
          Tipping Point
          Like all new home buyers, the majority of big ticket buying
          is done close to the purchase.

          Lawnmowing
          Couple in 70's
          Tipping Point
          Their lawnmowing guy didn't show up on time to mow lawn for birthday party.

          Golf clubs
          30 year old single male
          Tipping Point
          For the tenth time he got humiliated
          by his buddy on the driving range

          5 Door Wagon
          Tipping Point
          32 Year Old Mother Of Toddler
          Baby turns into toddler and buys a new stroller which is bigger and can't fit into car.

          IT Service
          Business owner with office staff
          of 15
          Tipping Point
          Second deadline not met due to computer network malfunction

          As you can see there was one moment in time where a decision was made for a change.

          It was brought about by their own idea. Their own situation. In their own time.

          This is the missing piece in the puzzle as to "why don't they buy?"

          Well it's because you have either been talking to those that haven't
          made a decision to change...haven't
          matched what you have to that decision.

          It's been a mismatch.

          Now take a person who has already made the decision to change,
          wouldn't they be already internally motivated?
          You wouldn't have to use lame scarcity tactics that the clueless use.

          All you had to do is enable them to see what you have matches
          their situation and will give them that change they are after.

          Now you see a whole new world of selling opportunities because
          you now focus on what took place that drives a person
          to make a decision to change by themselves.
          Then match what you have to that decision.

          You've followed this thread, seen how your own thinking has evolved through clues and now it's time to
          experience how it works in your market. Also I think you are wise enough to believe this is built on how things really work, therefore by testing and making tweaks you'll
          always be on the right track to meeting what people want to buy.
          It's like you are connecting an existing want, that you never knew existed before, to your product or service.

          Would love to hear how you are going to use the Tipping Point

          Best,
          Ewen
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            • Profile picture of the author ewenmack
              Here's a sales letter for a IT service firm.

              The letter has sold millions and millions of dollars worth of it services
              bringing prospects to a tipping point.

              Best,
              Ewen

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              • Profile picture of the author savidge4
                FOR THE LOVE OF GOD

                SO I read this at 12:20 this evening and I have a client in California. My NOW client that I have been trying to close for months has been asking me to help here and there with his new 100 site project. ( Of course I have been trying to get the entire 100 site development stage )

                So I called him - the hour is normal for us to communicate btw Hey how you doing how are the kids blah blah blah. How is the sisters store? I have an answer to the question you e-mailed me today blah blah blah. "So, I was wondering... what was the tipping point for you to start in internet marketing and why 100 sites?" Hes 66 just retired needed something to do, he will be able to do it from anywhere. Its more work than he thought ( My brain is now in full Cheetah mode - the stalk is on! )

                We talked some more... I am now communicating to him on HIS level, from HIS perspective. Running 100 sites will be more than enough to keep him busy, you want this to be successful right? ( Insert Referals name ) trust me with his site development. He agrees. ( I can tell by many cues that the referral and Person I am talking to now, have communicated at some detail of my work. ) We talk a bit more, The discussion now turns to what ifs. and then BANG He says "Here is the price I have been thinking. can we do that?"

                TWO WORDS

                6 FIGURE CONTRACT ( The 2 words being "Tipping Point" )

                Ewen, Thank God you are a whole lot of miles away because I would Kiss you! ha ha!
                Signature
                Success is an ACT not an idea
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                • Profile picture of the author ewenmack
                  Originally Posted by savidge4 View Post


                  Ewen, Thank God you are a whole lot of miles away because I would Kiss you! ha ha!
                  Are you a guy or gal, because IT would matter if you were to kiss me!

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

                Here's a sales letter for a IT firm.

                The letter has sold millions and millions of dollars worth of it services
                bringing prospects to a tipping point.

                Best,
                Ewen
                I just watched the video with that letter and it follows "The Wedge" by Randy Schwantz. Great concept and it absolutely works, especially when you want to uproot your competition!
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                • Profile picture of the author ewenmack
                  Originally Posted by SirThomas View Post

                  I just watched the video with that letter and it follows "The Wedge" by Randy Schwantz. Great concept and it absolutely works, especially when you want to uproot your competition!
                  Yes that Robin Robins letter and The Wedge are more advanced methods to tip out an existing vendor of your prospect.

                  Still valid in terms of thinking of how close a person is reaching that tipping point
                  if they haven't reached it..

                  My post was so people recognize when people have hit the tipping point
                  so they are ready and able to meet that existing demand.

                  Thanks for the discussion which I'm sure will help people get more clarity.

                  Best,
                  Ewen
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                  • Profile picture of the author savidge4
                    Originally Posted by ewenmack View Post

                    My post was so people recognize when people have hit the tipping point
                    so they are ready and able to meet that existing demand.
                    This is a very important statement.

                    "when people HAVE HIT the tipping point"

                    Given the initial statement that started the journey, the 2 words that work best on clients that COME TO YOU, and may not work on a new client.

                    New clients, you will have to pre-qualify the fact that they have hit the "Tipping Point". Existing clients and or clients that are knocking on YOUR door, have ALREADY hit the "Tipping Point"
                    Signature
                    Success is an ACT not an idea
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                    • Profile picture of the author Mystery777
                      Originally Posted by savidge4 View Post

                      New clients, you will have to pre-qualify the fact that they have hit the "Tipping Point". Existing clients and or clients that are knocking on YOUR door, have ALREADY hit the "Tipping Point"
                      I'd be more interested in coming up with a methodology to implement this for targeting only those who've already hit that tipping point. Not just "screening" for them.

                      Haven't tried it with offline marketing yet, but it's easier with online marketing. Used to apply it in many of my sites before. Would target only "hot buyers" of the moment. These sites would get anywhere from 60% upto 85% conversion rates, depending on the product ... (well, before the big G. slap that is).

                      Manufacturing it may also be possible. I'll give it a try. Let's take the web design business as an example:

                      Most of the offline business clients decide they absolutely want a website when they hear their competitor just got one or already has one. Especially when most of their competitors do. It becomes stressful the more times they hear from different sources and various mediums that it's a sign of professionalism (just like with the online product launch techniques btw). They're getting continuously hit from different sources.

                      But the tipping point *might be* when they receive a call from someone who's supposedly interested in buying their products/services, only to be turned off when he/she discovers over the phone that they don't have a website. (lol I actually know a designer who uses his friend to pull off that trick).

                      Big applause to Ewen. Didn't disappoint. Your answers were spot on (for eg. "problems may be part of what causes it, but it's not the only thing"). That puzzled me for a while. But it's true in this case.

                      .
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                      • Profile picture of the author ewenmack
                        Originally Posted by Mystery777 View Post


                        Haven't tried it with offline marketing yet, but it's easier with online marketing. Used to apply it in many of my sites before. Would target only "hot buyers" of the moment. These sites would get anywhere from 60% upto 85% conversion rates, depending on the product ... (well, before the big G. slap that is).

                        .[/COLOR]
                        A little different because of the time lapse.

                        There is a difference between decision to make a change
                        than what product or service to satisfy the demand for change.

                        They have researched and decided upon a 3 inch squirrel nut scratcher,
                        made by Pagini in color pink.

                        The tipping point is Freddy the pet squirrel keeps scratching his nuts and Becky is feeling so sorry for him. So decision time. Do it for him, without having to touch them herself.

                        See the difference?

                        Now somebody at Pagini thought of the Becky's of the world and decided to design some stylee pink ones.

                        Bingo! a match made in heaven.

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

                  I just watched the video with that letter and it follows "The Wedge" by Randy Schwantz. Great concept and it absolutely works, especially when you want to uproot your competition!
                  I'll write up a post about an advanced variation
                  I'm deploying in my paper receipt roll biz.

                  Lethal!

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

            Would love to hear how you are going to use the Tipping Point
            I'm going to use it to sell something to you
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  • Profile picture of the author SirThomas
    Great stuff, Ewen! I was afraid you might underdeliver, but I was wrong! The funny part is most of us already use this method of selling without even knowing it... :-)
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  • Profile picture of the author zoro
    Ewen,

    That YouTube image you uploaded is very blurry and hard to read. Any chance of adding a clearer image?
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    • Profile picture of the author SirThomas
      Originally Posted by zoro View Post

      Ewen,

      That YouTube image you uploaded is very blurry and hard to read. Any chance of adding a clearer image?
      It's from a video of Robin Robins. You can find it on Ilovemarketing site.
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      • Profile picture of the author ewenmack
        Originally Posted by SirThomas View Post

        It's from a video of Robin Robins. You can find it on Ilovemarketing site.
        Ay YES, that's where I got it from, thanks.

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

      Ewen,

      That YouTube image you uploaded is very blurry and hard to read. Any chance of adding a clearer image?
      I think that's the best I can do.

      It was a stilled video on a presentation slide
      by Robin Robins.

      I enlarged it a bit to get a better idea what the text said.

      Best,
      Ewen
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  • Profile picture of the author AarenE
    Ewen what kind of questions could I ask a cold prospect (over the phone) to qualify them having reached the tipping point?
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    • Profile picture of the author ewenmack
      Originally Posted by AarenE View Post

      Ewen what kind of questions could I ask a cold prospect (over the phone) to qualify them having reached the tipping point?
      For cold prospects where you don't know much about,
      take it that they are a few degrees below the tipping point.

      So you need to work out your Big advantage
      which competitors don't have and are very, very unlikely will never have.

      I'll write up a new post about it...it's rather advanced,
      so not sure you are ready for it.

      Best,
      Ewen
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  • Profile picture of the author mojo1
    Wow, this answer was certainly worth the wait.

    I recently had my own tipping point. I've been a subscriber to a few survivalist type newsletters
    and often read those newsletter with a major side eye. The fear they promote about things like our government, the apocalypse, bug out bags, bunkers, impending new world order and other atrocities can be a bit overwhelming to say the least. And as a stay at home mom, the language is always so far reaching and often times appear like their products are only suited for and can only be mastered by the roughest and toughest of people .

    Well yesterday a newsletter arrived in my inbox that spoke and used language that I've been interested in learning more about, specifically like home invasions, how and where to hide weapons like a knife and access it quickly should the unthinkable occurs in your home. The main visual that prompted me to take action was being responsible for the safety of your family with them relying solely on you for their safety.

    This particular sales page used so many 'what if' scenarios I've thought about a lot lately as my husband travels quite a bit, that I rushed for my credit card because the product featured in this newsletter spoke to my tipping point of wanting knowledge about everyday survival tactics and not some far off apocalyptic situation.

    We all have tipping points for many purchases. It was great to see you unpack it in an easy to digest manner Ewen.
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    • Profile picture of the author savidge4
      This is exactly what worked for me last night. By directly asking "what was your tipping point?" and receiving the answer I was able to start communicating with my client on a one on one basis using HIS experience and language. I KNEW what his pain point was. I KNEW on what level the success of the project ment to HIM. It was like fishing in a barrel, that had a spigot at the bottom to drain all the water! HUGE HUGE HUGE.

      Originally Posted by mojo1 View Post

      Wow, this answer was certainly worth the wait.

      I recently had my own tipping point. I've been a subscriber to a few survivalist type newsletters
      and often read those newsletter with a major side eye. The fear they promote about things like our government, the apocalypse, bug out bags, bunkers, impending new world order and other atrocities can be a bit overwhelming to say the least. And as a stay at home mom, the language is always so far reaching and often times appear like their products are only suited for and can only be mastered by the roughest and toughest of people .

      Well yesterday a newsletter arrived in my inbox that spoke and used language that I've been interested in learning more about, specifically like home invasions, how and where to hide weapons like a knife and access it quickly should the unthinkable occurs in your home. The main visual that prompted me to take action was being responsible for the safety of your family with them relying solely on you for their safety.

      This particular sales page used so many 'what if' scenarios I've thought about a lot lately as my husband travels quite a bit, that I rushed for my credit card because the product featured in this newsletter spoke to my tipping point of wanting knowledge about everyday survival tactics and not some far off apocalyptic situation.

      We all have tipping points for many purchases. It was great to see you unpack it in an easy to digest manner Ewen.
      Signature
      Success is an ACT not an idea
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    • Profile picture of the author ewenmack
      Originally Posted by mojo1 View Post

      Wow, this answer was certainly worth the wait.
      Had the marketer knew your tipping point,
      he would of got you buying sooner.

      Great you became aware of your own tipping point.

      This is why getting the tipping point clear in others
      is so important if you want them to buy from you.

      Best,
      Ewen
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      • Originally Posted by ewenmack View Post

        Had the marketer knew your tipping point,
        he would of got you buying sooner.

        Great you became aware of your own tipping point.

        This is why getting the tipping point clear in others
        is so important if you want them to buy from you.

        Best,
        Ewen

        is it just me.

        the 2 word tool is asking "good questions" that are important to them not us as marketers?



        the process (tipping point) which has been around, called by other names.

        for example, neil rackham's SPIN selling. asking implication questions and need payoff questions

        that's what this exercise has me thinking about
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        • Profile picture of the author ewenmack
          Originally Posted by kirbymarketingconcierge View Post

          is it just me.

          the 2 word tool is asking "good questions" that are important to them not us as marketers?



          the process (tipping point) which has been around, called by other names.

          for example, neil rackham's SPIN selling. asking implication questions and need payoff questions

          that's what this exercise has me thinking about

          The trouble with asking those questions is in today's busy world,
          it's going to be a stretch for a business owner allowing you to take up
          his time, unless you have demonstrated you know his situation.

          Because if you don't some smarter marketer will get to know how close one is to their tipping point and craft a message that fits.

          Best,
          Ewen

          This is on the first contact.
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          • Originally Posted by ewenmack View Post

            The trouble with asking those questions is in today's busy world,
            it's going to be a stretch for a business owner allowing you to take up
            his time, unless you have demonstrated you know his situation.

            Because if you don't some smarter marketer will get to know how close one is to their tipping point and craft a message that fits.

            Best,
            Ewen

            This is on the first contact.

            great point, esp. since I was focused on the selling side(speaking with a prospect)

            not marketing, and pull marketing to get those prospects in a "call 2 action" tipping point, from a sales letter, website page, direct mail piece, etc..,

            craft a message that fits.
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            • Profile picture of the author ewenmack
              Originally Posted by kirbymarketingconcierge View Post

              great point, esp. since I was focused on the selling side(speaking with a prospect)

              not marketing, and pull marketing to get those prospects in a "call 2 action" tipping point, from a sales letter, website page, direct mail piece, etc..,

              craft a message that fits.
              Still applies if you are the first person to make contact
              with them too.

              Here's a couple of examples from my clients...

              Client 1: He knows that there is a high probability
              that a company who buys
              a big ticket off the shelf shopping cart want custom work done to it.

              Client 2 He knows every company he contacts has had a drop in revenue.

              See the tipping point events?

              Major purchases are done around events..

              An event could be a company has just got venture capital
              to grow.

              They are the tipping point to take action.

              I put myself smack bang in the event of the lawnmowing guy letting them down.

              Doesn't have to be more complicated than that.

              Best,
              Ewen..
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  • Profile picture of the author DaniMc
    It seems to me the most optimal time for them to reach the tipping point is when you are with them. If they reach that point before meeting you, they are in shopping mode and are making comparisons.

    If they reach that point right in front of you with an agreement and pen in hand...
    Signature
    Be kind, for everyone you meet is fighting a hard battle.
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    • Profile picture of the author ewenmack
      Originally Posted by Dan McCoy View Post

      It seems to me the most optimal time for them to reach the tipping point is when you are with them. If they reach that point before meeting you, they are in shopping mode and are making comparisons.

      If they reach that point right in front of you with an agreement and pen in hand...
      Yes timing is very important because the person has made the decision to change independently from somebody else. This means he is motivated and will hold onto that decision.

      Not such a bad thing if they are in shopping and comparison mode.
      See if you are aware of the event which triggered the tipping point,
      then your messaging is going to resonate better than everyone else.
      There's no point in making your message to other than to those self motivated to change,
      which those are when they hit the tipping point..

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

        Yes timing is very important because the person has made the decision to change independently from somebody else. This means he is motivated and will hold onto that decision.
        One of the very first things I've ever learned in marketing over 30 years ago was that a sale takes place way before a salesman arrives. The process builds up independently and you have to show up at the right time, with the right message.
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  • Profile picture of the author James Hensley
    Awesome answer, great to finally hear the full description and definitely worth the wait!
    Thanks Ewen
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    • Profile picture of the author ewenmack
      Originally Posted by James Hensley View Post

      Awesome answer, great to finally hear the full description and definitely worth the wait!
      Thanks Ewen
      No it's great from my point of view with this discussion
      because it allows me to help in any way possible to get clarity
      around it and then how you all
      can go out and make use of the tipping point.

      Best,
      Ewen
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      • thanks Ewen.

        I do appreciate your time and, experience, and efforts here.

        it's been 9 days, but kinda fun!

        learning some good stuff

        ewen is the yoda from down unda
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  • Profile picture of the author EmergencyMonkey
    300 thanks Ewen
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  • Profile picture of the author Harry B
    Worth the wait...very nice
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    Follow Along: My Social Media Funnel
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    • Profile picture of the author ThePromotionalGuy
      So once again I'm late to the party.

      When I read your initial post my first thoughts were:

      "FED UP"
      "Oh Great"
      "Not Again"

      Because when I'm at the tipping point of buying something it's because I got fed up first and no marketing or advertising got me to that point. If I can't find what I'm looking for I will usually do without and find a work around.

      I have found clients do the same thing in their businesses. But I didn't pick up on that until you revealed the 2 words.

      As I read through the threads I learned even more.

      Ewen, Thank you for the training. It was worth the wait.
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      • Profile picture of the author ewenmack
        Often times people learn better by being involved,
        finding their assumptions were wrong and
        draw from their own experience to see the connection.

        Never to late to the party, this lesson is timeless.

        Best,
        Ewen
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  • Profile picture of the author Marhelper
    I'll take a stab at it ... Tipping Point?
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