April 12th, 2009 by Craig Ball
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Want a Banana?
The biggest form of customer resistance is their privately held belief, “This guy (or gal) is trying to sell me something. Must be a scam.” This is especially true for skeptics like me, so I know a lot about the thought process underlying the resistance. In social psychology, we call this a boomerang effect—when the compliance strategies we use basically backfire and scare the customer off. It is essential to convey sincerity and an absence of deception in order to gain buy in, while making realistic claims that are perceived to be legitimate. One technique for overcoming resistance is called the “disrupt then reframe” method. In this tactic, you identify and speak to the hidden fear or resistance of the customer BEFORE they even voice it. In addition, you add some alternative ways of viewing the situation (the reframe), thus disrupting their resistance-laden belief structure. The goal is for the customer to begin telling themselves, “This is a bargain!” or “What a great opportunity!” One way to guide the customer to this strategy is by sweetening the deal just before they are ready to commit (the “that’s not all” technique). Another method is to use the scarcity principle (act now while supplies last), which helps the customer to see that this opportunity may go away if they delay, or that there is a scarce amount of time or product for them to seize quickly. Another method to gain buy in is the take away (I guess this opportunity just isn’t for you). This shows that you aren’t desperate, and conveys that you have other offers out there, thus making you more attractive to the target. What works better than playing hard to get?
March 26th, 2009 by Craig Ball
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Sell Big Ticket Items
On the internet there are many different ways to make a living…just do a quick Google search on “make money from home” and you will get over 254 million results. I’ve been making money, in many different ways, since I was young enough to think that thirty was ‘old.’ I’ve always believed in multiple streams of income–in much the same way as many investors believe in diversifying their stock portfolios. My online revenue is certainly based on multiple streams, but I’ve found that if I don’t have some sort of base income or what some call “bread and butter”, then I end up chasing many income streams at the same time with limited success. Multiple streams of income only seem to work if you add income to your current base of operations.
I have been involved in my share of online businesses and have made a great living. I don’t have employees but work with many freelancers and other online entrepreneurs. What you will learn over time is the fact that it takes just as much time to work on a small sale as it does on a big one. I don’t know about you, but working on the internet for yourself is fun and I love spending time making money. If you are going to work hard anyway, why not sell a product that makes your time worthwhile, even if you only make one sale per month? It makes a lot a sense to me, and it also makes sense to a lot of smart internet marketers.
Affiliate programs all have great sales pitches about how much cash you can make each month by selling their products. They may even give you a bonus if you convert 25 or 50 items a month. Great! I’m marketing ‘my’ site and spending my time promoting their products so I can get the crumbs from their table. Thanks, but that is no way to build my internet marketing livelihood. It sounds more like a supplemental approach to income–not a primary base of income.
One night last year I came across a few of my old online friends that started selling products offered by Abunza. It turned out that not only could I sell retail products with my own online shopping center…I could sell to both English and Spanish speaking customers! I started using Abunza every month to keep the money coming in and more and more people started joining me in the effort. In a short amount of time it became clear that Abunza would become my big ticket sales tool for the internet.
Abunza’s pay plan utilizes a two-tier payment system that sends payments from your new customers straight into your checking account. Your new members will first deliver $1,997.00 directly to you when they decide to invest in their own online business. Now I know that $2,000 a month isn’t an amount that would prompt you to write to everyone you know and tell them that you are a big internet guru, but it is an amount that makes your online efforts worth while. With Abunza, you can get everything set up and running in a short time frame and start making money right away. It’s not hard to make 4 or 5 sales a month once you get on a roll.
My advice…get your base business going strong then supplement with other income streams if you feel motivated.
I can show anyone how to run the business successfully and with all the features the Abunza business has to offer…it’s a lot of fun too.
Contact me if you would like more info.
