4 BIG Miscellaneous Tips

By: Dan Kennedy on: May 6th, 2011 7 Comments

If you want to get cooperation from somebody – especially a busy, successful person, make it easy for them to give you what you want. A few days ago, I was asked to record some fairly lengthy audio clips for somebody’s tele-seminar, which I was happy to do – until the “system” kept cutting me off and giving me a 9 choice option menu to deal with. So much for that.

People frequently send me books they’d like favorable comments about, but hardly anybody sends a pre-done FedEx, many hide their fax numbers. (When I sent books out and asked people to do me a favor, I sent them FedEx, with $50 bills attached to the “please” letter.) People send me video to review – on DVD’s, which can’t be easily stopped and rewound; triples the work time vs. VHS – so I don’t do it at all.

If you want to sell to somebody, find out how they want to buy. Different people want to buy differently at different times. Sometimes I like to take my time shopping and I enjoy being creatively sold – the clothing salesman finding matching shirts, ties for jackets, socks for slacks, endlessly showing me choices until I succumb. But, the other day, I hit a Jos. A Bank store in a hurry and made it clear I wanted to buy “the basic uniform”: blue blazer, camel blazer, gray slacks, tan slacks, blue shirts and be gone in 20 minutes. To her credit, an assistant manager “got it” and got a $1,600.00 sale. But more often than not, I’m not asked how I’d like to buy, and I’m not listened to when I tell people how I want to buy. On two occasions, I’ve had salespeople lose big ticket sales to me because they insisted on telling me a lot of technical information instead of asking whether or not I needed and wanted to hear it.

If you want to make more money, stop yourself and your staff from down-selling. My travel agent, bless her, is constantly anguished over the money I’m spending and feels compelled to save me, suggesting less expensive hotels, resorts, suites, travel. And she’s on commission. Silly?

Well, 90% of everybody selling does this very same thing. Worrying more about price than their customers or prospects. Instantly going to the lowest priced option. At that Jos a Bank store, she wisely did NOT steer me to the “50% Off” selection of shirts (Carla found it) – because it was clear I didn’t care about price; I never asked a price question – so why sell me anything but their best? But most salespeople could be heard immediately telling each customer: ‘”Look, we have shirts at half off today.”

If you want to get more done, kick the asses of people who interfere with you getting more done. Recently, I consulted with a Member who has leapt from $300,000.00 to $1-million in yearly income in 1 year. I told him: your hour is now worth 300% more. Waste you might have tolerated last year, you can no longer afford to tolerate. Of course, if you make $300,000.00, a fast path to making $1-million is treating your time’s value as if you were already making a million.


Dan Kennedy is internationally recognized as the 'Millionaire Maker,' helping people in just about every category of business turn their ideas into fortunes. Dan's "No B.S." approach is refreshing amidst a world of small business marketing hype and enriches those who act on his advice. For more money-making marketing tips, tactics and strategies, go to www.GKIC.com

7 Responses

  1. KC says:

    I really do like the way you said that, Mr. Kennedy. I’m not sure what path to take, but I must take one, and soon. I’ll be homeless, if I do not…it’s a lot on my plate, when I feel so sick, but I must, so I will……..therefore I am….:)
    Thank you for always bringing me, great advice!!

  2. Sometimes the simplest advice is the most powerful! I LOVE the tip about making it easier for people to give you what you want — right down to including return mailing options. I have to admit, I might not have thought about that, but I will never forget it now! And, it makes complete sense.

  3. Ivan says:

    VHS? I’m not sure I’d even know where to get a player these days.

  4. Scott Martin says:

    Speed is the strategy. Companies can get past price objections by providing SPEED. An extremely large company with 200,000 employees, just got me approved for a home loan in less than 60 minutes. That elephant can dance and sprint. You don’t have to complete an entire transaction in a short space of time but you can get a lot done quickly. For example, I don’t know if your new NFL Hall of Fame-style camel jacket needed some alteration but there’s no way for a serious tailor to shorten sleeves in 20 minutes. But the sale was made quickly and it’s possible to get the initial alteration work done quickly.

  5. linden moe says:

    This is soooo right and timely on many given levels…

    a simple question will reveal all regarding how they wish to be communicated with

  6. Ray Higdon says:

    Great stuff, if you want to know how John Smith buys, put yourself in their shoes

  7. Tom Coleman says:

    Success…Find out what the customer wants and give it to him

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