For the last 5 days I’ve been hanging out with some really cool marketers, internet entrepreneurs, and some good friends over at Yanik Silver’s Underground 6 Event here in National Harbor, MD. Apparently, National Harbor is only 2 years old and kinda like a new haven convention center town, full of in and outer’s each and every night. Needless to say… very cool place.

So when I booked my plane ticket two months ago for this event, I didn’t realize that I had booked it for Dulles airport. Turns out, Dulles is about an hour away from the Gaylor Convention Center. I tend to do that sometimes, just book a flight and not really worry about how far it is. I’ve done that on many occasions especially in California. Try it sometime, it’s nice to drive around and see the town.

So anyhow, I decided to take a cab to go from our hotel to Dulles airport. The price estimate was around $60 – $75. Kinda pricey but the Shuttle blue van guys wouldn’t make it in time to pick me up.

So we’re driving through Maryland, crossing a bridge looking at Washington, then pass into Virginia. We talk about life, El Presidente Obama, and food. The conversation picks up, then goes silent as I twitter on my Blackberry.

I asked him, “Do you take credit cards?” He responds in broken Engrish, “Sorry sir, I will have to charge you an extra 10%. It’s not me, but the company. Sorry.” I say no problem and I’ll use cash but we’ll have to stop at an ATM to get cash.

So along the way right before the airport we stop at the airport gas station, pop in, and I grab $120, a glazed donut (my friend/trainer Joel won’t be happy to hear that), and ice cold Dasani water.

Breakfast of Champions.

The taxi cab driver, Huraah, gives me $1 to pay for the water as we both wait. A nice gesture… (some nice reciprocity)

So I pay the $1.22 and we get back in the cab. We drive up to the drop off area in front of JetBlue and break out my wallet, hand him $80 as the ticket was $71.38 and he answers me…

“You didn’t like my services?”

I shockingly answer… “Uh no I did. That’s why I gave you the tip.”

He responds, “Sir, but you didn’t like my services? The fee was $71 dollar.”

I’m thinking to myself, “Is that not enough?” My brain starts to calculate the percentages. “ten percent is uh… $7. Fifteen percent is …. hmmm…” I give up. I think, “Should I tip him more?”

I played games with my mind.

Exit the car and hand him another $4 bucks.

So think about this…

Just by that little statement, he got me to think about the tip amount, feel bad, and all in one need to prove to him that I am a good tipper.

We part ways, never to meet again.

So in your marketing how can you replicate this system of the taxi cab driver to get a great tip, just by asking more.

Step 1: Reciprocity

The simple rule of the law of reciprocity is simple. I give you something and you feel somewhat obligated to give back. I give you $1 to pay for you water, without looking for anything in return. I want to return the favor.

So in your marketing…

GIVE GOOD STUFF AWAY.

Frank Kern calls it a “bribe” or ie “give away good s****” (those are Frank’s words) Alex Mandossian calls it an “ethical bribe.”

What do you give away?

Easy.

Let’s say your a social media whiz, you can create a video that teaches people how to use facebook video to create a loyal following of people by re-purposing a great article.

Or…

- An audio interview you did with an expert.. Give this away.
- A guide or checklist that shows “6 Simple Ways to Get Attention From Experts”
and much much more…

Or whatever.

The point here is to give good “valuable” (that’s the keyword) for FREE to your people. Move the Free Line, as Eban Pagen calls it, and give good stuff away.

What happens is that your list, your followers, new people, will start to love you and want to give back. How do they give back? Comments, giving you cold hard dollars, and they help spread the word for you (ie. viral marketing)

So there ya go. Be the taxi cab driver and buy your list the water.

Next is…

Step 2: Ask for The Sale

Don’t be a puss.

Ask for the sale. Be direct. Straight to the point.

John Carlton calls it, “Selling From Your Hells.” You can’t be a wimp when it comes to selling and making money. Now, don’t be a douche and sell in a sleazy way. You want to be cool, direct, and to the point.

Like Haraah, he asked for the sale. Actually he asked for more with that magical sentence. “You don’t like my services?”

Umm… Haraah. I do, here’s $4 bucks extra. A nice 57% EXTRA TIP.

You good salesman you.

In your marketing, here’s how you can apply this Haraah “Waa, you no like me?” Strategy…

At the end of your autoresponder series you can create an email using the subject line similar to the sentence that Haraah said to me.

Here’ some subject lines for ya’

Subject: “Huh. I just don’t get it.”
“Sooo… you don’t like me. Is that is [first_name]?”
“Frankly, I just don’t get you.”
“Frankly, I’m puzzled…” <— courtesy of Jason Moffatt

Then your copy you can get into something like this…

———-

I just don’t get it Bill. I’ve been giving you some really great?
valuable information to help you _______________, but
you haven’t ordered yet.

Is it because my breath smells?

or maybe because you just don’t like my services.

Whatever it is, it has me wondering what I did wrong. And
because of that I want to make it up to you. Who know’s
maybe it was something I said…

Either way, here’s how I want to make it up to you…

I’m going to give you the 5 extra bonuses for free and
my entire course free for 7 days.

I never do anything like this, but I figured it would be
a good way to kick start our relationship so I can
help you solve your problem.

So here’s the deal…

I’m going to give everything that’s included in my _________
course for only $1. (i know it’s kinda crazy, but you’re worth
it to me)

The bonuses you’ll get are:

BONUS #1: Secrets Guide
This is the exact guide that people just like you have
paid me $47 for. You… it’s on the house. Free!

BONUS #2: The Uber Awesome PDF Report
This will show you exactly how to build a big ol’ list in
no time flat. Kinda like like building steroids. You
also get this absolutely free. Some people have
paid me $97 for this. Free for Chris.

BONUS #3: The Blah Blah
This is really cool…

And the best part is that you can have it for free
for the next 7 days.

But, Chris… you have to hurry. I’m only offering this to
you for the next 24 hours. After that, I’m going to have to
take it down. I don’t want other people finding this secret
link.

here’s the secret link:
LINK

So check it out, you’re dig it.

Cheers,

Chris

———-

So there you go. A simple way to get mo’ money.

Send it and let me know how it works for you.

Cheers,

Chris

Why do most sales letter only convert 1%?

Why do most sales pitch sounds like scams?

The truth is it’s not about making a big fat promise. Politicians do it all the time. They make the biggest promises in the world, but do we believe them… No.

Sales letters makes big huge promises like…

“Make $5,000 Per Day!” … We say in our minds… “Yea right!”

How about this…

“Lose 15lbs in 5 Days!” … Again we say, “Yea Right!”

See it’s not about making a promise it’s all about the believibility of the promise. The believability. Now, I want you to really get this. Is your sales letter, sales pitch believable?

Probably not.

So how do yo add believability into your sales message?

PROOF! The more proof, the more believable it is. Get proof, then get more, and guess what get more! Never stop getting more and more ways to prove your product or service.

So what kinds of proof should you put into your sales message?

• Testimonials
• Case Studies
• Super Rock Solid Triple your Money Back Guarantees

If you’re not capturing testimonials from your customers, shame on you. Start getting them now. Todd Brown has a great video on how to capture raving testimonials. Check out his video here.

Case Studies

Profile your raving fans and turn their “stories” into success stories, essentially case studies. Get them on the phone and do a 5-10 minute interview. Ask them how they felt before buying your course. Most say “skeptical.”

Ask them about the results. Let their success speak for your products. If I say, my product is freaking awesome! Do you really believe me or just think I’m an arrogant putz?

Ah, I figured that.

Ok, so that’s the lesson for today. Add more BELIEVABILITY in your sales messages and watch your numbers soar.

- Chris

http://www.twitter.com/chrisbrisson

You see, I can write sales copy. It may take me a couple of days or weeks and a major loss of hair, but it gets done. Not a great done, but done. One thing I discovered is, there’s people out there that can write killer sales copy so give the job to them.

The other night for 2 days straight I was literally glued to my computer to 3am each night slaving away trying to write copy for a client I’m helping launch a product. It wasn’t until I finally said, “ENOUGH!” that I turned to a good friend of mine to whip it out…

Rachel Rofe. She doesn’t talk much in crowds, but when she does she’s got A LOT to say. If you talk about marketing or copy she’s takes the stage… she’s good. She’s who many well known marketers and well known entrepreneurs turn to for copy. A couple of months ago she was in Womens World, it’s a monthly or weekly magazine that’s in just about every grocery store in the country. Not for her copywriting, but for one of her membership sites.

Anyhow, so to write a simple sales letter would take me maybe 2 weeks, Rachel try 2 hours. She blew me away with how fast she whipped it out.

So I’m writing this plug my friend, Rachel. She’s done a lot for me and she the one person I turn to for copy advise.

So if you need a GREAT and FAST copywriter, buzz Rachel. They call her the master blaster. She’ll hook you up.

Some cool stuff coming soon when things start slowing down.