He just posted an interview he did with Robert Cialdini, author of Influence and his latest book “Yes! 50 Scientifically Proven Ways To Be More Persuasive” on his blog.

Go check it out… it’s awesome!

Download the mp3

[tags]Robert Cialdini, Influence, Social Psychology, Rich Schefren[/tags]

A change that problably pissed off alot of people in the company.

Want to know what they did?

Go pick up his book. No I’m kidding, here’s what they did…

They went from 26 Head & Shoulder products to 15 and increased their sales by 10%.

Now, you’re probably asking yourself. “why did that happen?” Well, the answer is simple…

When there’s too many choices tend tend to do NOTHING! You know like when you goto your local street fair and the lady is selling the 60 different dipping sauces and you buy none because you can’t decide. Yea, that’s what I’m talking about.

I’ll give you an example in my first business. I sold wheels and tire packages on eBay and started posting listings for every single wheel my manufacturer produced. I though, “Heck, I can sell all of these wheels. If I sell 1 a day of each set, I’ll be RICH!” HAhaaaa… Actually, I spent $5,000 in listing fee’s that month and only made $4,200.

You know why? I was selling products that would NEVER sell!

So how can this apply to your business?

Simple. Offer HOTT (double t) products. Products that people are buying NOW and in herds. And don’t focus on the trivial many. Focus on the hard core few.

The 80/20 my friend. It’s for real.

peace.

Chris

[tags]Robert Cialdini, Influence, Social Proof, Scarcity, Steve Martin, make money with less[/tags]