Three Word Podcast

Episode 080, Does your Life or Business need an IV?

Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of sales, marketing, and leadership experience.

Episode 080,  Does your Life or Business need an IV?

Apply this simple four-step strategy to achieving your New Years Resolutions!

I am excited to share a simple system I learned from Pete Vargus to make you become one of the 8% of people who will achieve and likely exceed their Resolutions or, should I say, INTENTIONS!

1. Write down the categories of your Life you intend to focus on improving in 2021. Categories, for example, Health, Spouse; family; Faith, personal growth, mindset, friends, career, Business, or Contribution. I would recommend three and no more than ten.
2.  When looking at those categories and 2020, how would you rate that area of your Life? On a scale of one to ten. Ten meaning total fulfillment. Where are you today?
3. Write down three Wins To Celebrate from 2020. Think about your Health. What rating would you give yourself today? Maybe your at a 7-8 and happy, but know you can improve with a few tweaks. How about your relationships? Your Kids? What rating would you give yourself? Mindset? Money and Finance? Your Business, what rating would you give yourself in this area of your Life? Be honest with where you are today. 
4. Looking at 2021 and the categories you have selected, what are three Ways To Improve? Create a vision and see the life areas that matter the most to you that you want to see growth. Your Priorities! Could you make a few adjustments to your Health? Your relationships? Your Business? Your finances?

Download the worksheet below:

https://drive.google.com/file/d/1C08Gy7u1UOzgo9z_HLsDsHcnLIkt-hkA/view?usp=sharing

 

Over the next several podcasts, I will go a little deeper on various categories to keep us on track of making progress and set us up for a year to remember.

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

 

 

 

 

Episode 079 Crush your goals by doing this!

Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of sales, marketing, and leadership experience.

 

In episode 079,  Crush your goals by doing this!

What Is Always Be Helping?

Dale Carnegie famously said, people don't want to be sold to – they want to feel as if they're buying. 

 

Follow these three steps in helping and creating customers for life.

 

Step One: Who? What clients can we help?

Think about the product or service you offer and who can benefit the most from working with you? Success leaves clues. Think about the types of companies you are currently working with and the problems you are solving. Interview your current clients and ask them why they chose to work with you and your company? You may discover a common theme, and you can use that when reaching out to new leads. 

Let's face it; you may waste valuable time trying to convince a client on your list to meet with you if you can't help them solve a problem.

 

Step two: What do they need?

Think about the list of clients you're trying to convert to customers. Do you know what they need?  

Do they need better sales and marketing, as I term a SAM plan?

Do they need to generate more revenue for the company?

Do they need help recruiting new employees?

Do they need to save expenses? What systems can you provide to help?

Do they need training and leadership for their teams?

What problem can you solve that they are facing?

If you can identify the problem, you have a better chance of earning their business by providing them with your solutions.

You will also have more confidence in setting that meeting if you know you can help them.  

 

Step three. How to Help?

Educate them on how you can help them. What advantages does your product or service provide them? Share other case studies of clients you have helped. What challenges were they facing, and how you educated them with your tactics and solutions. 

 

We are problem solvers. We are there to consult and educate them on all the solutions available to them. Let the others push a product or service onto your prospects. We will focus on educating our clients on viable solutions to the problem you have previously identified. Your building a foundation of trust! Clients want to know your listening to their needs. You will stand out, cultivate a more meaningful relationship, and have a customer for life. 

 

I think you will agree; you would prefer helping your clients solve problems vs. closing them. Here's to you to become a problem solver and provide better solutions to your customers' needs.

 

As leaders, the opportunity is now. Keep educating yourself and those you lead by helping them. In return, they will help others.

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast.

 

Episode 078, Thanks For Giving!

Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of sales, marketing, and leadership experience.

 

Episode 078,  Thanksgiving! The experiences in our business and life and all we should be Thankful For Giving to us! Even some of those experiences stress us out. 

 

What are your Thanks For Giving? I invite you to share three things your Thanks For Giving! 

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

 

 

Episode 077, One word that is stopping you from success!

Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 077,  In this episode, discover the One word that is stopping you from success!

 

I have six recommendations to help you take ACTION!

Take the time to answer the following questions and be honest with yourself.

1. Write down one thing that you are procrastinating.  My advice, do that one thing your procrastinating first!  If it is creating new clients, then schedule that time first each morning.  You will build confidence and feel more in control when you take action.  Be fearless, not fearful.

2. Come up with three reasons why you must change.  Again, if creating new clients is important?  Why is that important?  For your income, if one of your current clients cancels or want to take more control of your destiny.

3. What will it cost you if you don't make this change?  More importantly, what could it cost that business if you don't make that call?  Your competition gets the business because you didn't call?  

4. How do you know you can absolutely make this change?  Discover what you need to do and do it every single day!  Create that winning routine for you and your success.

5. Create a new association with this change.  For example, — If you're not making enough calls, you may have an association that not making calls equals less rejection. A new association might be that making more calls equals more chances to drive sales and all that money that comes with that.

Before making that call, remind yourself that you're dedicated to helping companies grow their revenue.  Be excited to share your solutions, experience, and tactics that have successfully worked with your current customers.  You're a solution provider, not a cold calling machine!

6.How do you know you can make this change?  Because of your betting on you! Discover what you need to do and do it every single day!  It will become a winning routine for you and your success.

We face enough roadblocks in our day; let's make sure you're not of of of them!

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

 

Episode 076 Learn how to get your kids to Thrive with Purpose!

Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

In Episode 076,  I share a conversation with Janet Mackay, founder of INPact Academy, a platform used to share engaging stories through interviews with kids, adults, and businesses worldwide who are jumping IN to make an INPact in people's lives with Intentional Positive Actions. 

Janet has created a proven formula to engage your kids by shifting their mindsets and focus.  She teaches them that the choices they make at any given moment can cast a ripple effect of positive energy, changing another person's trajectory when they intend to show kindness, compassion, and connection towards others.

Learn more about how to get your Teens involved in the next Teen Summit.

 

EMAIL:         JANETMACKAY555@GMAIL.COM

CELL#:               516-859-1874

FB:        WWW.FACEBOOK.COM/JANET.MACKAY.7334

INSTAGRAM:   @JANETMACKAY555

WEBSITE:                      WWW.JANETMACKAY.COM  

Three Word Podcast  Discount  Opportunity:            

EMAIL REQUEST TO: JANETMACKAY555@GMAIL.COM 

• OFFER #1: – FREE 30 MIN POSITIVE MINDSET SESSION FOR FIRST 10 PEOPLE (ADULT & TEEN) AND $50 SAVINGS OFF 8 WEEK TEEN CHALLENGE PROGRAM (TEEN)

  ADD:  3 WORD PODCAST GIFT IN THE SUBJECT LINE

• OFFER #2: PRESENT A CUSTOMIZED PRESENTATION AS A GUEST SPEAKER FOR YOUR NEXT VIRTUAL PRESENTATION.

3 WORDS:        BE-THE-DRIP…………….MAKE-AN-INPACT

 

Episode 075 Why every company needs SAM!

Lisa Thal is an Author, Speaker, and Business Coach. She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 075 - Why everyone company needs SAM!

 

I realized in my 33 years of marketing and sales that every company needs a SAM Plan. I know many of you are in sales and what you have to communicate or develop for your customer is that having a better SAM could be the difference to having a profitable year.

 

Visualize this, we have products/ services on the left, and far-right is revenue and profits. What is in the middle is what I call a Bridge. This bridge is a marketing strategy that creates the opportunity to gain more market share and sales.  

 

Think about the products you use today. The car you drive, the toothpaste you use, the shampoo, the coffee or alcoholic beverage you consume, the clothes you wear, and your cell phone use. All influenced by SAM. So what's the best way to create your SAM and make sure your bridge leads you to more sales and profits?  

 

Here are four strategies to create a better SAM. 

 

Become a problem solver.  Marketing is all about solving someone's pain or providing pleasure and providing better customer solutions than your competition. Solve a problem for the consumer. McDonald's is solving several issues. People that need food fast and for a fair price. They have found a way to market to you to consider them when you're hungry and need food fast. Let's think about what you and your company can solve for the consumer. What problem are you solving for your current clients? Ask your best client the top one or two reasons they chose to work with your company. They may share some insights you can use to position when calling on other like-minded companies.

 

Whose problem are you solving?  I will ask most companies I work with tell me more about who you would like to do business with. They respond to everyone. In marketing, we call that a Family reunion. Most companies want to target everyone, but they have to have the resources to do it effectively. So start with targeting a brother or sister, that owns a home, has kids. See, not everyone has a marketing budget like McDonald's to target everyone? That's okay; let's narrow the focus to start to own the consumer that may be more profitable. Tell me more about them? Who are your current customers that you retain year over year? You want more of the Life Time customers, not just the cut my price customers.

 

Make your message matter.  How that consumer hears and processes your message is critical. You have to break out of the noise and have your message heard. If you can enter into the conversation already going on into their minds, you have a better chance of converting them your way. Keep your message simple. You know I am a fan of using three words. McDonald's uses simple phrases, I'M Lovin It. Nike, Just Do It. So Simple and impactful. 

 

Measure the results.   It's crucial to track SAM. Does SAM need to help build more brand awareness? Do we want SAM to increase website traffic? Store traffic? Do you want SAM to bring you referrals? We have to measure the results that SAM is delivering.

 

Our job is to teach our clients the road map on how best to use SAM - Better Sales and Marketing! Remember when you call on new clients, there are only two reasons they should meet with you. You are going to validate what they are currently doing? Or You have a way to improve what they are doing. Hello SAM!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

 

Episode 074 Sales does not have to be scary!

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

In episode 074, I share how everyone is in sales!

 

Many people shy away from sales because they fear rejection, cold-calling; no, I am not interested, or confrontation, make a mistake, and other reasons. Let's face it. Sales can feel a bit scary, but it doesn't have to be that way. 

 

I believe everyone is in sales. Maybe you don't have the title of a salesperson, but if your company or business requires you to work with people, you are in sales!

 

Like it or not, we are all in sales! Whether you're selling an idea, delivering a business proposal, conducting a sales presentation, leading a Three Word sale meeting, or offering a product or service – it's all selling. You are selling and marketing a message! I believe that Selling is one of the most critical skills everyone needs. #Proudtobeinsales!

 

Everyone sells something!

 

Salespeople and business owners are maybe struggling because today's sales climate has shifted. In this fiercely competitive economy, every meeting, every sales call, and every interaction with a potential customer is critical to our business. 

 

Sales are one area where many people reveal their most significant deficiency. It's not that they don't know what to say; it's that they're unable to deliver the information in a structure that's engaging and, most importantly, persuasive.

 

Call it a belief or a mindset but just a mere mention, the word "sales" scares people or brings up fear, dread, and anxiety to many. If you want to perform at a top-level, you must change your mindset and the way you think about "sales." How much is your perspective getting in the form of your paycheck?

 

Most people don't believe they're in sales, so they don't develop that skill. They refuse to admit they have to sell. Some believe that launching a website and sending out a few emails will be enough to attract new customers.

 

 

"Sales are what you do for people, not to people."

 

Think about your best client, that if you had not picked up the phone to call them with the idea that could transform their business, their sales could have suffered. Or worse, they could be going out of business.

 

In sales, we have to do this every day!  

 

Prospecting is a word that drives fear into the individual who doesn't believe that selling something to someone is for their benefit and overall well-being. We all prospect and don't even know we're doing it. 

When you start the dating process, you are prospecting for the person you want to marry. As managers, we interview employees. We are prospecting for someone who will best fit our sales needs. When you have a product to sell, you need someone to sell it to, so you have to go out and find the customers who need what you have. If you don't believe that their lives will be better because of what you have to sell them, you will sell the wrong thing or sell it to the wrong person. Target people who need your product and has the financial ability to make that decision.

 

Prospecting becomes second nature when you can implement a quote by Zig Ziglar. 

 

"You can have everything in life you want if you will just help enough other people get what they want." When you are genuinely interested in other people, you will learn what they are interested in and need your product. If they like you, and most people like those who take an interest in them, they'll help you find people who do need what you have to sell, even if they don't.

 

You must be able to communicate what you sell and identify who could benefit from what you sell. If you can't tell anyone those two things in a few simple sentences, you aren't in the right business. You must also be able to identify a need. I know these suggestions sound like "a given" for the sales pro's listening, but I have found that many of us who haven't studied the art of selling and don't yet understand how vital this skill is to your growth potential.

 

So don't be afraid anymore. Remember, sales start everything. Henry Ford famously said, "Nothing happens until someone sells something," because at the heart of every enterprise is the revenue-generating engine of sales. The auto industry would not exist if we could walk everywhere; new homes would not be built if people wanted to occupy them; the phone or laptop you listened to the Three Word Podcast would not be possible without technology. It all started with an idea and someone to sell and share the benefits. 

 

Be proud that your in an industry that changes people's lives. That's called Sales!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

Episode 073 Learn how your mattress may hold the secret to your sales!

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 073: Learn how buying a mattress improved how I provide Value vs. Price to my clients.

Do you have clients that want your product based on Price? Don't you hate that? Just think back to the last time you made a purchase, and what was going through your head? "Can I buy this for less? What type of deal can I get before buying this? Let's face it; no one wants to pay more for a product! We need to perceive we got a good deal or Value from purchasing a product or service.  

Price is often the primary consideration when customers make a purchase, but cutting the Price isn't the best way to compete. We have to find ways to make our partnership more valuable than just Price.

 

Here are four strategies you can implement:

 

Become an Expert

When your clients feel you have the knowledge and expertise, they are more likely to do business with you. You have to offer them better advice than the other vendor; you add more Value. This increases your chances of winning and retaining their business. Clients will pay for speed to market. How can they grow their market share faster? Dave was an expert when it came to mattresses. He shared his story of buying his brand—the benefits to better night sleep. Think about yourself. Are you an expert in your industry? What other education or skills do you need to be a solution provider to your customers. The best investment you can make is in yourself! You and the client will benefit from it.

 

Think like your client

 We all have family, friends, and co-workers that you connect with better than others. Why? One reason is that you feel like they understand you. Dave was masterful at making me feel like he understood my mattress needs. He asked, are you a side or back sleeper. He shared his stories of mattress shopping and the decisions we should consider when making ours. Well, the same applies to your clients. Do you know what each of your clients needs? Understand that they all may have different needs. Some clients may need sales and revenue; some may need better marketing; some may need help recruiting employees; some may need better systems to run their company more efficiently and some tactical ideas to grow market share and profits. If your approach it the right way, ask great questions; they will tell you everything. Once you know, and they start to feel that you know as well. Listen, take notes, and provide solutions as if you owned the business. Your actions will speak louder than words, and your Value will increase massively. 

 

Two ears and one mouth

One of the best lessons I learned from Michelle Levine was two ears and one mouth. Make sure you listen twice as long as you speak. Do this, and you will increase your Value with your clients. Most people are thinking of how they will respond when the client is talking. Please slow down and listen to what they are sharing. Dave would ask us questions about what we desired in a mattress, and then he would listen. We felt heard, and that built more Value.

 

Surprise and delight

It's great when someone surprises you with something you didn't expect. We spend much time trying to winning the business. So when you do, you want to retain that client for life. Clients want your knowledge, a fair price, and expect great follow up. Their needs vs. ours! Any company can set up an automated mailer for when it's their birthday. ( Do you even know your client's birthday, step one). How would you feel receiving a personalized message or a handwritten birthday note with a cake and balloons! When we do something out of the ordinary, your Value increases, and remember: with Value comes loyalty.

 

People will pay more for something if they think there is Value or benefits. I know I paid more for a mattress than I expected, and I was happy to do so. 

Remember, Adding more Value will always be the difference to earning and retaining your client's business. 

Keep looking for ways to do more for your clients to ensure they value you and the solutions you provide!

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

 

Episode 072 Are you suffering from this?

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

Episode 072 You and your sales could be suffering from Low Probability! 

This episode provides several strategies to increasing your Law of averages and improving your probability ratios.

I can think of countless cases when applying the Law of Probability strategy was the difference in achieving that outcome if you put yourself in a specific situation and continue to work towards that outcome, your probability increases.

The Law of Averages says that a ratio will begin to appear if you do something often enough. For example, if you talk to 10 people, and one says yes, a ratio will begin to appear; you are at 1:10. You'll notice that once it starts, it tends to continue. If you talk to 10 people you'll get 1.

 Ask, and you get, don't, and you won't—the law of probability.

It is a simple concept and effective. The key in sales is to keep moving and keep talking to more people, keep meeting, calling, and exploring opportunities to increase your chances and increase your ratio. And this way, Mathematically, you can increase your chances of converting more clients. Repetition is the key. If you do this, you can expect this.

 

If you put yourself in the situation more times, you learn from each experience and gain knowledge along the way.  

Once you understand how the Law of Averages works, you can start making it work for you. 

 

Here are three easy steps using the Law of Averages to help improve your sales.

Know your numbers.

For many of you, you have access to a CRM program that can help track your performance. If not, create a spreadsheet of your progress. For the next two weeks, keep doing what you have been doing. The only thing you should do differently, for the time being, is to track your activities. Note the number of people you call or meet, note whether you were able to reach the decision-maker, and then, of course, state whether you sold them anything. At the end of the two weeks, review your ratios. I recommend tracking a few different things (all in ratios)

• Number of calls you made each day 
• Number of Decision Makers you reached 
• Number of appointments you set ( ratio of meetings you set)
• Number of proposals you closed (ratio of proposals closed)

Do the Work.  

After you know your Law of Averages, you can get to work meeting your sales goals. The more calls you make, the more sales you will make – now you have a clearer picture of how many calls you need to make to hit your numbers.

Consider this data according to Hubspot's study. In 2007 it took an average of 3.68 cold call attempts to reach a prospect. Today 8 - that's almost twice as many calls. 44% of us give up after only one attempt. So we need to manage our mindset. Look at the opportunity and stay patient and persistent. You can create your 8 step program to reaching the decision-maker. For example, step one research the client and have a solid VBR. Step two call to set the meeting. Step three email the client. Step four connect on Linkedin or another social channel. Step five send a successful case study from a current client.  

Improve your Law of Averages.  

There are several ways you can improve your average and generate more success from your efforts.

• Own the day. Distractions happen every day to us. Each week, map out your goals and set the agenda for the day. Review your metrics and progress at the end of each day and then at the end of each week.
• When do you make the call?   Improve your averages by calling the client at the right time based on their category. If you are calling on a restaurant, you would not call at noontime when they are busy. You would call at 8 am or 3 pm. What I discovered was Wednesday and Thursday seemed to be the best days of the week for connecting with prospects on the phone. The best hours, 4 pm-5 pm, has the highest engagement. Or call before 8:30 when a company opens, you will likely connect with the business owner. Try to avoid calling between 11 am-2 pm that has proven to be the lowest engagement hours.

After you have had some time to familiarize yourself with the Law of Averages, you can use it to improve your sales. This is why I recommend keeping track of your numbers every day, even if you think you already have a good handle on things. Look for small ways to improve your appointment setting, your pitch method, and then use the Law of Averages to determine if you are seeing results and improving your ratios.

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast. 

Episode 71 - Would your client vote Yes for you?

Lisa Thal is an Author, Speaker, and Business Coach.  She wrote the book "Three Word Meetings."  A Simple Strategy to Engage, Inspire, and Empower Your Team.  Lisa coaches leaders on how to take their sales and business meetings to the next level with fun and interesting 3-word  topics to get your sales team motivated and inspired.  She has over 33 years of marketing and leadership experience.

 

Episode 71, How do you get your client to vote Yes for you? 

 

Understanding the Six Laws of Persuasion can help you perhaps persuade your customers to say yes to you versus your competitor.

Law of Reciprocity

People try to repay what they have received from others. If someone gives you something you want, you will want to reciprocate because you feel obligated now.  What can you give your customer today to get them to say yes to you? If they are a current client, is there other value-added you can provide to them? Is there market research that could be valuable to them? Is there a creative idea that could enhance their operation? Something as simple as dropping lunch off to their team may have them leaning your way.

Law of Commitment 

Commitment to a decision is usually easier to increase than it is to abandon. This is why salespeople attempt to get customers to agree with them multiple times; after saying "yes" repeatedly, it is almost impossible to say "no" when it is time for the close. So what can you do to keep your clients saying Yes and committing to you? What can you include in your proposal or program that has them making a long term commitment? You have provided to much value that doing business with you is a Yes vote.

Law of Liking

In business, the old adage "opposites attract" does not hold true when influencing and Persuasion. When you like someone or believe that they are "just like you," you are more inclined to want to work with them. Successful salespeople work hard to establish rapport, demonstrating how similar they are to the customer. They explore their background, noting the similarities to their own. We went to the same high school or college. We use LinkedIn and Facebook to see what friends we have in common. The Law of Liking is the key to your next referral because we know people like to do business with those they know!

Law of Scarcity

If there is a limited supply of an item and only a few are left, it must be good or popular, which is what the law of scarcity suggests. If something you want becomes "the last one available," you tend to feel like you have to act immediately or you might miss out. After all, the limited supply must mean that others are buying it, and delaying might mean you won't be able to get it again anytime soon or maybe never again. This is the fear of losing out. So what can you offer? Is there a specific program that you can position is only available for a limited time. Or a unique incentive program that you can provide for a limited time.

Law of Authority

The best marketing campaigns count on authority law when using celebrity endorsements or "expert" testimonials. When people you admire promote a product or service, you may think, "If it's good enough for them, then it's good enough for me." If you use it, you may become more like them " Younger looking, wealthier, and more famous. Is there someone that has more authority or influence that would matter to your customers? It could be someone in their industry that they respect.

 

Law of Social Proof

Some of the best masters of Persuasion's art in negotiation are highly successful salespeople who do their best to make the sale and meet their buyers' needs. Another way to show social proof is to share case studies of your clients who have successfully worked with you. Create one or two personal recommendations you can share with clients you are trying to win their business.

 

If you like this podcast, make sure you rate it; if you think someone could benefit from this episode, share it, or subscribe at Itunes or Spotify, so you don't miss out on the next three-word podcast.