Did you know there are THREE types of trust you need to earn to make a sale? According to research in the Journal of Interactive Marketing, when it comes to buying products and services, these three distinct trust factors are crucial. You’re probably familiar with the first two: Trust Factor …
100 Episodes Later…
This week your fix of Selling Unique inspo is a little different... I was recently a guest on The Copywriter Club podcast with Rob Marsh & Kira Hug, and we had a good old natter. (That’s old people English for a chinwag… you know, a chit-chat, confab, chewing the fat, shooting the …
Why Simple Doesn’t Mean Easy
This ever happen to you? You meet someone new and they ask what you do. Or what your business does. So you proudly tell them about the biz you’ve carefully nurtured and grown, and watch as they are completely and utterly… …underwhelmed. Huh. Now, if they’re housebroken, they probably …
Are You Really Worth THIS Much?
Pricing your products and services can be a minefield. Freelancers and consultants worry about what the people ahead of them and behind them are charging… Makers of physical products worry about fluctuating material and shipping costs… Digital entrepreneurs and course owners worry about …
The Alternative Question
Time for this month’s Clarity Question to help you create more effective and unique sales messaging for your biz. I’ll jump straight into this one, as I’m currently wrapping up a busy work-cation in Tel Aviv… (…where, in addition to my usual writing duties, I’ve also spent some time modelling …
‘Curb Your Lebowski-ism’
What do people HATE about the industry you’re in? You know, the thing that drives them nuts? That’s this month’s Clarity Question to help you sell unique – and the answer will help you connect more deeply with your audience. Here's how: First up, I know – hate’s a strong …
“I’m Not Really A Writer”
Recently I noticed something kinda weird. I realised that a lot of smart business people often tell me: “I’m not really a writer”. They’re all lying. I’ve heard it from consultants who help their clients make more sales with things like email automation, or other marketing tools relying …
The Change Gap
How long does it take to change someone’s mind? A minute? Five minutes? A year? The answer, of course – like so many answers to questions about people – is: It depends. Yep, people are difficult like that, which is what makes 'em so fascinating. In marketing, the size of the gap …
