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Podcast 127: A Four Letter Code To Sell Anything
What makes something cool?
It has something to do with being in the exact right spot between familiar and surprising. There is a fine line between trendy and looking ridiculous, and believe me I have crossed it.
This one guy, Raymond Loewy had it figured out. You might not know his name but you know his work. He designed a lot of very familiar things that you know such as the Coca Cola bottle, Lucky Strike Cigarettes, a cool car or two, Air Force One and he was even brought in to consult on Skylab.
Raymond Loewy had a simple formula to help him hit the sweet spot, and this formula can help you sell anything. MAYA. (Most Advanced Yet Acceptable)
Loewy had two rules which were that if you want to sell something surprising, make it familiar. Conversely, if you want to sell something familiar, you better make it surprising.
Makes sense? This got me thinking about the Serious Shift, and whether or not I’m making it familiar enough. How about you? Are you surprising enough? Too familiar?
Podcast 126: Old Habits versus New Habits
The problem with bad habits is that they die really hard. Habits hang on, which is why it is such a benefit to develop some good ones.
A few months ago, I had a successful business and then it all ended. Suddenly, while I was standing in my kitchen 12 hrs before a flight to keynote a conference and speak to 400 people in Miami, I got an email and since that moment everything changed.
What I realized the other day is that I have the habits of a sports dynasty. I need to let those habits and that identity go and develop the habits of a team that nobody thinks deserves to make the playoffs.
I need to develop the mindset of a team that believes that they are capable of an upset and even more importantly, that an upset is necessary.
This requires new thinking, and new habits.
The King is dead.
Long live the New King.
Episode 125: Shopping Experience or Buying Experience?
There’s a difference. When you are buying something, you are meeting a need. You are buying something, and you probably already know what that something is.
But shopping is different. Shopping is about discovering you might have a need, and being interested enough to explore it. Successful shopping is about discovery.
What are you helping your clients discover?
When we buy stuff – like a trip to the drugstore to restock your medicine cabinet, we value time saved, we hope for a quick moving line so we get out of the store as quickly as possible, but when we shop it’s about time well spent, not time well saved.
When you focus on the shopping experience you are forced to consider the customer, and the goal shifts from getting them what they need, to helping them discover what they might want. And you do all of this not as quickly as possible, but in a way that is as satisfying as possible for your client.
So, what are you helping them discover?
Blog 124: Are You Finding What You’re Looking For?
Most humans share the same social anxieties about showing up and in a place where you are the stranger, where you are unknown.
From an evolutionary perspective, strangers and strange places represent danger.
The opposite is also true. Strangers are also an opportunity, to learn, to connect and to make new connections, to create community that benefits everyone.
My experience tells me that what you find is what you seek. If you expect to find rejection and disinterest you’ll find it. Conversely, all I ever find are people who need me as much as I need them. That’s who I’m looking for.
The good news is it’s never been easier to get a conversation going, to convene a meeting and host an event and make a connection.
We’re waiting for you.
Thank you,Blog 124 Are You Finding What You’re Looking For?
Episode 123: Do You Love it Enough?
Not what you do, or what it does but the idea itself.
Do you love your idea so much that your excitement and complete enthusiasm is infectious? What is it about not what you do, but how you do it that you know people are going to go crazy for?
Before everyone loves it, you have to love it and everyone else has to know it.
Love is all in.
Episode 122: Be Worth the Time
When you’re in a rush, an uber driver with local knowledge and a convenient short cut is worth the extra tip.
When you’re in a rush, a quick-thinking waiter who can seat you and serve you and quickly get you back out the door is worth the extra tip.
Seems to me that saving time is worth some money.
But are we missing something important?
When you’re worried about someone you love in a hospital, the extra few minutes are worth a lot.
When you are working with your teacher, who is helping you understand something important, the extra attention is worth a lot.
When you’re a father, and your daughter lets you hold her for a few extra minutes, it changes your morning.
Maybe you’re paying too much attention to saving people time, and not enough attention to being worth the time.
Customer ReviewsSee All
Shift or Die
That's pretty much the message that I have received form listening to these.