James Daniel is an award winning copywriter. Although he does a variety of fantastic work, James discusses direct mail copywriting and how you can stand out from the crowd and send eye catching pieces to your potential customers and clients. James believes writing in a conversational style is the best (and proven!) way to get your message across.
Key Takeaways:
[1:50] James has been a copywriter for 12 years. He’s learned some lessons about dealing with clients.
[3:15] People don’t like corporate speak, even if they’re working in corporate!
[3:55] The conversational approach always works best.
[7:45] We’re all human beings. Your writing needs to talk to your audience like human beings.
[12:55] On a tight budget? James has some advice for you!
[18:00] You have got to be everywhere in your marketing.
[19:30] James walks you through the things he has to consider when trying to sell and market hearing aids.
[25:15] If you’re not writing this stuff down, go back and do it now!
[30:10] What advice does James have for those who are just starting out or on a very small budget?
Mentioned in This Episode:
By the time this episode is released, it will be Vicky’s birthday. Yay! Birthdays! Today, Vicky and Joe discuss the harmful 24/7 entrepreneur hustle mentality which is, frankly, very damaging to one’s well being. There’s nothing in the world that’s worth the pain of stress. If something stresses you out, kill it as quickly as possible!
Key Takeaways:
[0:50] It’s Vicky’s birthday!!!
[1:25] The reason for Joe’s sexy porn voice is because he has a cold.
[2:45] Let’s talk about stress!
[5:05] The first lesson is you’re not an octopus.
[5:30] Stress can turn into physical symptoms and nothing is worth the pain of stress.
[9:25] Stress is not funny, yet we treat it like it’s ‘no big deal’.
[12:35] Having to hustle 24/7 is so damaging. Working yourself to death is not sexy.
[16:00] How much time does Vicky spend on her business?
[17:50] You’re not a service provider, you’re a trusted advisor.
[21:00] Get rid of your needy/ emotional vampire/ soul-sucking clients/ friends/ family/ people.
[22:45] You need a strong, lead-generating strategy. If you don’t have this, close your doors and work on it!
[25:45] Stop inventing stuff to worry about!
[26:10] Vicky does a quick recap.
Mentioned in This Episode:
Vicky just came back from Cleveland and is completely knackered. Why did she go to Cleveland? To see Dan Kennedy, of course! If you don’t know who he is, well, simply put, he’s a genius who has been in the marketing/copywriting industry for the last 40 years. Vicky discusses some of the takeaways she learned while in Dan’s presence and how it has made her re-think her business.
Key Takeaways:
[1:15] Vicky is exhausted! She just came back from Cleveland.
[4:15] Why did Vicky go to Cleveland?
[7:15] Don’t wait around for permission. Just do it.
[7:50] Your business is to support your lifestyle, not the other way around.
[9:10] THERE’S A WASP in the room!!! Hold please!
[9:40] The Dan Kennedy event Vicky went to was not cheap and it was not convenient.
[11:45] Dan Kennedy has been doing this for a long time, like for the last 40 years, long time.
[14:40] If you’ve got the chance to go to an event like this, jump on it!
[17:55] Despite the fact that Vicky was at this conference, she still wrote her daily emails.
[19:40] If you want to reach Dan Kennedy, you have to fax him. Yes, fax him.
[22:15] Next week, we’ll be talking about stress!
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Vicky and Joe discuss why free is for fools. When you price yourself on the range of ‘free’, your potential clients are also going to treat you like you’re ‘free’. For example, one of Vicky’s inner circle members had the unfortunate event of experiencing a nasty potential client walk all over her. Busy people will pay for your time, because they understand you can never make up more time!
Key Takeaways:
[1:00] This episode is brought to you by...white wine!
[1:15] Vicky got interviewed for a radio show!
[3:20] So, what are Vicky and Joe talking about this week? Free stuff!
[4:30] One of Vicky’s inner circle members has recently started charging people for proposal meetings.
[7:35] However, the inner circle member recently got criticism for this.
[10:35] So, this poor woman decided to meet with this charity for free and guess what? They showed up one and a half hours late to the meeting and the meeting itself took 2 hours.
[13:45] You can always make more money, but you cannot make more time.
[15:10] The key takeaway from this podcast is people will treat you the way you allow them to treat you.
[17:25] What kind of client is going to pay you a lot of money? People who don’t have time!
[20:40] Also, price is elastic! People will pay whatever you ask for something they really want.
[24:10] Joe offers a pro life tip. It first begins with getting really drunk, and being in somebody else’s house.
[25:55] P.S. Please don’t listen to Joe.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Vicky is back from Ireland and she’s with Joe again! Today’s discussion dives into introverts vs. extroverts. Do introverts run better businesses than extroverts? Do they sell better products? Do extroverts get paid more because of their more outgoing personality? Let’s find out!
Key Takeaways:
[2:15] This week we’re talking about personality types!
[2:50] There’s a simple test you can take to determine whether you’re an introvert or an extrovert.
[5:45] Vicky has friends who can just talk to anybody! How do they do it?
[7:30] As introverts, we watch extroverts and mimic them.
[10:25] Did being an introvert have a positive or negative effect on Vicky’s business?
[12:40] Is there a real difference between an introvert and an extrovert starting their own business?
[13:05] There are more extroverts than there are introverts.
[14:55] Introverts seem to be more analytic and introspective.
[17:20] Even if you’re an introvert, you can still be a great salesperson.
[19:40] Did you know David Letterman and Johnny Carson are introverts?
[20:35] Extroverts are more likely to take part in drugs and risky behavior.
[23:30] Sitting and watching people really helps build your empathy metre.
[25:45] Are you an introvert or an extrovert? Let Vicky know!
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Kim Krause Schwalm is a direct response copywriter and overall powerhouse of fantastic information for women in copy. She has lead a very successful career in corporate before transitioning into freelance writing. As an A-list copywriter, this is a show you don’t want to miss.
Key Takeaways:
[1:30] How did Kim get started in copywriting?
[6:40] Companies that weren’t failing enough, weren’t trying enough. Kim learned to take risks in her corporate job.
[8:25] Unfortunately, there are companies out there that punish innovation.
[8:55] Why did Kim decide to go freelance?
[12:45] How does Kim find great freelance clients now?
[19:20] If you get some early successes with your work, word will spread.
[22:55] Kim wants to help other women get to a place where they can be a mom and be the boss of their own business.
[26:55] What’s next for Kim?
[28:55] Where does Kim see the future of women in copywriting?
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Vicky received an email judging Vicky’s ‘unprofessional’ use of profanity like the word ‘vagina’. Ignoring the logistics of whether or not that word is a ‘bad word’, Vicky discusses why these letters are important! What can we learn about vaginagate?
Key Takeaways:
[2:10] Vicky got an email! This person was upset by Vicky’s profanity :(.
[3:45] Vicky said the word ‘vagina’ in her email...and got a complaint!
[4:35] There’s a valuable lesson to be learned in all this.
[7:40] FYI, Vicky likes money.
[9:10] It’s Vicky’s mission to make sure she and Joe are comfortable and living well.
[10:45] What lessons can we learn from Vaginagate?
[13:50] You can choose who you listen to.
[19:00] People get really butt hurt when you don’t give away your expertise for free.
[21:55] Vicky’s clients are paying her to help grow their business, not for her to be their friend.
[22:40] When you work with Vicky, you’re not going to get what you want, you’re going to get what you need.
[24:00] Always strive to learn new things.
[26:55] Joe reads a lovely letter by Katherine!
[29:35] Vicky does something called ‘Achievement Friday’ with her inner circle students.
[31:10] Look forward to next week’s episode as Vicky rants about something else!
Mentioned in This Episode:
Peter Thomson has been in business since 1972 and has a ton of ups and downs to share. Peter explains why business is not work, why you should live by your to-do list, and so much more! Peter has been a fantastic mentor to Vicky and she can’t wait for you to hear what he has to say!
Key Takeaways:
[1:20] Peter starts off by telling a story about disaster and woe!
[5:15] How did Peter end up making his first million after his life fell apart?
[7:20] How did Peter build a strong network of people and referrals?
[10:00] Peter discusses how he keeps focused on his tasks.
[13:50] Everything Peter has to do, no matter how little, is on his to-do list!
[14:50] Schedule your breaks!
[17:10] What does Peter mean by, “The more time off you take, the more money you make?”
[18:30] Business is not work, it’s fun.
[20:15] Although Peter is always focused on future results, he makes sure what he’s doing right now is something he loves.
[21:40] What is one single piece of advice everybody should know?
[23:15] Please check out Peter’s legacy program, The Achievers Club!
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
If you struggle with procrastination, then this episode is for you! How can we work towards productivity and leave procrastination in the dust? Reward yourself whenever you complete a task. It has nothing to do with needing stronger will power, but everything to do with how you get compensated for the task. We are all just big toddlers in the end.
Key Takeaways:
[3:30] Let’s talk about procrastination!
[4:40] But before we do that, let’s talk about Victor Hugo (it’s related).
[6:40] Getting children to cram knowledge into their brain for a school exam is a waste of their time.
[7:20] So, Victor locked all his clothes away so he couldn’t leave the house and began work on his book.
[8:15] Why do people procrastinate?!
[9:25] Can you believe that even Joe procrastinates?
[11:25] Your present self doesn’t think about your long-term future self. Your present self is an idiot.
[13:30] We often do not make choices for our future self, we make choices for who we are now. And, the person we are now is a toddler.
[15:45] How can we get out of procrastinating?
[17:00] How does Vicky motivate herself to run?
[18:15] Getting started is the hardest thing, but if you promise yourself a reward, it doesn’t have to be.
[19:00] Do you know about the marshmallow experiment?
[22:35] After experiments like these, you can see where a lot of our social problems stem from.
[23:10] You CAN train yourself!
[26:30] It’s really difficult to see your own problems, which is why you need a mentor!
Mentioned in This Episode:
The best people to do business with are those who like you and are similar to you. This means that there are people out there who won’t like you, who aren’t similar to you, and it’s completely okay to piss them off! You have to narrow down on your avatar, but this is something business owners are afraid of doing. Vicky discusses why you need to be firm on who you want to attract and work with.
Key Takeaways:
[0:50] Joe is currently in the cheapest hotel in the world.
[1:45] Since Joe is away for work, Vicky is failing as an adult.
[2:35] So, what are Vicky and Joe talking about today? Business owners who are too beige.
[3:50] Not everybody is going to like you.
[4:15] Most people don’t want to define their avatar because they’re afraid they’re going to exclude people.
[9:25] What does SW3 stand for?
[10:25] You want to repel people who aren’t like you.
[10:40] Being brave in your business means you are bound to offend someone.
[17:15] If you try to please everybody, you will fail.
[18:25] Again: It’s perfectly okay if people don’t like you.
[20:15] Dare to be yourself.
[22:35] Vicky has some crazy listeners who joined her Inner Circle just after binge listening this podcast.
Mentioned in This Episode:
Are you not a creative person? Do you despise fancy musicians and artists who just seem to ‘get it’? Good. This episode is for you! Vicky has a four step process on how to come up with some fantastic ideas for your business so that you never run into a dull or uncreative moment...Ever!
Key Takeaways:
[0:35] Listen here as Vicky blotches her introduction. Blame Joe.
[2:30] Let’s chop away at the misconceptions about creativity.
[3:15] There’s no such thing as creative people vs. uncreative people.
[7:25] Example time!
[8:50] Did Darwin steal all the credit for his theory of evolution..?
[12:15] Einstein, he didn’t just have crazy hair.
[15:50] Look out for Vicky’s shiny new website. She’ll have a planner for you guys!
[16:05] How do people come up with new ideas?
[18:55] Step one: Grow a mustache. This. Is. Necessary.
[21:10] There is no such thing as boring. There’s always an interesting angle you can tackle it from.
[24:15] You can’t force this to come to you. Let your subconscious marinate in the idea for a bit.
[24:35] Keep a notebook on hand at all times.
[26:55] Did you know the first draft of the Matrix was awful? Same with Star Wars!
[29:30] Next week look forward to understanding what the Chelsea Principle is!
[29:55] Now that you got these ideas, how do you make something without procrastinating?
[30:15] January’s inner-circle class is all about procrastination and how to beat it!
Mentioned in This Episode:
Joe is back on for another fantastic podcast. Yay, it’s Joe! Vicky warns people that whenever an expert is pushing for the newest shiny object, to be very wary of it being your ‘end all, be all’ solution to your problems. These are just tools to be used when you need them. Nothing beats old school, tried and true tactics! There are also some ‘gurus’ out there stating email marketing is dead, but here’s why it’s not.
Key Takeaways:
[1:35] Is email marketing dead?
[2:45] Be wary of those who believe only one option will work for you.
[2:55] Email marketing, Pinterest, and other social media platforms are just tools for you to use.
[3:30] How often does Joe contact his customers?
[4:50] How often SHOULD Joe be contacting his customers?
[7:15] Your aim is to build long term relationships.
[7:35] Companies don’t make decisions, people do.
[13:45] Emails are the lifeblood to your business.
[19:15] Vicky hates shopping in shops. It’s too stressful.
[20:10] However, one of Vicky’s friends, Jody, made the shopping experience quite pleasant.
[23:20] Do not send marketing emails via your ISP. You will get blacklisted.
[24:30] People might not be opening your email, but who cares? Track your sales. That’s the only metric that matters.
[27:00] Thanks for listening! Tune in next week to find out how you can never run out of ideas, ever, ever, again!
Mentioned in This Episode:
There is no Joe for this week’s episode! BUT! Vicky did invite two fascinating guests onto the show, Lin Armstrong and Lucy Read from the David Sheldrick Wildlife Trust. Why? Because charity! In this week’s episode, we learn about how businesses can create a mutually beneficial partnership with their charity of choice and give back to a cause that they care about and love.
Key Takeaways:
[0:55] Vicky always tells her clients not to work for free, so what should they do about charity?!
[1:45] Who is Lin? She does marketing for her non-profit clients, Lucy and the David Sheldrick Wildlife Trust.
[3:05] Who is Lucy and what role does she play in the non-profit?
[4:25] How can an entrepreneur help a charity?
[6:00] How does Lucy work with the public to raise awareness and money?
[7:40] Since Lucy’s work is very social, it makes sense to promote their non-profit on social media.
[7:55] Lin believes if you can get it right with social media, it becomes a great asset and tool.
[8:50] How does Lucy use social media with the businesses the David Sheldrick Wildlife Trust collaborates with?
[10:15] How does Lucy get engagement active and alive?
[11:45] What does the non-profit look for in a business partner?
[12:55] Why would Lucy and her team reject a business and not want to work with them?
[14:20] What other businesses does Lin personally work with?
[17:30] There are quite a lot of interesting and fun ways you can help out a charity. You don’t have to just give them cash or your time!
[17:45] Lin currently is looking for a charity partner for her business clients.
[19:55] Lin’s niche is corporate social responsibility services. What does that entail exactly?
[22:00] How does Lin help charities and businesses get the most out of their partnership?
[23:20] What creative fundraising ideas have Lucy and her team come up with thus far?
[26:15] Vicky has a free PDF guide towards working with charities.
[26:55] Final thoughts from both Lin and Lucy.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Businessforsuperheroes.com/CSR1
It’s a new year! Woohoo! Vicky and Joe cover the top ten most popular resolutions in this week's episode. One common theme among all of them? They’re too vague! If you want to kick your butt in high gear this year and get your goals in order, you’ll need to be specific. Extremely specific.
Key Takeaways:
[0:50] Happy new year!!!
[3:40] Stats. Stats. Stats. STATS!
[5:10] What are the top ten resolutions most people make?
[8:55] Vicky really could do with getting a bit more organised.
[13:15] Vicky explains how she saves money!
[14:35] Make sure you have enough for the taxman.
[15:15] Disconnect from your phone.
[18:25] Spend more time with family? That’s a bit too vague for a new year's resolution.
[18:55] It’s really easy to say you’re going to do something vs. actually doing it.
[23:30] Beware, there will be something that will trigger your bad habits.
[26:30] Want to change habits? Change your routine.
[28:45] Vicky offers some new habit suggestions!
[31:00] Take action on the things you read.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Vicky and Joe discuss five ways, maybe six ways (shh, it’s a secret), on what you can do RIGHT NOW to grow your business. It first begins with mindset and then it snowballs from there. Don’t let your negative and poor thoughts hold you back from achieving a buzzing business.
Key Takeaways:
[2:15] It’s SO COLD right now.
[4:55] Abandon the scarcity mindset!
[6:15] Don’t fight with your competitors; collaborate with them!
[7:35] There’s plenty to go around!
[10:25] Scarcity mindset = socialist…?
[14:15] Vicky...have more gin!
[15:25] Develop your avatar/ideal customer.
[18:45] This is an ongoing process! Your ideal customer will have different angles you might want to appeal to. Your ideal customer might even change over time.
[19:40] People will treat you how you allow them to treat you.
[20:25] What’s your pricing going to be?
[22:15] Follow up with your people!! Don’t miss this step.
[22:55] Invest in yourself and in your business!
[24:05] Do your due diligence and figure out what’s the right investment for you. Some of these people are scammy!
[25:55] Magic beans? Be skeptical.
Mentioned in This Episode:
Vicky is joined by Joe for this special Christmas Edition episode. In light of the holidays, Vicky dives deep into why your New Year’s Resolutions suck and are simply not working! Instead of New Year’s Resolutions, Vicky offers 7 quick tips on how you can carry on in spite of hardship and make your goals a success going forward into the year!
Key Takeaways:
[1:24] Merry Christmas everyone!
[1:45] So, why do New Year’s Resolutions SUCK?
[3:50] Why do people make New Year’s Resolutions in the first place?
[7:45] How can we actually keep and follow through on the goals we want to achieve?
[8:30] Vicky has 7 steps on how you’ll actually keep your goals!
[9:10] Lose weight and be happier are not clear enough goals!
[10:55] After you’ve set your goals, track your progress!
[11:55] However, with that being said, don’t track your results; track your actions.
[16:45] Remember, progress takes time to achieve! Be realistic.
[20:35] Tell others what you’re planning to do and write it down!
[22:30] Don’t have time? That’s a LIE!!!
[25:10] Don’t give up if you’ve had a setback!
[26:30] You are not your mistakes.
[27:35] You only really fail if you give up.
[29:00] Vicky does a quick recap of the last 7 steps.
Mentioned in This Episode:
It’s towards the end of the year and Vicky encourages everyone not to slow down! This is the perfect time to get stuff done. You’d actually be surprised by how many things you can accomplish by intensely focusing on them in the next two weeks. Also, stop setting New Year’s Resolutions. They don’t work!
Key Takeaways:
[1:15] Vicky and Joe’s college is pimped out with Christmas decorations!
[7:15] You should start your projects now! Don’t slack off.
[8:20] Vicky loves to procrastinate.
[9:45] Okay, let’s make a plan!
[10:35] Only 4% of New Year's Resolutions actually ended up getting met.
[11:05] Moral of the story? Don’t make New Year’s Resolutions.
[15:10] So, how does Vicky set her goals?
[18:55] Don’t focus on making it perfect. That will prevent you from getting things done.
[19:15] Work in versions. Project X Version 1, Project X Version 2, etc. Nothing wrong with updating and modifying your work!
[23:20] Vicky highly encourages you to read Born Standing Up by Steve Martin.
[26:45] Plan three months at a time, not 12 months at a time. It is more effective.
[27:50] Do an annual review of all of your big wins.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
It’s nearing the end of the year! Vicky shares some examples of what companies are doing during the holiday season to generate buzz with their customers. Vicky also discusses creative ways you can leverage the holidays for business purposes and offers suggestions on how you can reward some of your fabulous clients too!
Key Takeaways:
[0:50] Joe has just woken up, and he’s confused.
[2:10] Vicky’s father is the man who decorates their home with Christmas lights.
[3:05] Die Hard is the best Christmas movie of all time.
[3:15] Okay, so with all this holiday fun, what happens to the business?
[4:15] How can we exploit Christmas for profits?
[5:20] Send Christmas cards to your clients!
[7:50] Put a little bit of effort into sending a Christmas present to your best clients.
[12:20] What kind of goodies is Vicky offering her clients?
[13:55] Start planning your packages for next Christmas too!
[15:30] Vicky reads a funny article she found.
[17:45] Starbucks is running a cool holiday promotion/giveaway right now.
[18:55] Remember, there are people without homes who are freezing during this time of year. Take the time to donate and give to those who are less fortunate than you.
[21:05] Vicky shares a story about WestJet and what they’re doing for their customers during holidays.
[24:00] Next week, Vicky and Joe will be talking about how to avoid slacking off during the end of the year.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Vicky invites Rob Drummond to demystify what this whole CRM (Customer Relationship Management) business is about. What CRM should you get and why? Rob is a big fan of Infusionsoft, but he understands quite well how quickly you can get distracted by the ‘extensiveness’ of it. Before you get involved with a CRM system, listen to this episode!
Key Takeaways:
[1:20] Who is Rob Drummond?
[3:05] What is a CRM system?
[5:45] Why are CRM systems useful?
[7:55] Rob talks about Infusionsoft and why he likes it as a CRM system.
[12:35] When people first get into Infusionsoft, they end up getting too distracted by the marketing automation stuff.
[13:15] How can people simplify and not get distracted by the ‘shiny’ things?
[16:25] How can someone get involved with a CRM system without shelling out a lot of cash?
[19:40] If you’re going to invest in something like this, really invest in it and use it! Don’t let it become a monthly payment monster.
[22:55] Before you invest in a CRM system, really sit down and write down what you’d like to achieve with it.
[25:55] You can really go into a deep rabbit hole with CRM systems, so really take the time to learn what you’re getting into.
[30:20] Feel free to get in touch with Rob if you’d like to learn more about CRM systems!
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Are you glad Vicky and Joe are no longer talking about hostage negotiations? Well, if you still have withdrawals, you can download Vicky’s hostage negotiation PDF! Link in the resources! On this week’s episode, Vicky discusses why you should send gifts in your direct-mail marketing campaigns and how to create shock & awe with your direct-mail letters!
Key Takeaways:
[0:50] Why is it so cold in Vicky and Joe’s house?
[4:20] Get the rare, first edition hostage negotiation PDF on Vicky’s website.
[4:35] This is Episode 50!! Wow!
[7:05] Vicky talks about the direct-mail letters she receives from her inner circle.
[9:50] Put small freebies in your direct-mail!
[12:15] People give up too easily on their direct-mail campaigns.
[13:15] How can you create a shock & awe direct-mail marketing campaign?
[15:35] Work on your budget based on how much your customer is worth to you.
[16:15] Vicky likes to give people chocolates, but be careful - chocolate melts in the mail!
[17:30] Don’t send people sharp objects in the mail. Just a FYI.
[17:35] So, why does sending gifts in the mail work?
[21:30] Vicky plans on doing a whole series about guerrilla marketing.
[24:00] Don’t send USB sticks (or anything that must be plugged in) in your direct-mail marketing campaign.
[25:10] Joe does a quick recap of what makes a successful direct-mail marketing campaign.
[26:15] Interested in joining Vicky’s inner circle? There’s a link in the resources!
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Vicky and Joe are celebrating their 7th wedding anniversary today and that means more alcohol on this special occasion! And finally, the moment we’ve all been waiting for, Vicky discusses the 5th and final stage of their hostage negotiation series. In fact, you can download a free PDF on this very subject to get a recap of all five steps in the show notes below.
Key Takeaways:
[0:40] It’s Vicky and Joe’s 7th wedding anniversary!
[2:15] Vicky and Joe are at the 5th and final stage of their hostage negotiation series. Hurray!
[4:25] Be sure to go to Businessforsuperheroes.com/hostage to get your hands on the Hostage negotiation tactics PDF.
[6:20] Vicky replies to every email she gets!
[9:45] Joe has had enough alcohol for one night!
[11:30] When people purchase from you, that’s a really big decision they have to make.
[11:55] Reconfirm what your customer’s pain points are.
[14:35] After people buy from you, they need to know ‘what’s next’ after that purchase.
[17:10] Always be clear as to what’s going to happen. The worst thing you can do is confuse people!
[21:15] Joe does a recap of the five hostage negotiation steps one last time!
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Vicky and Joe just got back from Vicky’s Who Are You event last week! It was exciting, but don’t worry if you missed it, Vicky is planning on hosting another one in the spring. Stay tuned for that! Vicky and Joe continue their FBI hostage negotiation discussion and are now on step 4—influence! Most people skip the first 3 steps and get right to step 4, but that’s not how you build trust and expertise with your prospects.
Key Takeaways:
[1:15] Vicky discusses the Who Are You event she hosted last week!
[4:10] Her event was one of the first times where Joe was able to see Vicky being a grown up.
[6:35] Vicky is already in the process of thinking about version 2.0.
[7:45] This week, Vicky and Joe continue their never-ending hostage negotiation topic.
[8:25] Vicky is always happy to receive feedback. Let her know if you need this series to stop!
[8:35] Joe does a recap of the 5 stages to a successful FBI hostage negotiation.
[10:05] Instead of doing the first 3 steps, most people tend to skip the steps and get right to step 4.
[12:45] Your customers are in pain. This is where you come in as a business owner!
[16:10] Give lots of value to your prospects. You don’t have to give all of your stuff away for free, but there needs to be a balance.
[19:10] A prospect asked Vicky to ghostwrite a book. Vicky shares what her book package really entails and how she’s giving her clients more value.
[21:40] Tune into next week for the last and final stage of FBI hostage negotiation tactics!
Mentioned in This Episode:
Vicky and Joe continue their hostage negotiation conversation! Although this episode covers step three, rapport building, Joe wonders if this series will ever end. This week, Vicky covers the differences between empathy and rapport, how to convey rapport into your marketing, and why it’s a good thing to piss people off! Tune in next week for step four, which covers influence!
Key Takeaways:
[3:55] Vicky and Joe carry on with their hostage negotiation theme. Will it ever end?
[4:15] This week Vicky focuses on step three, which is building rapport!
[4:20] Joe does a quick recap of the five stages to a successful hostage negotiation.
[6:10] What’s the actual definition of rapport?
[10:00] This is not about selling to people who don’t want your service. It’s about selling to people who are already interested.
[12:35] Have you ever noticed somebody having a dull personality online, but when you meet them in person, they’re completely different? The way you sound in person needs to match the way you sound online.
[17:00] The people you really piss off with your marketing will not be your clients, and that’s a good thing!
[20:25] What are some of Vicky’s top ways to create rapport?
[22:30] By the way, please review this podcast on iTunes! It does help.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Vicky and Joe continue their mini series on hostage negotiation tactics and dive into the subject of empathy! Last week, they covered some of the benefits of being a good listener, and this week you’ll learn how to turn your active listening skills into empathy by putting yourself in someone’s else’s shoes. Vicky even plays a song on this very subject from Joe South and The Believers!
Key Takeaways:
[3:45] Joe does a quick recap of the five stages of hostage negotiation.
[5:00] NYPD hostage negotiators are taught to spend 80% of their time listening and only 20% of their time talking.
[5:20] Joe spends about 50% of his time being a goldfish.
[8:35] If you want the hostage-taker to do what you want, he’s going to first have to like you.
[9:55] The point is, you need a little bit of empathy.
[10:15] Off topic: Vicky dropped her phone in the toilet...again.
[10:55] Vicky plays a song from Joe South and The Believers called Walk a Mile In my Shoes.
[12:35] If you listen to this song, it’s all about putting yourself in somebody else’s shoes for once and realizing you’re a dick!
[13:15] In order to effectively use empathy, you have to get in somebody’s head and in order to do that, you have to learn about them!
[15:40] So, what types of things tend to piss people off?
[16:40] What are Joe’s hot buttons? Pride in stupidity.
[17:25] Vicky hates when brands make the assumption that all women want pink things.
[18:10] Let vicky and Joe know what gets you heated up!
[19:00] Make a note of what annoys your potential customers, the more you know, the more power you will have in convincing them you’re the better option!
[20:55] You need to understand what your customers care about and that’s not always as easy as it seems.
[21:25] You don’t just have to understand your clients, you have to get to know them.
[22:15] Bad marketing focuses on the ‘I’m right, you're wrong’ aspect. Good marketing focuses on the customer’s pain and makes them the hero.
[24:00] Have a problem? Feel free to borrow Vicky’s brain.
Mentioned in This Episode:
Businessforsuperheroes.com/inner-circle
Businessforsuperheroes.com/borrow-my-brain
Joe South and The Believers called Walk a Mile in My Shoes