I’m copying and pasting this from Alex Hormozi’s email newsletter this morning. I thought it was really insightful and works for every industry. Here’s the email: Pain motivates purchases better than pressure. Mozi Minute: Pulling Teeth If you’re struggling to create urgency in the sale, it’s because you’re missing a key step in discovery: pulling teeth. Pain motivates. And pain only occurs in the specific, not the vague. Most sales reps lose deals in the first five minutes. Not because they pitch wrong. Because they accept vague answers and move on. The prospect says something like "marketing isn't working" and the rep nods along like that means something. It doesn't. This is Step 5 of the 9-step discovery process I use with my team. And it's where most sales die. Here's how to fix it: The Problem: Prospects give you three types of bad answers: 1. Vague - "Things aren't going well" 2. Confusing - "We tried some stuff but the ROI wasn't there" 3. Incomplete - "Lead gen" All three are useless. You can't sell to vague problems. You need specific, painful details. That's where Pulling Teeth comes in. The Solution: No matter what type of bad answer you get, you respond the same way. Two questions. Every time. Question 1: "Can you tell me more about that?" Question 2: "Can you give me an example?" That's it. Don't overcomplicate it. Don't get cute. Just ask them to tell you more, then ask for an example. Why This Works: Asking for more information forces them to dig deeper. Asking for examples connects it to real life experiences. That's when the pain becomes real. Real Example: Bad sales rep: Prospect: "Marketing isn't working." Rep: "Got it. So you need help with marketing. Let me show you our platform..." [Lost sale] Good sales rep: Prospect: "Marketing isn't working." Rep: "Can you tell me more about that?" Prospect: "We're spending money but not seeing results." Rep: "Can you give me an example?" Prospect: "We spent $15k on Facebook ads last month and got 3 leads. One was a competitor spying on us. The other two were tire kickers who never showed up to calls." [Now we're getting somewhere]

I was just talking with my aunt who is about to become a partner In a honey business. She wanted advice on how she could help the business expand. She had all kinds of great ideas of product lines to expand to and different places to go. I asked her what’s she doing now that’s working? They are making 24oz jars of honey and selling for around $18 per jar with big profit margins. My question was. Can we just do more that? Right like before complicate things and have to take a ton of time and energy towards a new product line we aren’t sure anybody wants…can we just do more of what we are already doing with our one core product? The answer is a very clear yes. Because they haven't even tapped in fully to the local market with their core product. Once they do that and they build a solid customer base then they can do some test and ask some questions from their customers were regularly buying their products and see what’s the next thing that they want the most. Then we can roll out the next product and we have people waiting for it. So how does this apply? 1. What’s your core service? That’s the thing you’re going to market the most and market everywhere. 2. how are you already getting clients for that core service? Can we do more of that and can we do it better, more efficient or on a larger scale? 3. After we get that built up, then we can start adding in other revenue streams of things that people might want and we can ask our customers. What’s your core service? Hour? 90 minute massage or is it something else? What’s the main thing you offer?

Instead of reward point programs for money spent and visits try this. And they only get points for doing these things at your location. So that encourages them to come in to get the massages so they can get their rewards. Turn all your clients into mini influencers

I just watched a video that said Justin Bieber posted over 90 times to promote his new album, because he knew most people would have no idea that his album is out. And we think we should be busy from social media and we don’t post 90 times a year. Read that again.

Just saw this at my dentist office. They are giving away an IPad. (Which you can get for like $200) 3 ways to enter. And this can be a SUPER effective way to get people spreading the word about you. You could also give them just an entry for anyone that they do, but if they do all three, you can give them a bonus of some sort!