Issue #2626
- WEALTHY: The global reach of ETR’s affiliate program… coming soon (George Dahir)
- HEALTHY: French fry lovers, beware! (Craig Ballantyne)
- WISE: Thomas Carlyle on persuasion
ALSO IN THIS ISSUE:
- What a cup of coffee could buy you (Paul Lawrence)
- Lower your hotel bill every time you travel (Bonnie Caton)
- It’s Fun to Know… about the super-quick recharging battery
- Add “pandiculation” to your vocabulary
* Highly Recommended *
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Dear ETR: “I’m not looking for a free lunch.”
“I feel that there is money to be made via the Internet, however I do not have a clue! I haven’t got a product at this time – only a desire and a willingness to do the necessary work.
“One thing that seems very interesting is the ETR Affiliate Program. I am a U.S. citizen living in South America. But with technology being what it is, it makes no difference where you live. My interest is in starting as quickly as possible.
“I realize that there is no free lunch, and I am not looking for a free lunch. I am looking for something I can do and then I will buy my own lunch. Since I do not have a product or clue, I am asking for some help/guidance.”
Kevin Quillian
Albuquerque, NM
Hi Kevin,
As you know from reading ETR, our affiliate program is brand-new. So far, we can only accept affiliates living in the U.S. But this is temporary. In the near future, we will be able to work with affiliates all over the world. As soon as the technology and legalities are in place, we will inform you and our other international subscribers who are interested in becoming ETR affiliates.
Every person who signed up for the affiliate marketing program and was declined because they’re outside of the U.S. has been added to an international contact list. We will be following up with all of them.
So go ahead and sign up, Kevin. We’ll let you know as soon as the international branch of the program opens up.
- George Dahir
ETR Affiliate Marketing Manager
[Ed. Note: To sign up for the Early to Rise Affiliate Program, please click here.
Have a question for an ETR expert? Send it to AskETR@ETRFeedback.com.]
“Not brute force but only persuasion and faith are the kings of this world.”
- Thomas Carlyle
Overcome Customers’ Price Objections With the “Starbucks Break Down” Technique
Let’s say you’re a roofing salesman and you get a call from a homeowner who’s concerned about a leak in her ceiling. You do an inspection and realize that what she needs is a $500 repair. But $500 is a lot of money. So, to convince her to do it, you might use a persuasion technique called “perceptual contrasts.” You’ve probably read about it in ETR.
Briefly, here’s how it works: You explain to the homeowner that the roof is very old and that replacing it would be the ideal solution. Unfortunately, that costs $10,000. But, you explain, there is another viable option that costs a lot less. The roof can be repaired for only $500. In contrast to the cost of replacing the roof, she now perceives a $500 repair to be a bargain and signs on the dotted line.
Today, I want to tell you about another very effective persuasion technique that’s based on altering a person’s perception. With this technique, you break down a large expense or job into smaller, more manageable units.
For example, I’m sure you’ve seen commercials asking you to sponsor starving children in poverty-stricken parts of the world. The cost to sponsor one child is about $30 a month. But it’s hard to get people to commit to donating that much money. So they point out that $30 a month is less than the cost of buying one cup of coffee a day.
That immediately changes your perception, doesn’t it? Less than a cup of coffee a day? Surely, you can afford that!
This technique is widely used by many salespeople. And the “less than a cup of coffee a day” example is so common that I’ve dubbed it the “Starbucks Break Down.”
Many years ago, I sold a product that was allegedly the “Cadillac” of vacuum cleaners. It was good – but boy was it expensive! At the time, it sold for about $800. Today, I imagine it might go for $1,500.
When I’d demonstrate the machine, showing my prospective customer all the dirt her old vacuum wasn’t picking up, she’d usually be very interested in the possibility of buying one. Until, that is, she saw the price tag.
Then I’d introduce her to the company’s financing plan, which broke down the cost of the vacuum into a series of $30 monthly payments… less than a dollar a day. No, I didn’t use the cup of coffee example. But when I pointed out that, for less than $1 a day, she and her children would be living and sleeping in a much cleaner, healthier environment, the $800 price was no longer a problem.
Say you want to persuade your spouse to lose 20 pounds. Make it sound a lot more doable by telling him that if he can reduce his caloric intake by a mere 500 calories a day – by replacing his usual candy bar and can of soda with a piece of fruit and a bottle of sparkling water – he can easily lose a pound a week.
Or say you want to persuade your teenager to get a part-time job. If you tell him to get off the couch and start earning some money, he’ll roll his eyes. But if you tell him that all he has to do is wash two cars a week at $10 a pop and, in less than six months, he’ll have enough money for that brand-new ten-speed bike he wants… the idea of working on the weekend suddenly seems appealing.
Here are the basic steps to using the Starbucks Break Down technique:
- First, work out the numbers. Break down the cost/size of the item/task you’re going to present to your target into smaller units that will be perceived as easier to handle.
If Amy writes five pages a day of the 100-page e-book the company needs by the end of the month, it will be done ahead of schedule.
- Come up with an attractive comparison – a way to make your target realize how easy it will be to find the time/money to do what you want her to do.
Compare the time it will take for Amy to write five pages of the e-book to the time she can save by delegating her least-favorite daily job.
- Make your presentation in positive terms, emphasizing how your target will benefit from it.
If you tell Amy that she has to write a 100-page e-book in four weeks, it will sound like a daunting task. And once a person has a negative attitude toward whatever it is you want to persuade them to do, it’s going to be hard to turn them around.
So start by telling Amy that you’ve got a great opportunity for her – one that will help her make a huge contribution to the company’s bottom line, get the boss’s attention, and move up in line for a raise. Tell her about the e-book. Tell her that all she has to do is free up a little time by delegating those follow-up phone calls she hates to make… write five pages a day… and it will be done ahead of schedule.
Then watch her eagerly run to her computer to get started!
[Ed. Note: You could be on your way to making between $50,000 and $5 million with your own Internet business. ETR's "confidential playbook" for Internet Riches could help you secure a lifetime free of financial worries. Learn more here.
Paul Lawrence, a successful entrepreneur and author, publishes the "How to Become a Master of Persuasion" program. Get more information right here.]
Get Revenge on Wall Street’s Low-Life Sewer Rats
There’s no shame in admitting you were conned by Wall Street… you and about 300 million of your fellow Americans.
All those proper looking men in their fancy Brooks Brothers suits and ties. So classy and dignified and respectable.
But it turns out they were little more than sleazy carnival barkers, shills with one hand shaking yours and the other reaching for your back pocket.
Finally they’re being exposed for the lowlife sewer rats they really were.
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Hotel Insider Reveals How to Snag the Best Deals
By Bonnie Caton
Over the past 14 years, Wendy G. has worked her way up from hotel front desks to operations and beyond. She’s trained hotel reservationists to negotiate prices… and she knows better than anyone how to work the system.
Here are her five tips for getting a great deal on hotels with three or more stars:
1. Book directly with the hotel.
Call the front desk and ask to speak with the “on-site reservationist.” Avoid the reservations 800 number, which will usually connect you to an outside company that isn’t open to negotiation and can’t access the best deals.
2. Appeal to the “human factor” for negotiating power.
Once you get an on-site reservationist on the phone, let her know why you’re excited about going to that particular hotel. Going on your honeymoon? Let your excitement show.
3. Be nice.
“If you’re nice,” Wendy told me, “you’re much more likely to get what you want. If you’re unkind, you’ll pay full price for the room by the elevator.”
4. Try someone else.
If you still don’t get the deal you’re looking for, call back a few hours later to see if you can catch someone on the next shift.
5. Ask for a nicer room.
If you’re already getting a discount, you’ll be less likely to get upgraded to a nicer room for free. But if you’re paying full rate, make sure you ask if a room upgrade is available.
[Ed. Note: Keep up to date on the latest travel tools, tricks, and tips by signing up for The Right Way to Travel FREE e-letter, brought to you by AWAI's Travel Division. Sign up here.]
Edible Cancer Sticks
You are not going to like this, but I refer to French fries as “edible cancer sticks.” Here’s why…
Polish researchers studied the effect of potato chip consumption on otherwise healthy volunteers. Potato chips and French fries are close cousins. Both contain relatively high concentrations of acrylamide, a potentially carcinogenic compound found in starchy foods that have been cooked at a high temperature.
Fourteen subjects consumed 160 grams of chips daily. That’s about 3/4 of a large bag, containing 157 mg of acrylamide. At the end of four weeks, they all had increased levels of oxidized LDL and C-reactive protein (a measure of inflammation). They also had a significant increase in free radicals and a massive immune system response. It was as if their bodies were being attacked.
The researchers did a follow-up on the subjects four weeks after they stopped eating the edible cancer sticks. Their systems were starting to come back to normal, but hadn’t yet fully recovered.
Nasty stuff.
If you eat fries or chips every day, even if you are eating just a small amount, you are killing yourself slowly. As the Polish study shows, not only are you consuming a potentially carcinogenic substance, you are increasing your risk of heart disease. Now that’s a two-for-one special you should pass on.
[Ed. Note: Extending your life and living out your years in tip-top health is really a matter of making simple lifestyle choices - like choosing salad or fruit instead of chips or fries. For more easy-to-implement ideas about how to live longer and feel better, click here.
In addition to eating better, you can stay fit and burn fat by following fitness expert Craig Ballantyne's Turbulence Training exercise program.]
It’s Fun to Know: The Super-Quick Recharging Battery
The long life of lithium-ion batteries in cellphones, laptops, PDAs, and other devices has helped make us all more mobile. But when the battery is drained, we are stuck near an outlet recharging, which can take hours.
New research from MIT scientists could make recharging 100 times faster because of a coating on the inside of the battery that allows ions to flow more quickly. A cellphone-sized battery could be ready in as little as 10 seconds.
They are still working out the kinks, including the tendency of these batteries to wear out and need to be replaced relatively soon.
(Source: Wired)
* Highly Recommended *
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How in the world do these money-making programs expect you to work tons of hours building up a new business while holding down your current job? Many just aren’t practical. But I’ve found a new program that is loaded with methods to get you into a new business while you are working at another job.
You can put in as little as 2 to 3 hours a week in your new business, and still bring in nice profits fairly quickly – often in just a week or two. And once your business is bringing in enough income, you can quit your current job and focus full-time on your new business. You get to choose which business to get into (there are 20 to choose from), there’s no limit on what you can make, and it is easier than ever to get started.
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Word to the Wise: Pandiculation
“Pandiculation” (pan-dik-yuh-LAY-shun) – from the Latin – is the act of stretching, the kind of stretching you do upon awakening or while yawning.
Example (as used in a 1942 Time magazine article): “‘Pandiculate for Health! Grow Tall! Get Well! Be Young!’ Exuberant ads like this, running in health-fad magazines since 1914, have proclaimed the virtues of a spine-stretching device called the ‘Pandiculator.’”
[Ed. Note: Become a more persuasive writer and speaker... build your self-confidence and intellect... increase your attractiveness to others... just by spending 10 VERY enjoyable minutes a day with ETR's Words to the Wise CD Library.]
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hi! i’ve been subscribed to your newsletter for a long time and i can’t describe how helpful they are. You give a lot of support and in most cases, your articles seem to be written right for me;-)thank you for drawing my attention to some details which i hope will finally put me on the path to a better, richer life. Wish you all the best! Lukasz