Ryan Healy listed 12 reasons why most people don’t make any money in their internet “businesses.”
If you’re experiencing difficulty getting money flowing online, this will help. You might see yourself here.
Month: January 2011
Framing for Failure
If you’re anything like me, you find yourself “framing” quite a few of the statements you make in day to day conversation. This can be constructive or detrimental, depending on how you do it.
Framing is simply saying something to prepare your hearer or reader for what you’re about to say. For example, “Listen up! What I’m about to tell you is important.” That’s an example of positive framing.
You can do some harm to your cause by setting up your comments with something like “This is gonna sound really dumb, but…” (I’m really bad with that one.)
I had thought about this topic before, how negative framing such as the second example hurt your chances of being persuasive or sounding authoritative. Why do I talk like that? Why does anyone do it?
It all came to a head when I was looking at a letter my sister wrote yesterday. She used the other “bookend” to frame her argument after she had said what needed to be said. It was something like “This may not sound like the best idea, but I believe in it.”
So, why do we talk and write that damaging stuff? Here’s my thinking on the subject.
We lack confidence in our position. We think something is wrong with what we want to say. Or that the audience is going to shoot us down.
So we choose to soften our statements by framing them. It’s more for the us than for them.
Rejection will come easier because we have prepared everyone for it.
Imagine using these kinds of remarks in a sales pitch. “You may not like this product, but here it is anyway.” “Most people choose the competitor, anyway.” “You don’t really want this additional feature, do you?”
See how much that hurts you?
Negative framing is something that I’m going to work on eliminating from my speech and writing immediately. I encourage you to join me. Let’s get some guts about ourselves to make strong, bold statements without feeling the need to cushion them. No more self-destructive talk.
The Ophiuchus Effect
Facebook and Twitter were abuzz this week with rumors that a mysterious 13th sign called Ophiuchus has been added to the zodiac. As the “news” went viral, emotions ran high. You’d have thought that World War III had been declared by the way some people reacted.
Now, I’m not into astrology, but all the commotion surrounding this ordeal can give us some valuable business insight.
Peter Drucker said that “The purpose of business is to create a customer.” No matter what industry you’re in, your product or service is all about people. The dynamic that generated such a strong emotional reaction with so many people can also have a profound impact on your customers and prospects.
What’s Your Sign?
The primary reason for the stir surrounding this topic is that it strikes directly at the way in which many people identify themselves.
The mind automatically moves into self-defense mode when confronted with any perceived threat to one’s view of the world and his place in it. If you’ve ever had a disagreement with someone about religion, politics, or even sports teams, you know this is true.
Many people take their zodiac signs seriously. Their identification comprises a major part of how they think about themselves and the world around them.
Millions check their horoscopes as part of their daily ritual. Important decisions are often made based on what they read. Every newspaper has an astrology section. And there are countless places to check horoscopes online and even on cell phones.
The idea of changing this way of thinking has proven to be earth-shaking.
Every interested individual is forced to ask the question, “Am I what I have always considered myself to be?”
It’s the same reaction that people have when they find out that they were adopted. Everything they think they know about themselves is challenged.
Putting the ‘Ophiuchus Effect’ to Work
What are the key lessons you can take away from this phenomenon and apply immediately to your business?
1. One’s perception of who he is forms the very foundation of every choice he makes, including purchasing decisions. No one buys from you because of who you are. They buy what they buy because of who they are.
2. The main reason people form connections to certain products, services and brands is because they tie into how they think of themselves.
Apple shines in this area. Their products and services appeal strongly to those who consider themselves to be creative, intelligent, free-spirited and cutting-edge. Apple has created a cult-like following by participating in customers’ self expression.
How do your customers think about themselves? How can you fit your business into these parts of their lives?
3. People are firmly attached to their own personal categories. You need to know how your customers and potential customers categorize themselves. If you don’t know, find out immediately. Think about the way Democrats and Republicans “brand” themselves. The concepts of “liberalism” and “conservatism” carry powerful emotional ties and fierce (often blind) loyalty. You can use the same strategy to build bonds with your audience.
4. It may be possible to create a category for your business, but it is much easier to become associated with what your customers and prospects already love. Tommy Bahama is a good example. The lifestyle of perpetual tropical vacation is one that certain individuals aspire to. Those people will naturally relate to products like the ones that Tommy Bahama offers.
Make a bold statement of who you are as a company. You will attract the kind of customers you want to do business with. Lukewarm relationships will decrease proportionally to the strength and specificity of the stand you take. Instead, you’ll form passionate, long-term relationships.
5. Affirming the worldview of your customers and connecting with their categories they identify with will help build instant rapport and trust. You are “one of them!” As such, they will feel that they can trust you and relate with you. They believe that you understand them and their needs.
Take time to get to know how your customers view the world. Find ways to affirm their way of thinking. You’ll discover your interactions with them will be more beneficial both for your business and them.
The addition of Ophiuchus to the zodiac may be the latest tall tale, but the emotional reactions are no myth. The psychology is real and powerful. Apply the lessons this event has taught you; your business may never be the same.
2011: The Coolest Number I’ve Seen in Years
From Lawrence Bernstein’s InfomarketingBlog:
“The definition of a prime number (in case you were out smoking during math class) is a number that can be divided evenly only by 1 or itself.
“The number 2011, it turns out, is the sum of 11 consecutive prime numbers: 2011=157+163+167+173+179+181+191+193+197+199+211.”
Is that cool or what?
(Even though it has nothing to do with business, marketing or copywriting.)
A Reminder About Resolutions
This is kinda last minute for advice or ideas concerning New Year’s resolutions. You probably already have them listed, and you’re (hopefully) excited about getting started first thing in the morning.
This is more of a reminder than anything else. A little insight to keep in mind as you launch out into 2011.
Ever thought about the word “resolution?”
One of the definitions is “the act of determining.”
It’s root word is resolve, a word which can mean “fixity of purpose.”Here’s the point. A resolution is NOT:
- something you wish could happen
- an activity you’d like to do
- a goal you hope to achieve.
A resolution is something that you’ve decided will happen. That means, if you say you’re going to write a blog post every day in the coming year, and give up on January 15th, you didn’t make a New Year’s resolution. You didn’t truly resolve to do blog daily. You had a wish, or a goal.
I don’t mean to sound harsh. But I do want you to take your future seriously. I want you to firmly resolve to accomplish big things, and take action to make those things happen.
What’s vitally important to you right now? In life and business?
Clarity of vision and being honest with yourself about what you truly want deep down are important to finding fulfillment. So pick something that you really want. Resolve to have it or do it. Choose right now to do whatever is necessary (within the bounds of your morality and the law) to succeed. Chart a path to your objective, and follow up with action.
2011 could very well be the greatest year of your life. Don’t leave that up to chance. And don’t approach it half-heartedly. Be resolute when you make your resolutions.
It will make a tangible difference in your results. I guarantee it.
P.S. Happy New Year!!