All Selling Aside with Alex Mandossian | "Seeding Through Storytelling is the 'New' Selling!"

Six Avatar Distinctions

One of my clients, Dr. Tim Zelko, was once an OB-Gyn and is now a cosmetic surgeon. He’s on a mission to help his clients in a completely different way than he once did. Now, while we’ve been working together, we noticed a trend with his conversion rates after the initial consultation. What was that trend? If he was the one having the conversation with the patient, then he could convert from a botox client to something more. If one of his staff had the conversation, conversions dropped.  The issue was that there was no determinant client avatar. His staff had no idea “who” they were speaking to and how to break through the roadblocks to a sale. I sat down with his office manager and we came together to develop a client avatar using the six key elements of avatar creation, and guess what, their sales have gone up significantly. Many people fail to create client avatars out of the fear of limiting their audience. Instead, think of creating your client avatar as an exercise in targeted marketing. If you market to everyone, you market to no one. Listen in as I share: What an avatar persona is and why marketers fear creating one. How to create your company’s avatar persona with the six key elements. What is an avatar narrative” and how can it generate more referrals? So take a moment and think about your client avatar. Have you told their story yet? If not, it’s time to get to work. In This Episode:  [01:45] - Welcome back to All Selling Aside. [04:42] - Learn the three key insights for this episode. [06:38] - Hear Dr. Tim Zelko’s story of transforming from an OB-Gyn to a cosmetic surgeon. [08:35] - Despite studying the greats, Dr. Z failed to create his company’s avatar persona.  [09:52] - Why do marketers fear creating an avatar persona?  [11:38] - Learn how Alex trained Dr. Z’s staff to increase the office conversion rate.  [12:29] - What are the three elements of moving toward pleasure:  Aspirations - who do they want to become? Attributes - who are they today? Affiliations - who do they routinely congregate with?  [14:50] - What are the three moving away from elements?  Frustrations - what daily irritations do they face?  Fears - what actions scare them?  Foibles - what behavioral quirks do they publicly display?  [17:50] - Learn what an avatar narrative is and how to write one. [20:52] - Once you’ve clarified your avatar, your referrals will start to flow in.  [21:33] - The Alexism is, “Beware of quitting too soon when identifying your avatar. Dr. Seuss was rejected by his first 23 publishers, but his 24th sold 6M books.” [22:35] - Hear a quick review of the key insights in this episode:  What an avatar persona is and why marketers fear creating one. How to create your company’s avatar persona with the six key elements. What is an avatar narrative” and how can it generate more referrals? [23:57] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [26:00] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show Kartra Test Drive

The Persuasion Equation

Leveraging the power of unquestionable proof is one of the key pieces to generating amazing sales. This was best represented through the story of Elisha Otis, the most influential elevator innovator in the world.  You see, the initial elevator was extremely unsafe. If a cable failed, everyone in the elevator car was plummet to their death… and cables failed often. People were so used to the problems of elevators that builders didn’t build overly tall buildings and in general, nobody used elevators. Elisha Otis found a way to create a braking system that stopped a plummeting elevator, even if there was no cable to support the car. He shouted to the world about his invention, but nobody took notice. Why? Because it was so ingrained in them not to believe that elevators could be safe. This all changed when Otis took his innovation to the Crystal Palace Exhibition. Otis practiced the most important part of the 4-part persuasion equation. Listen in as I share: What the 4-part persuasion equation is and who created it. Why the persuasion equation is the ideal copywriting tool How the persuasion equation works and its most critical step. No matter if someone knows you, likes you, and trusts you, they also have to have proof that what you say is true. Are you gathering proof to share with you potential clients and customers?  In This Episode:  [04:32] - Learn the three key insights you’ll learn in this episode.  [06:07] - A tip of the hat and deep bow to Gary Bencivenga. [07:31] - Hear the story of Elisha Otis and his amazing elevator innovation.  [09:52] - Why were builders prior to the 1850s scared to build tall buildings and use elevators? [11:50] - Despite his amazing innovation, Otis’s business did not take off… learn why. [13:26] - Learn why being believable is the most important part of selling. [14:23] - How did Elisha Otis finally gain believability?  [18:11] - From that single demonstration, people no longer feared getting into elevators that had the plaque.  [19:40] - What is the 4-part persuasion equation?  Urgent Problem Unique Promise Unquestionable Proof User-Friendly Proposition [22:39] - Why don’t people buy from you?  [24:55] - The unique promise is not a solution, it’s an intention. [26:21] - Why you should start with proof. [27:07] - The Alexism is, “Wild success in business is nothing more than doing ordinary tasks consistently that will ultimately produce extraordinary results.” [27:55] - Hear a quick review of the key insights in this episode:  What the 4-part persuasion equation is and who created it. Why the persuasion equation is the ideal copywriting tool How the persuasion equation works and its most critical step. [29:06] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [30:51] - In honor of this episode, Alex gives listeners a final gift. You can get a 30-day free test drive of Kartra.    Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Kartra Test Drive Gary Bencivenga Crystal Palace Exhibition

What’s Your Daily Ritual?

I am a morning glory. I love to wake up early and set the tone of my day by owning my morning. How about you? Do you have a morning ritual? Here’s the thing, morning rituals are imperative if you’re looking to achieve great success. Listen in to learn why. My morning is the exact same almost every day. I wake up, do my daily meditation, brush my teeth, wash my face, drink 160z of sparkling water with MCT oil and lime, and then I start writing copy. After I write copy for 30 minutes I do my morning workout, get a good jog in, and then walk my dog.  I do the same thing every morning so that I can set the tone of my day. When you wake up and start checking emails or messages you allow other people to dictate the tone and direction of your day. This is not a formula for creating an insanely successful career.  By practicing a daily ritual that feeds into the Manifestation Formula, you set the tone for your life. The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share: What daily rituals are and the ideal time to activate them. Why daily rituals are mission-critical habits for high-achievers. How to design custom daily rituals for maximum productivity. Every high-performing individual has a daily ritual. For me this happens in the morning, you may prefer the evening, but no matter when you do it, you have to have one. So, what does your daily ritual look like?    In This Episode:  [01:57] - Nothing happens in your business until something gets sold. [04:07] - Learn the three key insights you’ll learn about daily rituals. [05:25] - Do you OWN your morning?  [06:16] - Alex shares his exact morning ritual. [09:42] - Learn which ads Alex is re-writing this year and why.  [12:12] - After writing copy, Alex works out. [13:21] - What happens at night?  [15:33] - You need to own your morning even if you’re a night person because it sets the tone for your day. [17:06] - What is the Manifestation Formula?  Intention Purpose Strategy [19:34] - The intention is your “what,” purpose is “why,” and your strategy is “how.”  [22:40] - Why it’s mission-critical to understand the Manifestation Formula and what rituals do for your day. [24:01] - How do you design a custom daily ritual?  [27:30] - What does Alex do for his clients and how does that affect his morning ritual? [29:51] - The Alexism is, “Don’t worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low.” [30:19] - Hear a quick review of the key insights in this episode:  What daily rituals are and the ideal time to activate them. Why daily rituals are mission-critical habits for high-achievers. How to design custom daily rituals for maximum productivity. [31:35] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [33:04] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Kartra Test Drive Michael PorterT. Harv Eker Jim RohnGenius Network BIG Event Joe PolishMuse MeditationsMCT OilThe Pathfinder Mastermind Wizard Academy Roy H. WilliamsGary HalbertEugene SchwartzDan KennedyPerry Belcher Clate Mask Jim Collins Buckminster Fuller Dr. Stephen Covey Kane & Alessia Minkus

The Manifestation Formula

The manifestation formula allowed Valerie, a massage therapist, to surpass her goal of making over one million dollars per year. As a massage therapist, it was hard for her to consider changing her business model. With a few tweaks and a change in mindset, she more than exceeded her goals. How? First, you have to know the three steps to the formula. You have to define your intention, or the what, and your purpose, the why. Once you have those things set, you need to change your strategy, the how.  Valerie had to shift her mindset from being a one to one service provider and think bigger. She had years of training and multiple massage disciplines under her belt. Why not teach others to do what she did?  The three key insights for this episode, if you apply them, can be life-changing. Listen in as I share: What the manifestation formula is in three simple, actionable steps. Why the manifestation formula works for beginners and veterans. How to apply the manifestation formula in your business every day. How could you make a small change to your current strategy and find huge results?  In This Episode:  [05:00] - Learn the three key insights you’ll learn in episode 98. [06:40] - Victoria was a massage therapist with big dreams or intentions. [08:18] - Intention, purpose, and strategy are the three steps of the manifestation formula. [09:09] - To fulfill her intention, she was going to have to do over 14,000 massages in a year. [10:30] - The manifestation formula allows you to maintain your intention and purpose while only changing your strategy. [12:46] - If you’re a massage therapist, what do you have to do to make over a million dollars?  [17:17] - The manifestation formula works for beginners and veterans alike. Learn how. [18:14] - Why the seed cause of strategy is what “not” to do.  [20:18] - Monthly recurring revenue is where you really make your money. Alex shares this with the example of a razor. [21:28] - The Alexism is, “Don’t worry about not hitting the goals that you set that are too high. Instead, stress over the goals that you do hit that were set too low.” [22:00] - Hear a quick review of the key insights in this episode:  What the manifestation formula is in three simple, actionable steps. Why the manifestation formula works for beginners and veterans. How to apply the manifestation formula in your business every day.  [23:23] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [25:22] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Clate Mask of Infusionsoft Harv Eker Jim Rohn Secrets of the Millionaire Mind by T. Harv Eker Michael PorterBuckminster Fuller Kane & Alessia Minkus Roland Frasier

Preframing Magic Reveal

Even the most well-planned out marketing campaigns fail if the message or audience is off. If you have the right message but the wrong audience, or the right audience and wrong message, then your marketing will fall flat. Learn how pre-framing your offer eliminates this issue.   When you pre-frame your offer, you’re letting your potential customers or clients pre-qualify themselves. There are several ways to do this, but when you use Dr. Robert Cialdini’s 7-tactics, you can turn a cold audience into a hot audience, even if they wouldn’t benefit from your offer.    By establishing trust upfront and letting your potential clients and customers know exactly what you’re offering or what your message is about, you create a loyal following. For instance, if your offer of premium beef lands on the lap of a premium vegan-only eater, but you’ve told them to “stop-reading” if they don’t like premium beef, you’ve created a sense of trust   Pre-framing your message is one of the most effective ways to reach your ideal client avatar. You cannot sell to everyone, that’s one of the biggest marketing mistakes you can make. Instead, make sure your message is making it to the right people. Listen in as I share these three key insights about learnable skill secrets:    What pre-framing is and how it is a pre-suasive tool to invite more sales. Why pre-framing is critical to every selling conversation you and your candidates engage in. How to apply pre-framing magic by modeling the masters who have done it before you.   As you craft your offers and the messaging around them, keep the pre-suasion framework in mind. I share all 7-tactics as well as how you can use them in your messaging. Listen in to learn more.   In This Episode:  [04:11] - Learn the three key insights for episode 97. [05:38] - Alex shares the 4-scenarios of the perfect message-to-market match. The right message to the right audience. The right message to the wrong audience. The wrong message to the right audience.  The wrong message to the wrong audience. [07:10] - Can an audience be warmed up? Yes! With pre-framing. [09:04] - What is pre-framing?  [11:07] - Listen as Alex quotes Dr. Cialdini’s “pre-suasion” definition. [12:47] - No matter what soil you start with, you can prepare the ground for planting. Alex shares how this applies to selling. [13:47] - Learn the 7-tactics to creating pre-suasion magic. Establish trust. Direct their attention. Unarguable truths. Open loops.  Frequently asked questions. Story seeding. Commitment  [23:40] - It’s no who you persuade it’s how you pre-suade that denotes a good vs great marketing campaign. [24:05] - Ask your clients for their advice rather than their opinion. Alex shares what this means. [25:06] - Learn which frames matter.  [29:25] - The Alexism is, “Hiring a business mentor shaves off years of trial and error because you can never read the label from inside the jar.” [29:50] - Hear a quick review of the key insights in this episode:  What pre-framing is and how it is a pre-suasive tool to invite more sales. Why pre-framing is critical to every selling conversation you and your candidates engage in. How to apply pre-framing magic by modeling the masters who have done it before you.  [30:50] - If you’ve already given Alex a review, write down your biggest takeaway from this episode on an index card. If you haven’t, though, please use that Aha! moment as your review for the show at this link! [32:35] - In honor of this episode, Alex gives listeners a final gift. You can get a completely free copy of his book Alexisms by going to this link! You will also get free access to his $497 VBT e-Course!   Links and Resources:  Alex Mandossian Alex Mandossian Fan on Facebook Alex’s Friday Live events MarketingOnline.com Marketing Online 4-Part Video Training Series Alex Mandossian on YouTube Alexisms by Alex Mandossian All Selling Aside on iTunes Alex Mandossian’s free live Friday show   Dan Kennedy Jeffrey Gitomer Dr. Robert Cialdini The 7 Habits of Highly Effective People by Dr. Steven Covey Roy H. Williams Ryan Deiss Paul Jackson Pollock Joel Bower Harv EkerKane & Alessia Minkus of Industry RockstarGary Halbert Buckminster Fuller