Notes in the Margin

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

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Businessforsuperheroes.com/hostage

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

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Businessforsuperheroes.com/hostage

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

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Businessforsuperheroes.com/hostage

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:

Businessforsuperheroes.com

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

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:

Businessforsuperheroes.com

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

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

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Tinyurl.com/spookydingle

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

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Tinyurl.com/spookydingle

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

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Joe South and The Believers called Walk a Mile in My Shoes

Podfly.net

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

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Joe South and The Believers called Walk a Mile in My Shoes

Podfly.net

In an unplanned and unorganized fashion, Vicky and Joe resume their conversation from last week about hostage negotiations. If you missed it, there are five stages to being an effective hostage negotiator. Vicky and Joe dive into the first stage, which is active listening. How can you be a good listener? Tune in to the show to find out more!

Key Takeaways:

[2:20] Vicky and Joe were at the pub Sunday night and…

[3:55] So, what's the topic for today's conversation? Hostage negotiations!

[4:35] Joe does a quick recap of the 5 stages to a successful hostage negotiation.

[7:35] Okay, Vicky is holding the chickens hostage, what should Joe do?

[8:35] If you're dealing with a psycho chicken hostage-taker who needs eggs for cake, you now know what you have to do.

[8:45] How does this hostage situation apply to business?

[11:50] Another strategy hostage negotiators use is effective pauses within the conversation.

[14:05] Pointing at people is really aggressive. This is why they use the 'Thumb of Power'.

[17:55] Mirroring is an important tactic. Repeat the last few words of what the customer said to let them know you're listening.

[21:10] If something is not clear to you, be sure to clarify!

[24:50] Next week, Vicky and Joe will discuss the second stage to being a good hostage negotiator — the effective use of empathy!

Mentioned in This Episode:

Businessforsuperheroes.com

Businessforsuperheroes.com/inner-circle

Businessforsuperheroes.com/borrow-my-brain

Businessforsuperheroes.com/events/who-are-you

Projectdingle.co.uk/