The Scale Up Show

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

Some leaders have what it takes to bring out the best in people! In 2014, Nick Hughes, the CEO, and Founder of the global entrepreneurial platform, Founders Live, came up with a unique and fun way to help early-stage companies.

He started putting on big monthly networking events in Seattle, where he held pitch competitions between 5 pre-selected early-stage companies. Each company got 99 seconds to give their value proposition pitch, talk about what they were building, and explain why it was important. Then they got 4 minutes to answer questions before the crowd voted for the winner. 

When entrepreneurs from across the world started asking Nick if they could do the same thing in their cities, he realized that many talented people do not get the chance to become successful because they are disconnected. They also lack the global exposure, information, resources, and growth capital to build a successful digital company. Nick saw an opportunity to build a global community to solve those problems while also celebrating entrepreneurship at the earliest level. 

When you have an idea as an entrepreneur and want to get an early version of your product or service going, start testing it with people straight away. Dream big and think about all the possibilities.

The top 3 mistakes people make when they do their pitch:

1. Trying to pack way too much into the 99 seconds. (Think about your value proposition and share it briefly and effectively.)
2. Not telling an inspiring story. (Craft an impactful story to motivate people to follow you.)
3. Not using visually inspiring slides and using bullet points and long sentences. (Prepare your pitch. Use effective and impactful slides to amplify your message.)

Founders Live has online pitch resources available. They also have pitch coaches and hold an event every 3 or 4 months in some cities. 

Experiencing those events and participating in them is very valuable for early-stage founders. It allows them to get feedback on their pitches. 

If you feel nervous about presenting a pitch, prepare, believe in yourself, and step into it. If you do a good pitch, you stand to gain confidence in your business and grow it. 

It is a good idea to practice delivering your message in a safe place and getting some feedback before doing it in front of your potential investors.

Telling a powerful story can change people’s lives and inspire them to go forward and do great things!

Steve Jobs was an icon and a great example of a forward thinker. The Innovation Secrets of Steve Jobs, by Carmine Gallo, is worth reading. It has a lot of information about innovation and contains a piece about presentations. 

Founders Live Prime Time will be starting in Q4. It is a global series of competitions focused on the continents. Five winners from the city-level events will be the finalists pitching at that event. The vision is for the continental events to be big celebrations of entrepreneurship.

Links and resources:

Find Nick Hughes on LinkedIn

Founders Live

Founders Live Prime Time

Books mentioned:

The Innovation Secrets of Steve Jobs by Carmine Gallo

The Presentation Secrets of Steve Jobs by Carmine Gallo

Steve Jobs by Walter Isaacson

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

I’ve got a ton of exciting things coming up for my business and it’s caused me to go back and analyze past successes to pull out the specific things that made me successful.

Very soon I’m giving a talk for the Chief Revenue Officer School for Pavilion and another for the Enterprise Sales Go To Market Strategy. 

In order to provide the most value in my presentations, I had to go back and reverse engineer some of the things we did to see success.

Here’s my equation for success:

Dream Outcome x Likelihood of Success  

_____________________________________      = VALUE

Time Delay x (Effort + Sacrifice)

Let's break this formula down piece by piece!

1. Start with the dream outcome. It’s the journey from hell to heaven that you are going to take your customers through. THE BIG PROMISE. 90% of the world plays in this realm.
2. Perceived likelihood of achievement. People want to know the ROI they will get from the solution.  Perceived likelihood 
3. Time delay - the shorter you can make the time to achieve the desired outcome, the better.
4. Effort and sacrifice - how much effort do they need to put in? How much sacrifice do they need to make? The lower the number, the higher the value.

Using this exact formula, I managed to generate $30 M in ARR with 4 sales reps. 

I did it in a commodity market (managed print services) with typical margins of around 15%. By bundling all of our services together into a managed plan, we were able to get 50+% margins.

In this example:

1. The Dream Outcome - 20-30% hard cost savings in 4 or 5 different categories.

2. Perceived Likelihood of Achievement - Presented exact cast studies of success from exact verticals, and exact niches.

3. Time delay - competitors were pitching to replace every piece of hardware in the fleet, which took a lot of time. We proposed a 2 week implementation with no hardware replacement.

4. Effort & Sacrifice - the effective gain of not having to spend hundreds of hours testing new hardware and disrupting the business if they chose the competitor’s solution. Our solution was zero effort on the client’s part.

The value we created was completely different than the rest of the marketplace and it allowed us to close the deal!

Resources:

Need to scale revenue? I can help, Apply to work with me at https://scalerevenue.io/apply.

Alex Hermosi - $100 Million Offers

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

Tyler Kemp is a sales leader and CEO that has spent his career helping a lot of people make a lot of money! Other than that, he’s just a normal guy! That is, if a normal guy sits on the board of a $16 billion company!

Tyler launched IntentFlow and he has dealt with the largest lead gen of any company he’s ever worked with.

Failure paved the way for Tyler’s success, and he’s had some valuable lessons from his Founder journey.

Everything Tyler has done with IntentFlow has been bootstrapped. He had to learn the hard way what would and would not convert. He learned that he couldn’t just outmarket a lame offer.

Tyler had to learn that demand generation is the only way to do things at scale, and he really struggled with demand generation.

Later when Tyler built Lead Roll, he had to learn how to solve the SDR puzzle with the “closer system”. 

His failures with Lead Roll were:

1. What is it really?
2. He didn’t define what his product was - he just did whatever he could to generate revenue.
3. The market has to decide what your product becomes. Don’t put your product in a box.
4. He realized companies needed way more help than they were providing to really be successful. So he had to raise his prices and provide more services to get the results.
5. Firmographic leads have about 97% waste. They had to solve for volume and move away from all the firmographic leads and sacrifice data for actual behaviors.

At IntentFlow, they figured out how to identify the demographic details of the person searching for information. (Datalake, Identity Graph, Bitstream Data) he has partnerships with these SSP’s he is able to match search based behaviors with all of the identifying data for that behavior. It’s completely cookie-less. 

They are able to reduce CPC costs by almost 100% and the best part of it is that they have a performance guarantee, so they don’t get paid if the leads don’t perform.

This is a great option since pixels are going away! So if companies are buying leads from traditional data sources, this is a huge win.

Tyler has found that most companies don’t really have a targeted profile for their ideal customer. By solving for identity, you can then retarget in perpetuity instead of just 7 days with a traditional pixel.

The leads IntentFlow provides can be used in both inbound and outbound marketing.

Tyler says in order to scale:

1. Understand your average market rate to acquire a customer.
2. Reduce your cost to acquire to below cost per lead, you set yourself up to scale.
3. Better targeting will reduce your inbound and outbound cost per lead.

Resources:

intentflow.com

https://www.linkedin.com/in/tjkemp/

leadroll

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

For Part 4 of my series on influence and persuasion, I will share my interpretation of another 2 components from Robert Cialdini’s powerful book, Influence. 

Today, I will be talking about 2 of the strongest and most impactful components in the book. They relate to people being similar to you and social proof.

What I am about to share is grim yet powerful. 

People have a very strong tendency to emulate others. That tendency is so strong that when the media publishes a story about suicide, approximately 58 more individuals who view themselves as similar and would not normally commit suicide also commit suicide. 

People will kill themselves if someone else does it in a situation that appears normal to them. There is even an aspect to that called the Werther Effect, named after an 18th-century book that sparked a wave of suicides across Europe because people wanted to emulate the main character. 

If, for example, a young person learns that another young person committed suicide, they are more likely to do the same thing. Older people might take their own lives if they hear about another older person doing it.

I am sharing this to show you how powerful it is to identify people you have helped who are just like those you are selling to. I am also sharing this is so that you can protect yourself in situations where other founders, revenue leaders, marketing leaders, or sales reps at the same stage as you, are doing better than you.

Investigate the social proof you look at to make sure that it is real and not counterfeit.

If you are working with someone in a specific vertical, get hyper-specific about your solution so that others in the same vertical can also leverage your solution to accomplish their goal.

Uncertainty makes people want social proof. 

People are now starting to take mental shortcuts. Currently, 84% of all business transactions start with a conversation with someone else. Because people think that they can avoid going through a sizeable review process by talking to someone they trust about how to do it. That is why it is vital to set up a referral system.

Setting up a referral system will provide you with opportunities from mid-market up to companies worth $80,000,000,000.

My mentor, Myron Golden, says that people always want to do what everyone is doing and they do not want to do what no one is doing. When he presents on stage, he calls people up to participate in his program. When people see others walking up, they want to do the same, so more and more people keep on walking up. That aligns with social proof. 

Leverage social proof and integrate it through all the different parts of your sales process. Especially if it is a longer sales process and you are selling SaaS or a high-ticket solution. 

Reassuring people with milestone testimonials can help them if they feel unsure about moving forward during a deep dive. Milestone testimonials can also help you convert from one stage of the sales process to the next.

Even though most people leverage social proof at the close of a sales process, you also have the opportunity to leverage it along the way. That will validate your prospect’s future experience based on what their peers are saying. It will also help speed up your sales process.

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

Could you imagine being raised in an environment where it is all about sales? Dailius Wilson’s dad was a VP for Hewlett Packard, so DW grew up listening to his sales calls in the car every day. Even though his dad advised him against getting into sales, being raised in that way helped DW develop the drive and enthusiasm he needed to become the sales expert he is today. 

DW is a 4 times VP of Sales. He helps companies grow from zero to $20,000,000 in ARR. He is currently the VP of Growth at GetAccept. He is also a writer for HubSpot and is involved with many different groups and communities. He is joining us today to share his ninja skills and take a deep dive into what he has learned from the many adventures he has had in his life. 

Sales is a meritocracy. So you will be promoted quickly and earn well if you can deliver.

No matter what stage he has been through in his leadership journey, DW has always loved calling his customers on the phone and talking to them. He still does it today.

Regardless of if you are a VP of Product, Finance, or Sales, doing a little bit of selling is a great ethos for success.

DW feels that sales, marketing, and growth are all connected because if marketing works the first time, it will result in a sale. 

A captivating effective ad that ultimately converts is effectively a digital direct sale from the first marketing effort.

Although sales are vital, you can use every other skill you have in different areas to gain respect from others and show them that you are a well-rounded professional.

DW’s top 3 ninja skills are:

1. . Think about how you can replace the steps in your day-to-day workflow with technical thinking and machines. That will help you work 10-20 times faster.Automating human processes
2. . There is a difference between writing marketing copy and sales copy. You can add a lot of value by doing those effectively and in different ways. (Like doing a podcast.) As a salesperson, you will gain credibility if you write something authentic every month and share that content with the people to whom you are trying to sell.Mastering content and copy
3. . It is vital to invest in self-improvement. You stand to gain a lot if you spend about 8% of your annual earnings on up-skilling yourself.Continually improving and developing himself

To automate your sales process if you are a founder or sales leader, use third-party proof points. You can watch a leading SaaS video or listen to a good podcast. Get inside your own business before making any decisions. 

If you are a founder, sales leader, or salesperson, think about exactly what gets done between 9 am and 5 pm. You might see people making calls without doing any research or making any introductory efforts, or following up in any way. Reps need to follow up on all meetings. 

As a leader, you need to partner with all the individual contributors, as well as the leadership in the business, to smooth all the processes out and ensure that as many processes as possible can be automated. Think about automating to the point at which you can personalize. It is possible to automate and personalize things simultaneously.

It is a good idea to automate your prospecting, if possible. 

If you are a leader in a business with around $1,000,000 in revenue, you should already have a strategy that works for product-market fit or a customer or industry that you are already selling to successfully. Use that as a blueprint. Then, think about 3-5 pain points that occur within that market, and direct your marketing, messaging, and sales points around those pain points. Talk to individuals about the problems they are experiencing. That will make your approach more organic and palatable.

95% of people can be up-skilled quickly and effectively when it comes to their writing abilities. Sales writing follows a predictable formula, so it helps to incorporate a structure in your writing. As you become more comfortable over time, you can start to deviate from the structure.

Scott Barker, a good sales leader, landed himself in a good position by focusing on telling the right sales stories and finding the right salespeople. 

The best thing for a leader to see is their people becoming better than them. That will lead to mutual respect.

Try to double your net worth or your knowledge every 12 months, even during difficult times. It helps to diversify your strategy and have multiple income streams.

Ask people you respect who influenced them. 

DW enjoys listening to Lewis Howes’s podcasts and The Masterclass.

DW’s number 1 tip for growing from zero to $20,000,000:

Take the pressure off sales and put it into closing. If more than 50% of your leads are coming from outbound, you will find it hard to grow. Learn to live by the 80/20 rule of bringing in 80% of your leads from inbound, and 20% of your big deals from outbound. If you live by that rule, you are sure to scale.

The steps you need to follow for growing from zero to $20,000,000 are:

1. Build a category that you can own and dominate for what you do. If you create a new trend, your name will be the first to appear on Google.
2. Invest in zero-cost growth strategies as much as possible, as early as possible.
3. Find a way to keep people infused into your business, even if it means giving away part of your company. That will create brand loyalty in your employees and incentivize them to stay.

Links and resources:

Find Dailius Wilson on LinkedIn

Books mentioned:

The Hero’s Journey by Joseph Campbell

The Hero's 2 Journeys by Michael Hauge and Christopher Vogler

To Sell is Human by Daniel H. Pink

Harry Potter by J. K. Rowling

Lewis Howes Podcasts

The Masterclass

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

Today, I will cover another 2 principles from Robert Cialdini’s book, Influence, and explain how to apply them in your life and sales situations. 

In this episode, I will share my interpretation of the Forbidden Principle and explain how to get customers to stay true to their word in terms of identity.

People always tend to want what they cannot have and hate it when they cannot get it. 

Some examples of the Forbidden Principle are:

• You had a crush on someone when you were young. But when you started dating them, you found it disappointing.
• When you wanted something, like a particular car, but felt let down soon after getting it.

People find it hard to come to terms with not getting something they want, especially when they are on the B2B and buyer side. When you are selling higher ticket items or enterprise software, speed is vital. 

A great way to use the Forbidden Principle to close customers is to use the Reverse Close. That means telling your customers that they can have something, but they cannot get it right away. 

Use the Forbidden Principle in the murky middle phase towards the end of a sales process. Use it with customers you have already built a relationship with, those who are aligned with you, and those who are already on board with your solution. 

Tell your customers that due to all the demand, even though the resource needed to implement what they want is there, they might have to go to the back of the queue and wait several months to implement it if the deal does not get wrapped up quickly.

If you knock several months off a sales cycle, you could get 2-3 times more revenue with the same staff and resources. 

Another simple example of the Forbidden Principle is based on identity. A psychologist, Tom Moriarty, did a study on human behavior. He found that only 20% of people sitting on a beach would do anything if they saw someone stealing from someone else’s towel or bag. If, however, someone asked someone else to watch over their things while they went to the bathroom, 95% of people would take action if anyone tried to steal anything. In fact, those in his study (the 95%) felt so morally obliged and became so vigilant that they would physically tackle anyone who tried to steal something.  

When it comes to community, reciprocity is very prominent at the core of all humans. Identity and being true to our word are also very prominent with us as humans.  

If people commit, they feel obligated to follow through. So, towards the end of the sales process and just before you are about to close someone, do them a favor or help them out. That will plant the seed in their mind, or pre-frame them, to help you out in return. 

Ask your customers to commit to doing a testimonial for you after the deal gets signed. Explain to them that the testimonial will help you to help others like them. Also, once the deal is signed and you have successfully executed what you promised, ask them for three referrals. 

That element of persuasion is a great way to get your customers to pre-commit to doing some other things besides giving you testimonials and referrals and helping you out. It will help you expand in the next phase of the solution you have given them.

If you use these potentially game-changing elements in your business consistently, amazing things are bound to happen!

Links and resources:

Apply here for a Revenue Growth Consulting Session with me, Ryan Staley.

Robert Cialdini’s book, Influence

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

How you do one thing in business will lead people to believe that it is the way you do everything else too. It is vital to understand that, especially when it comes to sending out spam messages. 

Judi Fox launched her company in 2008-2009. Since then, she has been using LinkedIn to generate business for herself, her clients, and her customers. In this episode, she shares her best practices and explains how she helps others get big business on LinkedIn.

Much of the advice given for LinkedIn, especially around spam messaging, comes from those who tend to forget that different businesses have different sales cycles and lead times. That also pertains to building trust and negotiating contracts. 

If you enter into a contract with someone and then send them spam, the relationship starts off by leading them to believe that you will continue to treat them in the same way over the years you work with them. 

You do not have to build thousands of long-term relationships to have a thriving business if you have a high-ticket or high-trust item in the financial service industry, the medical field, engineering, or technology. Lean into having referral partners and public conversations.

Spamming people will not work on LinkedIn.

Having public conversations on LinkedIn will convert to more responses to your direct private messages. Go onto LinkedIn-not to create content, but to create a list of people who are always having great conversations. You can then show up and add to those conversations. That will show people how you talk to others and make them more inclined to reply to your direct messages.

Start with the LinkedIn news. Pay attention to the content created by the LinkedIn editors (particularly that of Dan Ross, the Chief Editor) and notice what they are promoting. Those are the conversations that you should join and amplify on LinkedIn. 

Be a good communication partner. That will earn you the right to talk privately in your direct messages about things you would like to sell.

Create a list of 10-20 of your niche clients and parallel business partners who get a lot of attention on LinkedIn, feed into your business, do not compete with you, and could become excellent referral partners. That list could serve and sustain your business for the next five to ten years if you involve yourself with their conversations.

Your success on LinkedIn depends on how you set yourself up to build enough trust for people to refer you easily. 

It takes time to build up the trust and credibility needed to create a great referral pipeline. 

In The Tipping Point by Malcolm Gladwell, there are Connectors, Persuaders, and Mavens. Here is a summary of each one:

• Connectors might not be great referral partners or make things happen for you, but they can alert you to what could work and open doors for you.
• Persuaders might not have more than 100 followers, but they are persuasive people. They can tell their followers about something new in a way that motivates them to take action.
• Mavens enjoy summarizing their finds, information, and networks and tend to give shout-outs for free.

Links and resources:

Find Judi Fox on Instagram

Judi Fox on LinkedIn

Books mentioned:

The Tipping Point by Malcolm Gladwell

You Squared by Price Pritchett

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab your Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue” at https://www.scalerevenue.io/10x

Today, I will be taking you to the next level of persuasion and influence. I want to give you 2 nuggets to apply in your business.

There are many different areas where mental shortcuts can be helpful for you. In this episode, I will go through 2 more principles from Robert Cialdini’s book, Influence. 

I will be covering #3, Contrast, and #4, Scarcity today. I’ll back them up with real-life sales examples to show you the power of the principles and help you apply them directly in your life and business.

The Contrast Principle: 

A big mistake that startup founders, salespeople, and even VPs of Sales make is that they do not always have a tangible ROI.

If you have a solution to save money, you need to be very specific about exactly how much it will increase your revenue. 

When a buyer wants to use contrast to help them decide if the value on a return is worth giving up a certain amount of money, they need to know exactly what the value of that return will be for a different amount of money. 

For example, if one company has a 36-month sales cycle for a $1,000,000 deal, and another company has a 9-month sales cycle for a deal of the same size, the second company’s sales cycle is only 25% of that of the first company. 

Money comes in terms of speed as well as in terms of revenue. So if you look at it that way, after 4 years, the company with the 36-month sales cycle will have $1,000,000 in revenue, whereas the company with the 9-month sales cycle will have $4,000,000 in revenue. That is a difference of 400%!

When you talk about the value that your solution creates, the solution for your ROI needs to be identified clearly as a tangible outcome. You need tangible numbers to show how you are reducing costs (from invoices, for example). If you do that, it will be possible for your potential prospects to process their potential revenue faster, so they would get to their number quicker.

In terms of the contrast principle, everything needs to be made as clear and simple and as black and white as possible for your prospects.

If you do not know the exact outcome, you can give a range of examples to help your prospect understand. 

When you can get deep and make your value more tangible, your sales cycle will speed up, your margins will go up, and you will see your competition melt away. 

The Scarcity Principle:

In human psychology, people want something more if its availability has decreased recently. That’s because they think that the trend will continue and that thing will no longer be available. 

So, people want something more if:

1. Its availability has decreased recently
2. There is competition for the same service

When the movie, The Poseidon Adventure, came out, the rights for it got sold in an auction format. It was the first time that had happened, and many TV companies were bidding for it. The bidding went up until Barry Diller from Fox News got it for $3,000,000. All the networks were aggressively going after the rights, so there was competition, and there was also recently decreased availability because it was the first time it happened. That was one of the highest amounts ever paid for a movie. 

The scarcity principle also works well in marketing when there is a count-down clock for a special offer. 

Links and resources:

Apply here for a Revenue Growth Consulting Session with me, Ryan Staley.

Robert Cialdini’s book, Influence

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue”  at https://www.scalerevenue.io/10x

Today, I wanted to nerd out with you about something that I never thought I would be so interested in! Our topic is persuasion and influence!

Did you know that 90% of what you do everyday is subconscious? That means only 10% of what your brain does everyday is done consciously!

That’s staggering when you think about it!

The reason this is important is not because of how it impacts you, but it’s because of how this relates to your prospects and customers.

If you ignore the 90% of the subconscious thoughts that impact how your prospects make buying decisions, then you are likely to be missing out on a ton of sales!

25% of your daily calories are burned by thinking! Who knew? So your brain is constantly looking for ways to conserve energy. That means you have to understand the brain hacks that your prospect’s brain is implementing in order to see more sales.

Brain hack #1 - request for reason

In a recent study, they looked at the responses given when someone cut in line in front of another person. They were looking for ways to make cutting in line in front of someone else socially acceptable.

So they tried different approaches to make this happen.

When someone asked if they could cut in line first, more than 60% of the people standing in line responded that it was fine. 

Then they did the same experiment but they also gave a reason why they needed to cut in line.

They had 2 approaches to the reason - one reason that made sense, and one reason that didn’t make sense. 

This leveraged the mental shortcut that our brains make. Guess what happened?

93% of the people said it’s ok to cut in line for a completely illogical reason

94% of the people said it’s ok to cut in line for a logical reason.

Why? Because people like to do favors for other people. 

Brain hack #2 - 

In 1971, Dennis Reagan did a study where he gave a 10 cent coke to half of the people in his experiment. 

He later went on to ask the entire group for a donation to a charitable cause.

Those that did not receive a coke gave a donation of 25 cents. That was a 25 cent gain on the transaction.

Those who did receive at 10 cent coke gave an average donation of 50 cents. That’s twice the amount from the previous group. 

This happens because of the reciprocity brain hack. If someone gives you something, reciprocity causes us to want to give back more to them.

If you give someone something of value, when it’s completely unexpected, the first thing they ask is “what can I do for you?”.

An example of this wwe see play out in our everyday lives is getting mints when a waiter brings you the bill in a restaurant. Likely there are mints or chocolates, stickers or other little gifts. 

Just by doing this simple little gesture, wait staff increase their tips by 17%.

Some wait staff will do this by offering you a to go drink or something else that is more customized and personalized to your tastes.

When they gave the customized gifts, they found that tips increased by over 30%.

You could use this technique in a situation where you want referrals, but giving an unexpected gift to a customer, they will be much more likely to want to do a favor for you!

You can leverage these tips to improve your close rates and get much further with your prospecting.

Need help scaling your revenue? Ryan can help! Apply to work with him at https://scalerevenue.io/apply

Robert Cialdini’s book, Influence

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets

Grab you Free Copy of “The 4 Biggest Mistakes That Stop Companies From 10X’ing Their Revenue”  at https://www.scalerevenue.io/10x

Today’s episode is part 2 of the interview with Mark Metry. We pick up with Mark explaining that the gut microbiome has so much to do with how we handle stress and anxiety because of the Gaba neurotransmitter that is manufactured in the gut. 

Gaba helps regulate your feeling of calm. If you’ve ever been around someone that is constantly anxious and restless and can never really settle down into a place of calm, they probably have a problem with the Gaba neurotransmitter.

All neurotransmitters are made out of the same chemical compound, which is called amino acids. Amino acids aren’t something that your body creates, you have to get them from the food that you eat. 

Mark’s formula for healing your brain:

1. Fix your nutrition - To change your stress and anxiety levels, you have to start with food.

The food you eat gets used by your brain to rebuild your neurotransmitters. These amino acids become the build blocks for rebuilding your brain.

What kind of food should you primarily be eating? 

1. Healthy sources of dietary fat - eggs nuts, red meat, avocados, 
2. When you eat the standard American diet, full of processed and junk foods, it literally decreases the brain’s ability to utilize the healthy foods you feed it.
3. Experiment with mindfulness meditation.
4. Take healthy supplements.
5. Fix your sleep.

Then your brain will begin to slowly calm down and heal. 

Then you can use that as a bridge to:

1. Create new healthy habits.
2. Begin to read, etc.

You have to address the brain first and get that in order, then bring the body in sync with the brain.

Supplements for Brain Health:

1. Omega 3 fatty acids
2. Vitamin D
3. Magnesium L-Threonate - for sleep and anxiety issues
4. Gaba supplement - for anxiety and calming yourself down

Ryan likes to take Udo’s oil - it’s an essential omega 3-6-9 stack and it’s mainly derived from plants.

Wondering how coffee affects your mental health? 

Mark says coffee is a powerful medicine that has been misused by modern society. Mark’s tips to keeping coffee in a proper role in our lives:

1. Don’t grab coffee first thing out of bed. Hydrate first and eat breakfast. Go for a walk and give your body a chance to acclimate before you hit it with coffee.
2. Based on studies, smaller cups of coffee throughout the day are much better for your body than huge amounts less frequently.
3. If you have anxiety, your brain may process caffeine differently, so consider adding a fat to your coffee to give you brain a chance at processing it better.

Alcohol:

Alcohol can be a bit of a wild card in terms of social anxiety. Many who struggle with social anxiety also struggle with substance abuse because it can ease the social anxiety.

Alcohol drains your neurotransmitters and your brain borrows it for the next day, which makes the next day horrible.

Mark doesn’t use alcohol at social functions because he wants to give his brain practice at handling social situations. 

You want to avoid using alcohol as a medicine to be “yourself”. 

Mark’s Guide to Supplements

Noowave Coffee

OliPop- an alternative to soda

IMRS Mat

Connect with Mark - www.markmetry.com

Need help scaling your revenue? Ryan can help. Apply to work with him at https://scalerevenue.io/apply

Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets