Hi this is Mike Lipkin and I approve this message because it’s the most important promise I can make you: I will help you make your most important promises to your customers in such a way that they buy whatever you propose.
That’s a big promise, right? Well, I make a living by making big promises. Then I deliver on my promises so I can earn the right to make even bigger promises in the future. Success is not about under-promising and over-delivering. It’s about boldly promising what you have to stretch to deliver. Luck favours the brave. Ambition attracts results. Modest promises don’t inspire anyone to place big bets with you.
Yes, there is a time to play it safe. If you’re not in your sweet spot, proceed with caution. If you’re out of your depth, don’t go deep. If you aren’t certain you can handle it, let it go. If you can’t live with the consequences, just don’t do it. I’m encouraging you to be audacious, not stupid. You can only fool people once before they never follow you again.
If you’re ready to put yourself out there, this message is for you. I’m about to share my 6-step formula for making the promise that other people want to purchase. Notice, I haven’t spoken about selling anything. People love to buy but they hate to be sold. The difference is being inspired versus being annoyed. Sales Champions inspire their customers by the way they make their promise.
The first step is to declare your purpose for the presentation, whether it’s in person, over the phone or via video. Make it clear and powerful. If you don’t get people from the get-go, you’ll never get them back. So my purpose in this message is to help you make your most important promises to your customers in such a way that they buy whatever you propose. What’s your?
The second step is to place your purpose in the context of the customers’ world. Acknowledge their needs and challenges. Demonstrate your understanding of their competitive environment. Reaffirm your experience with them. Build the excitement. Customers are incredibly motivated by partners who understand their world at a visceral level. So I know your challenges because they’re the same as mine: you need to differentiate yourself against outstanding competitors that are getting better every day. You need to grow in a flat market. You need to anticipate your customers’ needs with predictable frequency. And you need to make it an absolute pleasure to work with you so they don’t want to work with anyone else. How am I doing so far? Do I understand you or do I understand you?
The third step is to provide a unique value proposition that compels your customers to pay attention. Your vision must grab their imagination and set it free to fantasize about the possibilities. It takes creativity and courage to make that kind of commitment, but that’s the only way to be demonstrably different. Remember, your unique value proposition is never simply about function. It must have a powerful social and emotional dimension. You must demonstrate how you can elevate your customers’ position within their communities while you touch, move and inspire them.
So I’m thrilled to present my new book, The Checklist of Champions, to you. It’s a proprietary formula for high performance that will help you identify, dream, plan, feel and play like a champion today. It contains dozens of insights that are scientifically proven to boost your impact and influence. It will show you how small, simple acts can produce huge breakthroughs. Read it and reap. But don’t just take my word for it. Check it out for yourself at Amazon, Kindle and mikelipkin.com.
The fourth step is to reassure people how you can support your unique value proposition. Share the team that will take care of them. Prove that your price represents extraordinary value. Merchandize your product or service with knowledge and passion. Walk the customer through your process so they know exactly what to expect. Most importantly, focus on what matters most to them. That’s what I’m talking about here: the only thing that matters in this message is your power to persuade through the promises you make.
The fifth step is to detail the next steps you want to take with the customer. Own the follow up. Probe the gaps in your presentation. Ask the customer what you haven’t covered off. Give them a chance to speak. Respond with empathy and passion in equal measure. Introduce urgency into the equation. Why should the customer act now? What are their incentives to buy? All my research says that this book has the exact insight you need to win with your customers today. Any minute could be a marquee moment. If you want to win, you need to bring your best to every engagement. Procrastinate later. Read it now.
The sixth and final step is to ask for the order with authority and ease. Act “as if” you’ve earned your customers’ business with the power of your promise. Never leave a meeting without asking for a commitment – whatever it is. There is no worse feeling than wimping out. The customer will not respect you and you won’t respect yourself. So I’m delighted to make you this special offer: invest in this book now and I’ll personalize it for you free of charge. If you send me your promise, I’ll also give you my immediate feedback. But wait there’s more, we’ll also send you a detailed PDF of How to Make The Promise. But you must act now. This offer is only valid while stocks last. And, yes, this is the inspiration channel.
Hey, I hope I’ve energized you into playing a big game today. We’re into the final period of 2016. Make the promise that turns your potential into power and your customers into stars. There are less than 100 working days to Xmas. Make every one count. Hoo-ah
Awesome and very timely!…..I have started to work on my business plan for next year!….
Looks interesting & promising!
hello Mike,
while I will also send you a personal email about this, I wanted to comment on your inspiring video here–you always deliver a powerful and inspiring message with a sense of Mike humor that is part of your “UVP”. I LOVE your new book “The Checklist of Champions”. Thank you for sending me a personalized copy. I could not put it down (on a day I wish I was on a long flight). It is so easy and fun to read and I felt as though I was sitting in front of you in a private coaching session. Your facts, stories and analogies are relatable to everyone. I was so inspired by the simplicity of your checklist yet respect that the difference between thinking about and doing is the discipline and consistency of ones’ habits and of course, their belief is themselves. I immediately took action on becoming a champion by committing to a project that will help me build upon my personal brand. Thank you for the inspiration and Mike Lipkin boost! “Hoo-ah” MI-T-MO
Wow, that is powerful.
You have always been my inspiration, mentor and teacher.
Keep up the good work you are my Hero, Mr Mike.
Ciao.
Thank you, Mike.