On Friday, my three year old son’s cubby house, slippery dip and sandpit arrived and was erected in our backyard.

The look on his face was one of absolute delight… surprise… shock and happiness all rolled into one.

All he wanted to do all weekend was hop on it.

And when his cousins came over to our place yesterday, they had the time of their life.

Now my wife and I ummed and aahed about whether or not to get this cubby house or not.

It was virtually double the price of the others we looked at. But it had other benefits such as being non-toxic and having aesthetic appeal.

Now after we received it, it got me thinking:

What would I do if I was selling these little cubby houses.

And the thought came to me: Is there any way in the world that I would send it back?

Obviously, the answer is no.

My son loves it. His friends love it. It looks great.

There’s no way in the world it’s going anywhere.

And I imagine the story is the same for everyone else who buys it.

And that’s why if I was running a company like this, I would use a “puppy dog close” to secure the sale.

So how does a “puppy dog” close work.

It goes like this: take the puppy for a week. If you don’t like it, send it back. If you like it, then pay me our agreed amount.

Makes sense, right.

I mean obviously you would need to ensure you were targeting the right market, do credit checks and ensure your potential client could afford the product.

But that’s how I would close the sale on a product like that.

It wouldn’t work in some industries.

But it would work for selling cars.

It would work for selling boats.

It would work for selling bikes.

Ask yourself: could it work for your business?

And if you answered yes, think of how you can apply this strategy today.

Of course, you need to know how to write a letter which really presents this offer with impact. And you can find out everything you need to know to do just that when you head on over to http://www.copywritingthatsells.com.au/cashflow.

The other day I was speaking to a guy who runs a company which teaches people to trade the stock market. And we were talking about psychology and how it’s the most important element to your success.

He was telling me about how you can give EXACTLY the same trading system to one person and they’ll go and turn it into a fortune, achieve their dream lifestyle and all that sort of good stuff.

Another will do nothing with it and claim it doesn’t work.

It doesn’t make any sense, does it?

But I know how true it is.

Because the reality is the same thing happens with advertising and marketing.

I can write an ad for one person. And they won’t even place it.

Another person will use that same ad to make millions of dollars, like David Warne from A Crown Roast did with an advertisement I wrote for him.

I remember creating an ad for a real estate agent years ago.

The ad worked. The phones rang. People were interested.

But he claimed they were all dud leads.

I know for a fact they weren’t.

They just weren’t followed up properly.

He didn’t send them newsletters. He didn’t invite them to seminars. He didn’t take the time to forge a relationship. In essence, he threw away a six figure system simply because he wouldn’t put the work into follow the system. (and I know this to be true because I do it myself and have seen plenty of others succeed with this same system over the years).

I’ve seen this happen over and over again throughout the years.

The number one element to success is psychology.

You’ve got to believe a strategy can succeed. And you’ve got to be willing to follow the system.

It’s true in the stock market. It’s true in marketing. It’s true in advertising. It’s true in sport. And it’s true in virtually every area of life.

So before you get your hands on any information product – yes, even
my http://www.morecustomersmadeeasy.com program – or begin any
marketing or advertising strategy, make sure you…

a. Believe you can succeed.

and

b. Commit to following the system.

Otherwise you’ll just be wasting your time and money.

I’ll leave you with this quote from writer and economist, Stuart Chase

“For those who believe, no proof is necessary. For those who don’t believe, no proof is possible”

and one more from the inventor of the electric starter, Charles Kettering:

“Believe and act as if it were impossible to fail”

I remember reading a book by Paulo Coelho a few years ago when I came across the concept of the favour bank.

Basically, what a favour bank is based around is the fact when you do someone a favour they will want to return the favour at some stage in the future.

For instance, if a mate comes over to your house and fixes your car, you might buy them a beer at some time down the road.

Now the same concept applies to business and marketing.

Of course, the best way to give is with no expectation of receiving anything.

That goes without saying.

At the same time, there is a law called the ‘law of reciprocation’ which Robert Cialdini refers to in his book “Influence.”

In fact, he gives an example at some stage in that book of how the Hare Krishna’s increased their donations.

Essentially what they did to increase donations was hand out a flower to people walking by. They followed this up with “And a donation to the Hare Krishna Society would be appreciated.”

It worked.

So how can this concept work for you?

Well, you can start giving away information and educating your customers about your product or service on a regular basis.

You can become the trusted expert.

You can pick out particular “target clients” or large clients and send them a book they might be interested in… or offer them some complimentary advice… or whatever.

You see, there’s the bank we can see.

The money in the bank. It’s hard. It’s real. You can see it…you can touch it… and you can feel it.

But there’s also a bank which you cannot see.

It’s based on relationships.

And the deep relationships you generate with your customers and prospects turns into money in the bank in the future.

Don’t neglect your favour bank.

Of course, you need to first find the people you can help and build up your favour bank with.

The first lesson of http://www.morecustomersmadeeasy.com shows you how to find them and start building up that relationship.

Virtually any business can use it.

And it makes selling easy because the biggest thing you need to overcome in every selling process is trust.

And there’s no better way to build trust than building up the size of your favour bank.