• value exchange formula

  • value force

  • sub by cost force

  • mult by c force

  • appeal

  • exclusivity

  • Material

  • Mental

  • clarity

  • credibility

  • 7 - content, 38 - tone, 55 - body language

  • Relevance

  • Importance

  • Urgency

  • Other

  • related to # of competing options

  • functional risk
    -maybe it won’t work, nor do what it’s supposed to do

  • monetary risk
    -there’s a chance I could lose money on this

  • psychological risk
    -I might feel guilty or irresponsible if I buy this

  • social risk
    -I wonder what my friends will think if I buy this

  • physical risk
    -looks a little dangerous. I could get hurt

  • readable.io

  • easy to understand metaphors
    -It’s kind of like “riding a bike”

  • little child test

  • I understand this

  • use stories or popculture that they know as vehicles

  • short, punchy, simple, common language

  • specificity- substitute general descriptions with specific facts

  • quantification- quantify your claims

  • verification- let someone else do your bragging

  • Desire

  • deliverable (completed project)

  • Solving a problem

  • Desired Future State

  • Knowledge transfer

  • Value Triad

  • Price Certainty fixed

  • Guarantees

  • Terms

  • Time

  • Materials

  • VRIN
    valuable
    rare
    immutable- easy to copy?
    non substitute- easy to find substitute?

  • -endorsement from somebody credible
    -demo/walkthrough
    -testimonial
    -case study
    -study conducted by somebody credible/ institution
    -certifications

  • I’ll tell you, the easiest way to do that is third party credibility. If you can go out and find a third party reputable source that’s saying the same thing that you’re saying that their story is in line with your story and your prospect heard you say it first and you can send them this third party credibility, they will assume that this third party is validating you because they heard it from you first

    Someone else validated it

  • better health
    more comfort
    more money
    more leasure
    greater popularity
    pride of accomplishment
    improved appearance
    business advancement
    praise from others
    security in old age
    social advancement
    be good parents
    have influence over others
    be sociable, hospitable
    be gregarious
    express their personalities
    resist domination by others satisfy their curiosity
    be up-to-date
    emulate what’s admirable
    appreciate beauty
    be proud of their possessions
    be creative
    acquire or collect things
    be efficient
    win other’s affections
    be first in things
    improve themselves mentally

  • common problem can be found through quantitative data

  • Revenue Gain

  • Cost Reduction

  • Emotional Contribution

  • Association or Borrowed Association; with a credible company in the market place
    relationship with likable credible public figure in your niche…mention to boost your credibility
    borrow association…quote an influencer….now what I’m about to share with you is the very same thing opera shared on a tv show with Dr. Oz
    Demonstrating Results
    -yourself
    -clients
    -method
    Accomplishments
    -that prospects envy
    Experience
    Track Record
    -proof of results
    -engineer track record
    Case Studies (even if it’s not your customers)
    Respected Endorsement
    Giving the appearance of results in advance
    -by this point you understand how to….register a domain name…create a website
    -giving the appearance of showing that they are not in the same spot
    Scientific Language
    -adds credibility
    Proprietary Language
    -naming a method or phase
    Media/ Prestigious Publications
    -engineer massive credibility
    -PRweb.com
    -news release
    —most available coaching program
    list it on the squeeze page
    featured in the following publications as the greatest system
    have the logos

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I could get hurt"},{"_id":"74a8f91388859a981e000058","treeId":"74a90e0588859a981e00004c","seq":13023409,"position":3,"parentId":"74a90dfc88859a981e00004e","content":"mult by c force"},{"_id":"74a8f8e388859a981e000059","treeId":"74a90e0588859a981e00004c","seq":12945513,"position":1,"parentId":"74a8f91388859a981e000058","content":"clarity"},{"_id":"74a8f22e88859a981e000061","treeId":"74a90e0588859a981e00004c","seq":13106375,"position":1,"parentId":"74a8f8e388859a981e000059","content":"readable.io"},{"_id":"74a8dfd488859a981e00006a","treeId":"74a90e0588859a981e00004c","seq":13106376,"position":1.5,"parentId":"74a8f8e388859a981e000059","content":"easy to understand metaphors\n-It's kind of like \"riding a bike\""},{"_id":"74a8df4b88859a981e00006b","treeId":"74a90e0588859a981e00004c","seq":13106377,"position":1.75,"parentId":"74a8f8e388859a981e000059","content":"little child test"},{"_id":"74a8e01288859a981e000069","treeId":"74a90e0588859a981e00004c","seq":13106379,"position":2,"parentId":"74a8f8e388859a981e000059","content":"I understand this"},{"_id":"745b962d863750e7e500011e","treeId":"74a90e0588859a981e00004c","seq":13106380,"position":3,"parentId":"74a8f8e388859a981e000059","content":"use stories or popculture that they know as vehicles"},{"_id":"745b8f81ac47547360000050","treeId":"74a90e0588859a981e00004c","seq":13106381,"position":4,"parentId":"74a8f8e388859a981e000059","content":"short, punchy, simple, common language"},{"_id":"74a8f8c588859a981e00005a","treeId":"74a90e0588859a981e00004c","seq":12945475,"position":2,"parentId":"74a8f91388859a981e000058","content":"credibility"},{"_id":"74a8f8a188859a981e00005b","treeId":"74a90e0588859a981e00004c","seq":13106370,"position":1,"parentId":"74a8f8c588859a981e00005a","content":"specificity- substitute general descriptions with specific facts"},{"_id":"74a8ed7b88859a981e000062","treeId":"74a90e0588859a981e00004c","seq":13106371,"position":1.5,"parentId":"74a8f8c588859a981e00005a","content":"quantification- quantify your claims"},{"_id":"74a8ed0d88859a981e000063","treeId":"74a90e0588859a981e00004c","seq":13106373,"position":1.75,"parentId":"74a8f8c588859a981e00005a","content":"verification- let someone else do your bragging"},{"_id":"5ac3a556b0901e865d51ba53","treeId":"74a90e0588859a981e00004c","seq":13106374,"position":1,"parentId":"74a8ed0d88859a981e000063","content":"-endorsement from somebody credible\n-demo/walkthrough\n-testimonial\n-case study\n-study conducted by somebody credible/ institution\n-certifications\n"},{"_id":"733dc7cbfa00c596940002dc","treeId":"74a90e0588859a981e00004c","seq":13251613,"position":1,"parentId":"5ac3a556b0901e865d51ba53","content":"Association or Borrowed Association; with a credible company in the market place\nrelationship with likable credible public figure in your niche...mention to boost your credibility\nborrow association...quote an influencer....now what I'm about to share with you is the very same thing opera shared on a tv show with Dr. Oz\nDemonstrating Results\n-yourself\n-clients\n-method\nAccomplishments\n-that prospects envy\nExperience\nTrack Record\n-proof of results\n-engineer track record\nCase Studies (even if it's not your customers)\nRespected Endorsement\nGiving the appearance of results in advance\n-by this point you understand how to....register a domain name...create a website\n-giving the appearance of showing that they are not in the same spot\nScientific Language\n-adds credibility\nProprietary Language\n-naming a method or phase\nMedia/ Prestigious Publications\n-engineer massive credibility\n-PRweb.com\n-news release\n--most available coaching program\nlist it on the squeeze page\nfeatured in the following publications as the greatest system\nhave the logos"},{"_id":"7343a372ecc0bf144e0007a9","treeId":"74a90e0588859a981e00004c","seq":13243374,"position":2,"parentId":"74a8ed0d88859a981e000063","content":"I’ll tell you, the easiest way to do that is third party credibility. If you can go out and find a third party reputable source that’s saying the same thing that you’re saying that their story is in line with your story and your prospect heard you say it first and you can send them this third party credibility, they will assume that this third party is validating you because they heard it from you first\n\nSomeone else validated it"},{"_id":"5ac65187b0901e865d53e2c3","treeId":"74a90e0588859a981e00004c","seq":13106382,"position":3,"parentId":"74a8f91388859a981e000058","content":"7 - content, 38 - tone, 55 - body language"}],"tree":{"_id":"74a90e0588859a981e00004c","name":"Value Exchange formula","publicUrl":"value-exchange-formula"}}