Basics

Basics of doing business:

1. Find hungry crowd
2. Find exactly what they want
3. Stand in front of them - and give it to them

Gary Halbert's story: opening a fast-food business. You need just one benefit - hungry crowd at your doors - and you will win.

You ahve customers - you have business. You may have excellent equipment, employees, etc. - but if you don't have warm bodies buying from you - you don't have a business. And it doesn't matter how professional you are.

Multi-step (baby-step) approach. Selling to a stranger is hard. It is like asking a girl who doesn't know you to go in bed with you. A much safer and easier approach is courting a girl. Give her time to know you, and trust you. Then you can ask the question. Same with sales.

Funnel approach. You start by generating leads. That is offerring something for free - just to get people who raise their hands saying that they may be interested. You follow up with them - and start offer some introductory products for money. Then you offer more expensive products to those who bought from you.

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