Bluefishing for Yes, with Steve Sims and Ben Pakulski
Ideas, Thoughts and Quotes pulled from…
The Scarcity Principle
If they don’t pay, they don’t pay attention. [Increased price, increased respect]; now there’s evaluation on it.
Steve Sims [00:24:36]
As long as people think it’s ridiculous or impossible, it’s creating business. […] Until someone [else] does it.
Steve Sims [00:30:50]
When a product, offer or piece of content is rare or more difficult to obtain, due to a demand exceeding its supply, the market price will typically increase. Other big brands such as Google, Starbucks, Girlfriend Collective or TOMS have made use of the scarcity principle before, however, not leaving it to chance, but invoking scarcity somewhat artificial or calculated at times.
No “No”-Questions
When you get a no, nine times out of ten you’re either asking the wrong person or the wrong question.
Steve Sims [00:31:34]
Practice the art of asking a question that can’t be answered with a no.
Steve Sims [00:31:51]
Think solution-oriented, not problem-oriented.
Steve’s Template
1. Kindly introduce yourself.
“Hi, my name is [your Name here] I would like to talk with you about something…”
2. Asking for information, not directly a favor, which would require investment of time or effort from the other party, with whom you probably thus far have no relation.
“… and I just wondered…”
3. Ask a question that invokes a conversation about how to make something happen, not about if.
“… what needs to happen in order for us to do be able to do xyz?”
/ Make use of already known paths – or awaken interest for creating new ones.
“… when was the last time that xyz happened?”
/ “… why is it that we have never been able to see xyz accomplished on this day?”
Higher Values Supporter
Never lead with a checkbook. […] There has to be another reason to get in front of people. [Successful people], don’t want to be sold.
Steve Sims [00:32:37]
Appeal to their higher values, mission or purpose in life. For instance, be motivated to do something for their charity, not directly for them. Create a situation, where you both are striving for the same goal, standing on the same line, side by side, together.
Make it into an Opportunity for Them
You got to get those around you into that following mode, into becoming your ambassadors. […] Get those people that you’re trying to open up the gates to actually become your soldiers.
Steve Sims [00:34:39]
Steve’s Template #2
1. Make it about them, make them feel appreciated, special. Let them know, that you care and know their value.
“The reason your location came up was because to [xyz] in the most [e.g.] dynamic location in xxx, I could only think about [name of their place].”
2. Make them agree with you, which biases them to feel that your statements are true and aligned with theirs; increasing the likelihood of further yes.
“Can you tell me of a more iconic location that could never be replicated than that?”
3. Increase the perceived value of the event, for them. Create a situation, where they have a stake at making this operation to happen a win for them, as well – create a win-win-situation.
“Have you ever done [xyz] before?… No? So, we’re making history… how does that feel?!”
Links to follow up on
Websites and Social Media Accounts
- Steve Sims’ Website
- Steve Sims’ Twitter Account
- Ben Pakulski’s Muscle Expert Podcast on Stitcher
- Ben Pakulski’s Twitter Account
Books
- Steve Sims book Bluefishing: The Art of Making Things Happen
- Interested in learning more about the art of negotiation, persuasion and getting to a Yes? Maybe Dale Carnegies How to Win Friends & Influence People is something for you!
