Education is a the key to getting your prospect to pull the trigger on your service, product or solution.  As I talked about in my last blog about anchoring, getting your point across to the prospect in the right order is the key to getting a pleasant reaction.

Another great way to make sure your point is well received is to educate your prospect. 

To give a little background on how exactly I landed on the for today’s blog.  My father was recently diagnosed with TMD, or temporomandibular disorder which is a terrible degenerative disease that effects the mouth, jaw and teeth.  In his search for the an expert in the field of TMD, or more commonly known as TMJ he would search google for a “TMJ Specialist“.  While looking for this TMJ Specialist he’d ready through a variety of sites, and see that there really wasn’t that much information on it.  Except for this one fellow, who we linked to above, because he’s actually working with my father now.

As you take a look at their website you’ll notice a couple things right off the bat:

  • 1000 words of education text
  • several pages describing the service in detail
  • before and after pictures

Why Educate?

The main purpose of educating is to put yourself in the position of authority. Certainly you can say you’re an expert, but showing that you’re an expert is far more effective.  The reason my father decided to go with Dr. Tagliarini because of how much raw expertise he saw from his site.






anchoringAnchoring as defined by good ol’ wikipedia is a cognitive bias that describes the human need to rely very heavily on the first chunk of information offered “the anchor” when making a decision.  

What does that exactly mean?

If I were to tell you that the amazon river is 2,534 miles long than proceed to ask you how long the mississippi river is you’d probably guess a much larger number than if I told you the amazon river was 700 miles long.

I don’t know how long the amazon river is, and I don’t care.  Your mind is built on cognitive biases in order to function correctly.  This sales tactic exploits one of the major cognitive biases named the “Anchoring and Adjustment Hypothesis”.

How to Use Anchoring in Sales

The use is easy when you practice.  The key is practicing it.  Like I talked about briefly in the foundation – everything is based on sales.  You can see that in my contact page I told you to make a catchy headline because that’s half the battle when it comes to email marketing.  We can talk about email marketing in a later post.  Enough of my babble…  Let’s get right into it!

When discussing prices make sure to first tell your prospect a big number so that your actual number seems much lower.  To give a quick example if you were selling a car you’d first show the prospective buyer prices way out of their range.  Everything shown to the prospect after that first Rolls Royce will seem inexpensive in comparison.

Try it out for yourself!  Even just give it a shot on your wife when you get home.

Say “babe, Mike’s heating bill was $750 last month, ours is only $300…  isn’t that great?”.

You will likely get a pleasant reaction.

The next week say “babe, Sherry’s heating bill was $150, and ours was $300…  isn’t that great?”

You’ll get a terrible response.

The Foundation

Create Your’s Now

foundationA foundation is where you build your..

  • Business
  • Lifestyle
  • Self Identity

Every great success has had a serious foundation.  Those “lucky” winners you see on TV have been down on their luck for years before you happen to get a glimpse of their success.  Foundation is everything.

How to Create a Foundation

The hardest part of creating a foundation is digging deep, really deep to find out what you want.  Not just what you think you want, but what you really want.

I thought I wanted fast cars, but then I realized that I wanted to be somebody.  Growing up I had huge expectations from my extremely successful parents who were small business owners.  My father was a very successful lawyer, and all of my aunts and uncles had expensive cars or belonged to country clubs. I wanted to be with them.  I found myself 5 years after college still obsessed with video games.  I found myself lost in this reality that I had built for myself.

I had a hard past with many problems in high school.  I was bullied, and my self-esteem was basically nothing.  I was on and off anti-psychotic medication throughout those days.  In and out of therapy, special schools, trips to the ER, and with many suicide attempts.  I was close many times to just running my car off the road to end it all.  Death was a option to me, and has been for a long time.  No longer is death an option.  Life is the only option.  Now my option is to crush it; to crush life like my father, uncles, and ex employers said I’d never be able to do.

That’s deep.  Get real with yourself.  I want fame, and everything that comes with it from the cars & house to security & snowboarding trips I could only dream about.

What do you really want?

As you’ve read in my About Page – the millions are ready for the taking.  You in?

To give one quick hint to who I really am…  I’m a huge fan of my guy Gary Vaynerchuk!  If you guys don’t know who he is then definitely check out his blog.


Bobby Here

Bobby here – Get ready for some serious content.  I’m a natural talker.  I’ll be going over my sales tips.  You’ll love this.

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