Persuasion by the Pint

Discussing the Art of Persuasion...and Craft Beer

Liking

Episode 94: The Hidden Reasons Why People Are Compelled to Buy

Branding, Commitment and Consistency, Copywriting, Headlines, Liking, negotiation, NLP, persuasion, Podcasts, Reciprocation, Sales, Social Proof, Storytelling

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For this episode, we are pleased to have Nicole Iacovoni join us. Nicole is a financial therapist…but not one of those boring therapists who talk to you as you recline on a couch. She’s all about getting results and empowering working women to create the life of their dreams. She also has a new book coming out next year called Money Therapy.

For our topic, we’ll be discussing the emotional issues related to money, including neuromarketing and consumerism. Specifically, how most of our buying decisions are unconscious, and we rarely know
the real reasons why we’re compelled to buy something.

You can learn more about Nicole and the work she does by visiting https://nicoleiacovoni.com/.

Featured Beer

For this episode, I’m having a Gerst Amber Ale from Yazoo Brewing company. It’s a “clean” beer, with mostly German malts and a hint of flaked maize (everyone knows about flaked maize right?). Unfortunately, the best part of this beer is the old school bottle design.

Sean is having better luck with his beer, a Full Grown Nick. It’s a holiday spiced imperial stout that pours a deep dark brown almost the color of black coffee with a mocha tan colored head. The aroma is of fresh roasted coffee and chocolate with hints of nutmeg and vanilla.



This is our last episode before Christmas, so we’re wishing all of our listeners a very Merry Christmas!

Episode 90: How to Increase Authority within Your Industry Using Bite-Sized Books – Interview with Mike Capuzzi

Branding, Copywriting, Headlines, Liking, NLP, persuasion, Podcasts, Sales, Social Proof, Storytelling

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Our guest today has been working with clients since 1998 when he left a lucrative job in the software industry to start his own marketing consulting company.

Since then, Mike Capuzzi has helped thousands of business owners and marketers around the world with his effective High Impact Marketing tactics and strategies. This expertise has led him to be a guest speaker on the stages of some of the world’s most foremost experts on marketing, including Dan Kennedy and Bill Glazer multiple times.

In 2007, Mike brought his private collection of CopyDoodles® to the world and created the largest library of hand-drawn direct-response doodles for online and offline marketing. To date, tens of thousands of people have used CopyDoodles to make their marketing stand out with hand-drawn graphics.

In 2019, Mike launched Bite Sized Books, which is a new publishing venture founded on his proven formula for creating short, helpful books (known as shooks) for Main Street business owners. Shooks are ideal for local business owners who are looking to increase their level of authority and sell smarter by providing helpful information in easy to read, bite-sized books.

Mike recently published his latest shook, Main Street Author, which shows local business owners how to author, publish and leverage a shook in their business, while also clarifying and debunking several believes many people have about writing a book.

Today we’re going to discuss how business professionals can increase authority within their industry using these Bite-Sized Books (Shooks).

You can learn more about Mike by visiting him at:

Featured Beers

For this episode, Mike is bringing a Rise Up Coffee Stout on the show from Evolution Craft Brewing. It’s a Caribbean style stout, infused with coffee.

Sean is having a Barrelled Treasure Imperial Stout from Odell Brewing Co. It’s an imperial stout aged in both bourbon and rum barrels with a hefty dose of coffee.

I’m enjoying a seasonal Sam Adams winter lager; my second favorite seasonal brew from the Sam Adams family.

Episode 89: The Hidden Power of Takeaway Selling

Branding, Commitment and Consistency, Copywriting, Liking, NLP, persuasion, Podcasts, Sales, Social Proof

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On this episode, we’ll be talking about the hidden power of “takeaway selling”. One of the prime human motivators is fear of loss. Takeaway Selling is crafted around this motivation. We’ll be referencing some books on the topic including one of my all-time favorites from Dan Kennedy, The No B.S. Sales Success.

We’ll also be discussing:

  • The power of disqualification.
  • How to create the feeling of scarcity in the mind of your prospect.
  • How to create barriers & make it harder for prospects to do business with you (making you more valuable).

Featured Beer

Sean is having a True Culture Double Shot Coffee Porter from True Vine Brewing. It’s a dark brown porter with soft chocolate flavor, roast, dark malts with a bitter finish.

I’m having a Tennessee Blond from Fanatic Brewing Company. It’s a light ale offering a malty palate with noble hops. The aroma is fruit and mild hops.

Episode 88: How to Create Urgency Using Four Kinds of Questions

Branding, Copywriting, Liking, persuasion, Podcasts, Uncategorized

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On this episode, we’ll be discussing how to effectively persuade clients & prospects and with four kinds of questions. These types of questions come from the classic book Spin Selling which we reference throughout the show.

In the SPIN model, there are four components of selling products or services: opening, investigating, demonstrating capability, and obtaining commitment. SPIN gets its name from the four kinds of questions that take place during the investigation stage: Situation, Problem, Implication, and Need-payoff.

We’ll be discussing each of these, and how these types of questions can create a sense of urgency in the mind of customers and prospects.

Featured Beer

Sean is having a Brooklyn Black Chocolate Stout. In the 18th century, Catherine the Great, Empress of Russia, ordered a stout to be sent to her from England. This beer was brewed strong and hoppy to survive the sea voyage, and it arrived in perfect condition. It pours a dark black color with a foamy brown head and has a strong aroma of chocolate.

I’m having a Southern Pecan Nut Brown Ale from Lazy Magnolia, Mississippi’s oldest brewery. This ale is the first beer in the world, made with whole roasted pecans, and won a Bronze Medal in the 2006 World Beer Cup in the Specialty Beer category. Pours reddish-chestnut with an aroma of nutty malt and fruity hops. Taste is medium sweet, and a soft bitter finish.

Episode 87: How to Use Books and Podcasts as a Platform to Influence Others – Interview with Ryan Reger

Branding, Commitment and Consistency, Liking, NLP, persuasion, Podcasts, Reciprocation, Social Proof, Storytelling

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On this episode, Sean and I are pleased to welcome Ryan Reger on the show to talk about how publishing content has grown his influence on a mission to help more husbands & fathers achieve the dream of working from home.

Ryan’s journey of entrepreneurship started in November 2008 after managing an unsuccessful political campaign. His dream was to work from home to be close to his family.

He started out in the furniture business, and eventually expanded their sales through Amazon and eBay.  Instead of heavy furniture, they focused on smaller items that Amazon could fulfill. He now focuses on wholesale and private label products where they have created our own brand.

Ryan’s passion for helping others start and grow their own businesses has led him to writing 5 books and creating courses.  He and his wife now have about 16 different streams of income. 

One of his most popular book, Streams of Income is a short, easy read that gives direction as to which business model might be a fit for you. 

This book has opened the door for Ryan to other opportunities as well. He now hosts a weekly radio show called Streams of Income airing on KSKY AM and KWRD FM in Dallas and also publishes the Streams of Income podcast.

You can learn more about Ryan by visiting ryanreger.com.


Episode 86: A Proven Method of Writing Persuasive Copy Faster Than You Ever Thought

Commitment and Consistency, Copywriting, Headlines, Liking, NLP, persuasion, Podcasts, Storytelling

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On this episode, we’ll be discussing a recent book called the 16 Word Sales Letter by Evaldo Albuquerque. This is a book Sean has referenced in the past so we decided to spend an entire episode breaking in down.

We discuss the copy system laid out in the book that has generated over $120 million dollars for Agora Financial in the last two years alone. It’s a simple formula that could help anyone no matter how competitive your niche is, or what kind of product or service you’re selling.

From this book, we’ll be discussing how to structure your sales message for maximum persuasive impact.

Featured Beer

On this episode, Sean is having a Rentsch Oktoberfest from Rentsch Brewery. It has a mild malty nose & nice auburn color.

I’m having an Eighty from Yee-Haw Brewing Co. This 5% ABV Scottish ale pours a darker amber with a small light tan head. In the nose, there is a bit of roast malt, with a taste of caramel malt as well. Well balanced.

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