Persuasion by the Pint

Discussing the Art of Persuasion...and Craft Beer

persuasion

Episode 38: How to Create Powerful Proposals That Win More Business – Interview with Reuben Swartz

Commitment and Consistency, negotiation, persuasion, Podcasts, Reciprocation, Social Proof

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This week, Reuben Swartz joins us on the show to discuss how to create compelling, persuasive proposals using the power of storytelling. Reuben is the founder of Mimiran (pronounced MIM-er-an), the CRM for people who love serving clients and want more but hate selling.

He also hosts his own podcast as the Chief Nerd of the Sales for Nerds podcast.

This is the kind of podcast we can get behind, because Reuben brings a bottle of wine to drink with his guests, and they talk about sales and marketing. On today’s episode, Reuben brings a nice brew; an all year beer from Oasis Brewing Co in Austin Texas.

Aside from drinking, something else that ties our podcasts together is a belief in storytelling, and one of Reuben’s mantras is “a proposal is a story, not a brochure.”

Also for our listeners, Reuben has created a discount code for his proposals course. After you’ve listened to this episode, and want to know more about creating winning proposals for your clients, you can find it at:
http://persuasionbythepint.com/proposals.

Episode 37: How to Unleash Your Purpose-Driven Story- Interview with Dan Salva

persuasion, Podcasts, Storytelling

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This week, we welcome our guest Dan Salva on the show. Dan is the author of the book Big Audacious Meaning – Unleashing You Purpose Driven Story. His book is the culmination of years of research as well as field work helping companies clarify their purpose, and then turn that purpose into a memorable brand story.

On this episode, Dan explains why it’s crucial to avoid boring mission statements & transform your company’s true purpose into a memorable “story-brand”. He also explains how smaller companies that don’t have huge advertising budgets like Pepsi & Apple can do this.

Our Featured Beer

Our beer of the week is one Sean picked up in Austin, TX last week. It’s a delicious Coffee Porter from Last Stand Brewing company. This is by far, one of the best coffee porters we’ve had on the show to date. It has a full body with hints of chocolate, coffee and roasted malt. Its distinct coffee aroma and flavor make it taste almost like a cold brew.

Our guest Dan Salva is having a Black Walnut Wheat from Piney River Brewing Company.

This handcrafted Black Walnut Wheat Ale is one of Dan’s favorite brews. In November 2011, Piney River was the first microbrewery in the state of Missouri to can beer at the brewery! Missouri Mule IPA and McKinney Eddy Amber Ale were the first two types of cans and kegs that went out to area retail locations. Owners Joleen and Brian Durham began telling the Piney River story to anyone who was interested. They recently won three medals at the US Open Beer Championship – a gold medal for Black Walnut Wheat, a silver medal for Andy’s Root Beer, and a bronze medal for Float Trip Ale.

Hope you enjoy this episode. Cheers!

Episode 36: How to Anchor Your Prospect’s Emotions & Bend Their Reality

negotiation, persuasion, Podcasts, Storytelling, Uncategorized

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On this episode, we finish up our discussion of Never Split the Difference, one of the best books on negotiation we’ve come across in a long time. On the show today, we’ll get into some of our favorite takeaway lessons Chris Voss uses when it comes to high stakes negotiation.

One of the favorites we discuss is the art of bending reality. To bend reality, you have to start with the basics of empathy by acknowledging all of your counterpart’s fears. When you anchor someone’s emotions in preparation for loss, you stoke their aversion to loss. People, in general, have a great fear of loss than a desire for gain.

We’ll be discussing this along with some other negotiating lessons we took from the book.

Episode 35: How to Never be Ignored Again (by email)…

Headlines, negotiation, persuasion, Podcasts

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On this episode, we’ll be discussing one of the best books on negotiation I’ve ever read. It’s called Never Split the Difference by Chris Voss. We decided to make this book a topic of our podcast this week because it goes against some common notions about negotiating. The biggest of these is the “getting to yes”.

We’ll be discussing why it’s so important to get to no first in any negotiation setting. The principles of this book can be effective in any setting whether it’s negotiating multi-million dollars business deals or trying to get your teenager to clean their room.

We’ll also be discussing an email strategy in the book that worked for me this past week when trying to get a prospect to respond after several attempts. It’s something that straight up goes against conventional advice, but it worked like magic! You’ve gotta listen to find out..

Featured Beer

This week, we try out a new Walking Dead themed Augie’s Ale beer. Brewed from the award-winning Wicked Weed Brewing in Asheville, NC, this smooth tasting farmhouse ale gets two thumbs up from us.

Episode 34: Camouflage & the Art of Borrowing Believability

Copywriting, Headlines, persuasion, Podcasts, Storytelling

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Advertorial Example

On this episode, we’ll be wrapping up our discussion of Breakthrough Advertising by talking about the seventh technique of breakthrough copy – camouflage. This is the process of borrowing believability from all the places in society where trust is stored up.

For example, some of the most effective ads can be cleverly disguised as news articles. We’ve often referred to these as advertorials. We’ll discuss how camouflage is used in other ways as well.

Featured Beer

For this episode’s beverage, we decided to go back to the basics. No chocolates, no coffee, fruity flavors or roasted almonds. We went old school with a simple Guinness Stout in these really cool looking nitro cans. Enjoy the show. Cheers!

Episode 33: A 3 Step Formula for Crushing Your Competition

Copywriting, Headlines, persuasion, Podcasts

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On this episode, we’ll jump into the sixth technique of breakthrough copy – Concentration, or as we like to put it, The 3 Step Formula For Crushing Your Competition.

Breakthrough Advertising

Concentration, as described in Breakthrough Advertising, is the process of describing the ineffective ways competitive products or services have failed to satisfy your prospects’ goals or desires. Used correctly, this method can be a powerful and sometimes subtle way of identifying the weaknesses of your competition.

We’ll be discussing this 3 step formula and using some great ad examples to illustrate its effectiveness. If you want a great example of how this technique is done through video, watch this commercial below.

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