Ever since we moved into a home with a fireplace, I’ve thought a lot about
the similarities between stoking a fire, sales, marketing and business.
Let’s talk about kindling.
You don’t start a fire by throwing a big log on it and then hitting it with a
You begin with kindling.
And the same process works with sales.
Because sales is all about trust.
So rather than trying to sell a $20k package, start with – depending on your
target market – something for $1k, $3k or $5k.
Overdeliver on this, and then you can throw the log on the fire, and turn a
small initial sale into a big client.
As Dan Kennedy says, the purpose of a sale is to get a customer.
Flip the funnel, and look after them…
And you can turn a small sale into a big sale.