Posted by Scott Bywater in marketing, Sales Jul 27th, 2017

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.

Scott Bywater

Scott Bywater

Direct Response Copywriter at Copywriting That Sells
Do you want to learn the easiest way to get more customers fast? I have just completed my brand new guide "7 Ways to Get More Customers" which includes a swag of "Advertising Cheat Sheets" for getting results fast. Everything is outlined so it's as easy as 1, 2... 3. Download it for free by visiting
Scott Bywater

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