Business Unleashed Interviews Sales Trainer Jason Kanigan

Jason Kanigan Q&A with Business Unleashed

Jason Kanigan Q&A with Business UnleashedJason Kanigan gives us a bit of a role reversal today: instead of interviewing another expert, he's been interviewed by the UK's Business Unleashed.

This Q&A is all about starting your own business. So if you're a budding or aspiring entrepreneur, you'll definitely want to take note. Four critical issues new and even experienced entrepreneurs miss that could be hobbling your growth and ability are discussed.

About Business Unleashed and the Jason Kanigan Q&A

A resource for Creatives, Consultants and Coaches in running a profitable operation, Business Unleashed shares many of these text valuable Q&A pieces. Also, they release podcasts on important business topics such as:

  • Finding Your Niche.
  • Branding Yourself
  • Getting Clients
  • Getting Your Prices Right
  • Invoicing and Getting Paid (on time)
  • Selling Complimentary Services
  • Getting better clients
  • Delivering the work
  • Expanding / Outsourcing / Growing.

One very important idea I didn't go into depth about in the quick Q&A is having customers signed up before you start your business. Be clear about what it is you're going to offer; what problem you'll be solving for your target market. Sign some up. Get promises that they'll bring you on board as soon as you open your doors--or even better, a down payment commitment.

This is easier to accomplish than you are probably thinking. Remember, most people want to be helpful. If you can show them how you'll eliminate a problem in their world, and have it be a big relief to them, there's no reason why they wouldn't be interested in having you get started ASAP.

Starting your own business and making it profitable is straightforward. But most people rush in because they have the idea of delivering a product or service, without checking to see that it's something others actually want and will pay for. Finding out beforehand is an excellent way of validating your business idea.

Click here for the Q&A with Jason Kanigan

>> Jason Kanigan is a sales force developer. Was this Q&A helpful to you? Do you have any other questions for Jason? Let us know by commenting below! And please Like or Share--the way social media works these days, that's the best way to ensure other people see it! <<


Your Growth Problem

Growth Problem - QuitterGrowth problem defined: in a new sales role, especially if you are starting your own company, you are very likely to become a victim of your own thinking when sales and revenue don't ramp up as you thought they would. You'll give up and quit. Perhaps this has happened to you already...and maybe even more than once.

The Cause of Your Growth Problem

In an employee sales role, you have a wage or salary. That will stave off giving up for awhile, but eventually you'll get discouraged when reality doesn't meet your expectations.

Here's your growth problem: you believe growth should be linear. But it doesn't work that way. And when growth doesn't proceed as 2, 4, 6, 8 etc., you get frustrated and quit.

What's disappointing and deadly about this is quitting resets you to zero. You lose any credibility you may have developed in the niche you were working in. Your specialized knowledge becomes useless. You are no longer "the person to talk to about X." Growth is back to square one.

People give up too soon.

So if growth in business isn't linear, how does it actually work?


Mapping Your Growth Problem

Check out this graph:

Growth Problem - Graph

The horizontal axis is time passing, and the vertical axis is the money you earn. Look at the green, exponential curve. Growth occurs very slowly at first. Nobody knows who you are. Contrast these results to your expectations: the red, linear line. The gap between the green and red line is your disappointment. Is it any wonder you quit?

Your growth problem is entirely one of expectations. You go in with the linear view. But reality is exponential. So for a long time, things are slow. But at a point things take off. You can see that critical point on the graph. Enough collateral, belief, awareness and results are out there to really blow up your business. People who you've never spoken with before start contacting you, because they know you can solve their problem.

Too bad most people gave up long before. And then they went straight back to 0,0 on the graph, completely starting over.

In my experience with many companies and my own businesses, it takes three to four months to start getting known as "the person to talk to about X". And up to a full year to start getting those serious inbound inquiries from new prospects. Sure, you can speed this up with advertising. But without the "Oomph" of effective marketing and fulfillment collateral, you are going to have a tough time converting those inquiries into sales--until you've hit that critical point on the exponential graph.

>> Jason Kanigan is a sales force developer. If you found this useful, please consider Liking, Sharing or Commenting to let us know! And if you want more key info like this, get the free Small Business Sales Effectiveness Report! <<


Michael Jackson Is Still Selling; What’s Your Excuse?

Michael Jackson Is Still SellingMichael Jackson is still selling. Last Sunday his "hologram" appeared at the Billboard Music Awards. His image sang, danced and earned a highly charged emotional response from much of the audience.

The creators of the performance gave a suggested price level of $400,000 for the service. Nobody batted an eyelid at that.

And MJ wasn't even really there.

Michael Jackson Is Still Selling: How the Illusion Works

Many people might have let it go there. Not I. For one thing, I found the performance hollow upon first viewing. It bothered me. Watching Jackson's image in full color, back-to-life resolution was something I didn't like. On a cellular level. For me, it was more akin to seeing a ghost.

I went and watched another "hologram" the creators, Pulse Evolution, had put together. This one was of the slain rapper Tupac. I am not a big fan of rap and never listened to Tupac; however, I did find this show more emotionally satisfying. Perhaps the interaction with Snoop Dog made it lifelike enough to move out of the "ghost" category.

And they showed a bit about how they accomplished the illusion.

Now I want you to understand that the images of Michael Jackson and Tupac are NOT holograms. A hologram is something that looks three dimensional and real no matter what angle you view it from. Walk around it, and it appears real. Pulse Evolution's illusion doesn't work that way.

In fact, it's only a two dimensional image.

Here's how it works:

Michael Jackson Is Still Selling

You can see the image is projected onto one screen, then bounced to a transparent surface. Dancers move around this second screen, which is invisible to the audience, and complete the illusion that the projected performer is interacting with them.

Actually, the Ghost of Michael Jackson Is Still Selling

As soon as I saw this schematic, I remembered something very relevant I'd seen in my childhood. I knew precisely where Pulse Evolution had gotten their idea from.

It's fitting that the word "ghost" is what came to mind when I saw the MJ performance, because a ghost is what this technology is based on. Specifically, creating the image of a ghost.

As a kid, I had two overriding interests: dinosaurs and ghosts. I read everything I could on both topics, and became well versed in all things saurian and supernatural. And the drawing of how Victorians created the illusion of ghosts rebounded into my brain from over thirty years ago. I instantly knew THAT is how Pulse Evolution did it.

Look here:

Faking Ghosts in the Victorian Era

A projector illuminated the "ghost", who's image was reflected by mirror onto a glass pane invisible to the audience. And onto the stage or even into the audience came the very real-looking image of the ghost.

A hundred and fifty years ago, people were doing the same thing Pulse Evolution has done to bring MJ back from the dead.

If that doesn't send a shiver up your spine, I don't know what will.

Only the technology to create the animated image has changed. The methodology remains exactly identical.

Now I have two questions.

One, would the creators of the Tupac and Michael Jackson animations admit the source of their technology is a century and a half old--and not the newly minted gizmo it appears to be?

Two, do you believe their efforts are worthy of a $400,000 or greater price tag?

The animation itself is undoubtedly a fantastic technical achievement. And around this animation must be an entire group of performers, sets and lighting to complete the effect. It surely induces an emotional reaction upon viewers. And it proves that Michael Jackson is still selling. For me, the answer is Yes. The value created is great; far beyond dollars.

And it proves you don't have to reinvent the wheel to make big dollars or a huge splash. Great ideas are all around you. The question is, will you execute?

>> Jason Kanigan is a sales force developer. What do you think of the Michael Jackson "hologram" performance at the Billboard Music Awards? Is it worth $400,000? Comment below and let us know! And please Like or Share if you are aware of someone who would like to see this! <<