Too much of anything is often bad.

Fried foods, dessert, work…

TV channels are an excellent example of too much.

I’ve got cable, Netflix, Amazon, and Hulu now.

Most times, halfway through looking at the dizzying parade of options
I decide it’s too much effort to choose one show.

So I get back to doing the work I was supposed to be doing.

Like sharing information to help you grow your soap business.

(You’re welcome!)

Please stay with me now while I set this up. I promise there will be a valuable, perhaps hugely profitable tip at the end to reward your patience.

I ask for a mere 3 minutes of your time.

Let’s go…

Last night while flipping through Hulu, I stumbled upon one of my favorite old TV shows; Boston Legal.

Many of you will be far too young to remember this.

It starred William Shatner, James Spader, Candice Bergen, and Mark Valley. Many other well known, big-name celebrities also made regular guest appearances.

For five seasons, it’s law firm of Crane, Poole and Schmidt mixed humor, absurdity, and moral issues as its lawyers tried cases while trying not to become one. This, from what we would now call, blatant sexual harassment perpetrated by the shows main characters. Including, the firm’s senior
partner, Denny Crane (played by William Shatner of Star Trek fame).

Attorney Alan Shore (played by one of my favorite actors, James Spader)
was the worst. He had open office romances with several junior female
staff members, would often skirt the law, or even break it in
order to win both a moral and judicious outcome in court.

He was the “go-to-guy” if you couldn’t win your case any honest way within
the system.

Here comes the meat…

In episode 103 titled “Catch and Release”, Alan Shore’s junior
assistant Sally Heep is worried she’s losing her case in court and
won’t be able to sway the jury with her closing argument.

Alan, who is regarding as one of the top legal minds at the firm
(despite his childish antics) tries to instill confidence in Sally.
(Sidebar: he and Sally were formerly lovers)

The dialog went like this:

Alan: Sally, look at me. You trust me.

Sally: I do.

Alan: And because you trust me, you’ll believe what I am about to tell you.

Sally: I will.

Alan: That’s all it is.

Sally: All what is?

Alan: Trial law. Getting the jury to trust you, so they’ll believe what you tell them.

Sally: Really?

Alan: Sincerity, Sally (adding, as only his character could…) “Once you learn to fake that they’ll be no stopping you.”)

You can find the clip on Youtube (search Boston Legal Catch and Release 103)

So what’s the tip, where’s the value, how can I sell more soap
with this bit of trivia?

When people, your customers, know, like and trust you, there’s no stopping you.

It’s all about sincerity.

• When you show them how much you value what all-natural, handmade soap can do…

• When you sincerely show your passion for how great your soap looks and feels…

• When you quote your price with confidence knowing it’s worth every penny you charge…and probably more…

That’s when you’ll sell more soap than ever before.

Need more ways to sell more soap?

There are 101 Ways to Sell More Soap outlined in my newest book
titled, oddly enough… 101 Ways To Sell More Soap.

If you haven’t claimed your copy yet, what are you waiting for?

Full disclosure…Only 1 of the 101 ways is a little off-color, perhaps
immoral, certainly controversial. But I don’t blame Alan Shore’s influence.

I take full credit. Because when you’re out selling soap long enough, sooner
or later you’ll run into to some obstinate knucklehead you’ll want to
blast with it. I want you to have all the tools you need…even if you never use them!

Sally Heep did win over the jury and won the case. To build trust with the jury she used the same technique made famous by real-life trial attorney Gerry Spence, of O.J. Simpson trial fame. More on this method to follow in future blog posts.

This method is a powerful, yet simple persuasion technique we all use, just not knowingly, optimally, or strategically.

Meanwhile…

Click here to check out the sell more soap book.

Go forth ye, and share the wonders of fine handmade soap.

– Robert Schwarztrauber

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