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Entrepreneur Advice:
Guy Kawasaki
www.guykawasaki.com
   
About Guy Kawasaki

Guy Kawasaki is a managing director of Garage Technology Ventures, an early-stage venture capital firm and a columnist for Forbes.com. Previously, he was an Apple Fellow at Apple Computer, Inc. where he was one of the individuals responsible for the success of the Macintosh computer. Guy is the author of eight books including The Art of the Start, Rules for Revolutionaries, How to Drive Your Competition Crazy, Selling the Dream, and The Macintosh Way. He has a BA from Stanford University and an MBA from UCLA as well as an honorary doctorate from Babson College.



Recent Article:

Disrupt-Then-Reframe Selling: How to Close a VC? - For more on Guy Kawasaki visit www.guykawasaki.com

Have you heard of the concept called “disrupt-then-reframe”? The theory is that you introduce a non-sequitur or unexpected element into your pitch and then immediately inject a call-to-action. The disruption theoretically neutralizes critical thinking and makes a person more susceptible to agree.

This concept is the result of a study by Barbara Davis and Prof. Eric Knowles in which they sold note cards door-to-door for a charity. When they told people that the cards were eight for $3.00, they had a 40% success rate. When they told people that the price was eight for three-hundred pennies and then said, “which is a bargain,” 80% of the people bought cards.

Give it a shot and let me know if the concept works for you. I suspect that venture capitalists will be very susceptible because they have attention deficits anyway. Here’s how it would work. Suppose that you’re negotiating an investment; just say: “Our pre-money valuation is 500,000,000 pennies which is a bargain for a Web 2.0 company.”

PS, did I tell you that you can read the Truemors web site for zero pennies which is a bargain? Just click here. :-)



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