Start with “NO”

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Are you afraid to promote products to your audience, fearing their disdain? Igor unravels the psychology behind this fear and shares some killer book recommendations for success, including tips from experienced negotiators on turning ‘no’ into ‘yes.’ Plus, find out how to tailor commission rates for influencers, making collaboration irresistible.

[00:00] Joe Rogan Introduces The Show:

[00:20] In this episode, Igor discusses the apprehension people with audiences often feel about promoting products, and he suggests reading specific books to help overcome these fears and develop effective negotiation and sales strategies.

[01:08] Overcoming Fear of Promotion:

  • Often, I’ve observed that individuals with audiences tend to harbor a belief that promoting products to their followers might lead to disdain from their audience. I don’t entirely agree with this perspective, at least not most of the time. 
  • Unless individuals have been specifically trained to think otherwise, they often feel uneasy and reluctant when it comes to promoting products and services to their followers. This discomfort might be rooted in various reasons.

  • In many ways, it parallels the general aversion to sales, pitching, or convincing people, not just to purchase products but also to change their minds about anything. 

[02:46] Igor’s Book Recommendations for Success:

  • The first is “Start with No” by the late Jim Camp, a former corporate negotiator experienced in dealing with formidable negotiators in Japan and Asia. This book will equip you with essential negotiation skills, especially when the initial response is a firm “no.”
  • The second recommendation is “How to Sell Anything to Anyone” by Harry Brown. This book is a fantastic resource for reshaping your perspective on selling and pitching ideas. It emphasizes the positive aspects of these activities, which we often overlook.
  • I suggest “Never Split the Difference” by Chris Voss, a former FBI negotiator who honed his negotiation skills in life-and-death situations. This book provides practical advice on negotiation techniques that extend beyond sales.

[04:35] The Power of the “No” Response:

  • Before you delve into these books, consider this important lesson: people are more likely to say “no” than “yes.” This concept can be a powerful tool.

  • Position your questions and proposals in a way that invites a “no” response, as it often makes people more comfortable.

  • By inviting a “no” response, you create a more open and engaging conversation.

[06:32] Tailoring Commission Rates for Influencers:

  • If the influencer isn’t interested, they might provide reasons such as timing or commission rates. The ideal commission percentage depends on various factors, including the influencer’s expectations.

  • For instance, if an influencer hasn’t promoted products before or lacks a substantial promotional system, offering a higher percentage can be enticing. For them, it sweetens the deal and makes collaboration more appealing.

[08:09] Igor’s Book On Email Marketing:



Igor Kheifets is an amazon best-selling author of the List Building Lifestyle: Confessions of an Email Millionaire.

He’s also the host of List Building Lifestyle, the podcast for anyone who wants to make more money and have more freedom by leveraging the power of an email list

He’s widely referred to as the go-to authority on building large responsive email lists in record time.

Igor’s passionate about showing people how to live the List Building Lifestyle.