Monday Memo

A Byte of Knowledge

Empty claims can make a prospects run for the hills.

You know what we mean - those fluffy statements like "best in class" or "industry leading" that mean absolutely nothing.

But watch what happens when you do this instead...

Take every claim you make...

And immediately back it up with concrete proof.

For example, instead of saying "our investment strategy beats the market"...

You'd say "our strategy has beaten the S&P 500 by 127% since 2013, verified by Deloitte's annual audits."

See the difference?

One sounds like uninspired marketing BS...

The other?

It's impossible to ignore.

Start coupling every claim with specific numbers, credible sources, and precise details...

And watch your conversion rates soar.

🚀 Discover the 27 ‘Plug-and-Play’ AI Prompts Every Marketer Needs 

Something to Ponder

Ever heard of Chekhov's Gun?

It's this simple but powerful idea from the famous playwright Anton Chekhov...

He said if you put a gun on the wall in Act One of a play, it better go off by Act Two.

Otherwise, don't put it there at all.

Makes you think, doesn't it?

Because here's what most marketers do...

They stuff their copy full of "interesting" facts...

Cool stories...

Fancy words...

But half of it doesn't move the needle forward.

It's like hanging guns all over the wall and never firing a single one.

Every line your copy should serve a clear purpose...

Every section should push your reader closer to taking action...

Or highlight a real pain point...

Or showcase a powerful benefit.

How many unfired guns are hanging on the walls of your copy right now?

How much of what you write actually drives your message home...

And how much is just... there?

We Asked – AI Answered

Our Question: 

"Why do skilled negotiators intentionally make small mistakes? Break down how calculated incompetence can be a powerful persuasion tool in business dealings."

AI's Answer:

Here’s how calculated incompetence can serve as a powerful tool:

1. Building Trust Through Vulnerability

• Psychological Insight: In psychology, the "Pratfall Effect" suggests that people who make small, relatable errors are perceived as more approachable and trustworthy.
• Studies & Experts: A 1966 study by Elliot Aronson found that participants rated a competent individual who made a minor mistake as more likable than a flawless one.
• Application in Business: Showing small imperfections—like admitting to a minor oversight or knowledge gap—can make you seem more human and trustworthy. This trust can be crucial in building rapport with clients or stakeholders who might feel intimidated by too much “perfection.”

2. Encouraging the Other Party to Open Up

• Psychological Effect: People are more likely to share information and be transparent when they don’t feel judged or outperformed. A slight misstep can signal that you’re not “out to win” at all costs, which can lower the other party’s guard.
• Studies & Experts: Research from Harvard Business School suggests that perceived vulnerability can foster more open communication and mutual problem-solving.
• Application in Negotiation: If a negotiator makes a small factual error or asks for clarification, it can encourage the counterpart to jump in and clarify—often sharing more information than they initially intended, which can reveal valuable insights.

🚀 Shortcut your way to AI mastery with these 27 proven 'AI Growth Codes' - No tech skills required whatsoever

3. Controlling the Negotiation Pace

• Strategic Insight: Making an intentional misstep, such as “forgetting” a minor detail, can slow down the pace and give a negotiator more control over the direction of the conversation.
• Studies & Experts: Sales trainer Brian Tracy advises using pauses and timing adjustments to allow for reflection, a strategy that becomes easier when the pace isn’t rushed. Strategic errors create natural pauses.
• Application in Practice: By slowing down the pace, you can make the other party feel more comfortable, enabling you to drive the negotiation without appearing forceful.

4. Engaging in “Invited Correction”

• Social Phenomenon: Many people have a natural tendency to correct others when they see an error—known as the “invited correction effect.”
• Psychological Basis: Studies on feedback show that people feel a boost of confidence when they are given a chance to correct others. In a business context, this creates a slight role reversal where your counterpart feels momentarily “in charge,” which can be disarming.
• Application: If you, for example, make a minor mistake about the market share or timeline, it opens a door for the other party to “correct” you. This can subtly increase their investment in the conversation and build a dynamic where they feel respected and valued, often leading to more cooperative behavior.

5. Avoiding the “Know-It-All” Trap

• Psychological Effect: There’s a natural resistance to people who seem to “know it all,” often seen as overconfidence or arrogance.
• Studies & Experts: Psychologists suggest that a more relatable, approachable demeanor can help avoid triggering the defense mechanisms that arise with perceived arrogance.
• Application in Business: Intentionally asking questions that you could probably answer on your own shows humility. This small act of “incompetence” invites collaboration and signals that you respect the other party’s expertise, which can foster goodwill and collaboration.

 GOT 15 SECONDS?

Please share your feedback on this edition by hitting the smileys below.

👍 LOVED IT 👎 DISLIKED IT

Thanks for reading the Monday Memo.

Until next time!

The AI Marketers