have you ever heard of the question sell me this pen well I believe this
brand have mastered it creating billions of dollars by being to sell
pens at ridiculous ticket prices they know something when it comes to
influencing people and today insider I'm gonna be unboxing the Mont Blanc the
Mont Blanc that I purchased several months ago that you said you want me to
basically unbox okay now it's not typical for me to do this but I thought
why didn't I put a spin on it where I actually break down also the influence
strategies approaching it from a psychological angle in regards to why we do
what we do consumer buying behavior all of our marketing and selling and all of
the influence strategies I'm gonna break down and go to how Mont Blanc did it now
I want you to pay close attention also in regards to how I emotionally and
logically justify this purchase because you can learn a lot from this process
you see one of my best mentors early mentors said this to me when I was
starting my online business which was a decade ago I got given advice you
never wanna be competing on price you never wanna be paid for what you do
you wanna be paid for who you are because then nobody can ever compete
with you on price and when you're competing on price what you always find
is the big competitors out there they can always beat you on price but they
cannot beat you on who you are so when you master the art of not selling the
practical value whenever you're selling and trying to influence people to
purchase think about it Mont Blanc practical value is it right stuff as a
pen you wanna raise what's called the intrinsic value which is how the users
feel the whole experience the brand personality all of the things in between
Mont Blanc has done it and that's how they can command huge amount of fee's
for their pens now before I unbox Mont Blanc let's
talk about firstly that whole experience now there's a concept that's known in
sales and influence that's called pre frame and there was a test test done
that clearly demonstrated the power of a pre frame in this book called influence
if you've not yet read that I highly suggest you buy it I'll chuck a link
above and you can see a whole list of all the marketing books that I recommend
influence is definitely one of them now influence did a
test in that book there's a test in regards to how this mattress company had
the same mattress site but what they did is what's regarded a split test so they
kept the product same they kept everything the same they designed the
same the only thing they changed was the background and on one site they put a
picture of blue sky and fluffy cows on the other site it looks exactly the same
pop from background they changed it to show coins and pennies and what was
fascinating was this the moment that site went live the consumer behavior
although site was the same the offer was the same consumer behavior was
totally different on the site that shows fluffy clouds people were actually
looking for quality not looking at the price so much the site that showed
pennies in the background people are we're more focused on finding the
cheapest mattress now Mont Blanc and all the other luxury brands out
there they've mastered this you walk into Harrods this is where I bought Mont
Blanc from Harrods is a luxury department store the moment you walk
into Harrods you see security guards pretty much everywhere luxury furniture
everywhere it looks luxury it's got elegance it looks expensive it looks
like a freaking museum so immediately you're focusing on quality and you know
that the things in Harrods has got incredible amount of quality some of the
products in Harrods cost tens of millions of dollars now Mont Blanc was on the top
floor you get to that Pen section and you know this how the $1 pens the ones
that's competing on price you can see quantity amount of them all stacked in a
corner and you can just pick some out Mont Blanc on the other hand had a
separate section just Mont Blanc in itself okay and they displayed the Pens
like you will see in a museum and what it immediate does is it increases into
an intrinsic value in fact I recorded this on my phone so let me just quickly
show you this clip from Instagram stories
okay insider so deal was done the one we end up going with is leaves this one is
rollerball it's really nice so as you can see the way they display it shows a
lot in regards to how they're trying to increase intrinsic value so the takeaway
you can immediately learn from this is how are you presenting yourself on a day to day
basis like it or not insider a human beings are judgmental we make
milliseconds decision in regards to how somebody is based upon their
presentation you walk into any luxury retail store and you'll notice how
that's the people who serve you they're well dressed they speak well they speak
normally immaculate depending on their company you're dealing with and this is
everything that adds to the whole experience as well as increasing the
intrinsic value of the brand in fact go to a luxury retail store go model
success that's one of the fastest way you can scale your business go find
somebody who's really good at what they do for being pay for who they are
go inside speak with the team members see how they deal with you what's the
paperwork like all of that by the way they've spent millions of dollars
figuring out and so you can get the shortcut and model the success and what
was interesting was as I was wanting this pen right they said to me old did
you also want the pen carrier and what's interesting was it was a perfect cross
sale because the pen itself was $700 and the carrier was only around $150 and so
because there was a high price anchor I've now seen the bigger price it is
like a no-brainer choice that I should buy the the pen carrier for $150 right
because I'm buying a pen for $700 it makes sense to protect it and so asked
yourself right now how can you cross sell very smoothly to
whatever they're looking to purchase and the best upsells cross sells tend to be
something that compliments the core product that they're looking to buy so I
purchased pen let me just unbox it for you and this is how it was presented in
a box like this you open it you notice how the packaging and all of the
things is very immaculate now it comes with a instruction manual okay now I'm
not sure how many pens come with instruction manual
but it comes with this like servicing guide and booklet and I've not really
read it and it shows you how to work this pen now bear in mind this isn't
even the fountain-pen version but it still comes with this right again
increasing the perceived value I want you to write this down the comments box below
perception is reality perception is reality and what was interesting is this
if you go to mont blanc and ask for a pen they will refer to their pens as a
as a writing instrument by changing the name of whatever you're buying you're
changing the price the conceived notion compare the two pen versus writing
instruments so you're changing the way it's being perceived by titling it
something different this sounds more elegant right writing instrument so let
me open this box for the writing instrument here you go this is how its
presented as you can see I got the the gold version I'm not sure if that's
zooming in right there okay there you go Mont Blanc and it's displayed and you
can see the logo here pretty cool now I'm not here to review this pen this is
simply a pen if you were to ask me is it worth $700 for this pen hell no it's
simple as that of course no you tried to sell this on practical value alone
you're going to struggle because there are better pens out there in regards to
the practical value the way something writes and you can find it cheaper so
why do people justify this it's all in regards to the intrinsic value so how do
they increase intrinsic value firstly through stories Montblanc like every
luxury brands out there who's dominating the marketplace they've got a story it
started in 1906 with a designer from Berlin named August in partnership with
a Hamburg banker called Alfred the creative company called Simply Filip Pen and
company and they had range of simple to use fountain pens and the aim from the
very beginning was being able to manufacture high-class gold and fountain pens and it
wasn't long until the company was taken over by three businessman who had later
called the company Mont Blanc and it became a worldwide brand now by sharing
that story people can see that this has got heritage this isn't just a pen now
this is like a legacy you see how brands like Rolex and Audemars Piguet Patek
Phillips they always talk about the story people buy into stories and if the
if the story is something that they can resonate with that's when people buy
right when it comes to high ticket purchases so you got to think to
yourself right now are you sharing enough of your back story of how you got
to where you are so Mont Blanc shares how they wanted to focus on the one
thing and they wanted to master it they also show and basically basically
explain in regards to how they started in 1906 so it sure has been around for a
while and they committed to mastery and did
whatever it takes now that resonates with certainly me but also in regards to
other people who do whatever it takes right so this is the back story of the brand and
that's what increased intrinsic value now how can somebody logically and
emotionally justify this well for myself I just wanted a pen not because I mean
of course it is a status symbol but I don't use a pen outside because I use my
laptop since I'm an online entrepreneur and have been for the last decade so I
don't use the pen outside I only use a pen indoors when I'm journaling I just
wanted a nice pen that I like the look of and I like the feeling that I get
when I actually write with this it makes me feel like wow nice pen right to be
honest that's all I really see like I said look at it it looks nice it makes
me feel good can't really put words to it just make me feel good so what is it
that made me logically justify it you see every single morning I'm doing a
journaling practice I fill out these sort of questions this is success insider
journal and every single morning I'm using this to gain clarity and I'm
basically focusing on the goals I got to meet and I'm beginning to get better
into emotional state that I gotta be in to be able to succeed for rest of the
day and an evening I'm asking a very same question so I wanted this whole
routine to be a very smooth and very luxury process and I want to feel good
during the whole process so I wanted a Mont Blanc
to go with it so what is it that made me logically and emotionally justify it is
all down to this if I didn't have this I wouldn't have bought this so never
approach a client thinking you know exactly why they're buying the pen you
wanna ask questions because she definitely didn't know this was wise
buying it to be honest I was already sold before I
even stepped into the actual department store so she was literally simply
cashing out and just doing the whole cashier process with me right I was already
sold so she wasn't really selling in that sense but if she was to sell to me
she would have had to find out this is what I wanted it for and she would have
had to sell it to me based upon the whole experience I would have using the
Mont Blanc and why Mont Blanc will give me the best experience of doing my
journaling by the way inside there you don't have to spend $700 doing doing
this you can in fact actually download this for free I'll put a link above
totally for free is a gift from me this is the journal practice that you should
do every single morning and evening if you want more clarity and influence throughout
the day so that's why I logically justify this and so like I said so this
is how it's all packaged and she also up sold cross sell wherever you like to
call it this which is a carrier for their Mont Blanc so let me just show you
I'll just unbox this very similar packaging consistent branding throughout
notice that and as you can see same sort similar sort of box this one comes with
a fabric carrier case and then it's got some card leather collection cards an
instruction service guide for the leather as well right just in case you
don't know how to use a pen carrier so it's amazing how intrinsic value the
steps you gotta take to increase intrinsic value right so here it is the
Mont Blanc pen carry case it carries two pen practical value you carries two pen
intrinsic value well it depends what you truly make of it people are buying this
based upon who they are that's the key so that is pretty much it insider
there's a lot for you to learn from analyzing luxury brands and this is why
if you do want to see me unboxing different products such as I've got in
the corner I've got there Louie Vuitton here that
purchased out and Singapore hence why I've got some marks to carry this in the
in the luggage if you want me to do more unboxing videos do let me know in the
comments box below and I'm able to unbox these products for you as well as to
explain the influence strategies and marketing strategies that these
companies use and LV typically has a really good
experience and customer service as well and that definitely helps so I hope you
found today's video helpful insider if you have be sure to click that like
button and comment below in regards to any questions any feedback whatever maybe
in regards to the unboxing stuff and if you do wanna see more unboxing videos do
let me know as well and as always insider follow your heart my friend and take action
and go live the life you're truly born to live I'll see you on the next video
soon take care