ASH AMBIRGE

Author, CEO & Founder

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$5 Discount or $5 Surcharge?

In: How to Sell Yourself

Would you rather get a $5 discount or receive a $5 surcharge?

It’s the same change in price, just framed differently—and yet, I bet even the word “surcharge” just had you up in arms. LISTEN HERE, AT&T!!!!!!!!!!!

That’s because humans are reeeeepulsed by the idea of losing something we already have. It makes us hangry. Emotional. Angsty.

This is why there are so many free trials of all the things. Not because they’re giving you something out of the goodness of their heart (HAHAHAHAHA people are good?), but because those companies are betting on the fact that you will fall in love with them, use the software, and take ownership over the product and then—uh oh—thirty days later, they threaten to take it away.

You don’t want to lose what you already had.
But you wouldn’t care so much, if you never had it in the first place.

This isn’t bad—it’s just human nature.

But what do you think this means for that offer you’re making?
For that bonus you’re adding?
For that proposal you’re sending?

Give, give, give all you want—

—but you better damn well remember to take it away.

May 28

2012

Trailer Trash & Sex Appeal: The Trick to Selling MORE

To anyone and everyone selling something: Pay attention. The other day, I was having a conversation with a copywriting client who is building a business around teaching people how feel all sorts of hot and dynamite by eating raw. I said, “You mean like Crazy Sexy Diet?” And she said, “What’s that?” And I said, […]

In: How to Sell Yourself

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Apr 18

2013

Don’t Beg for Business. Command It.

Bring me to your granny’s birthday party, and I’m sweet as a lemon square. (My favorite.) Bring me to meet the parents, and I’ll bust out the pearls. Bring me anywhere, and you’ll get sweet, demure Ashley. But bring me to a board room? And it’s shark time. If you’re like most people, the mere […]

In: How to Sell Yourself

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Feb 11

2014

STOP Giving Away Free Consults. I Beg You.

“Nobody ever paid top dollar for a cheap imitation. Don’t let somebody else’s business move dictate yours.” I wrote that in our TMF Facebook page yesterday. Here’s why: Keep in mind that the people you’re watching are winging their next move just as much as you. Yet, so many new business owners who are fighting tooth […]

In: How to Sell Yourself

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Jul 28

2017

If You Don’t Feel Comfortable Saying, “Step Right Up and Try My Milkshake, Folks!” There Might Be a Problem With Your Product—Not Your Confidence

Small soft chocolate lady was my favorite. She’d arrive in a sand-colored pick-up truck; a small one, I’d say, for a pick-up truck in Susquehanna County. She’d dismount as if she were in a rush, though I knew she was only going back to the grocery store she owned. I’d have her cone ready by […]

In: How to Sell Yourself

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Sep 22

2012

How to Cold Call Prospects Without Sounding Like a Tool

For those of you who don’t know, in a former life I used to sell advertising for an international print and online magazine. Think pencil skirts, a lot of telephone schmoozing, deal negotiations, contracts, national sales conferences and convincing a lot of fucking people they should give me thousands of dollars. You can imagine the […]

In: How to Sell Yourself

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Aug 28

2017

“Hire Me” versus “Listen To Me”

If you’re a freelancer, there are two different power dynamics: Hire me! Please hire me! I’m shitting my pants, over here, because I’m depending on you entirely and I’ll do anything it takes, even work for peanuts, because I need you to take mercyyyyy onnnnn meeeeee. Listen to me. I’m great at what I do, […]

In: How to Sell Yourself

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