Table of Contents
Foreword Glenn Livingston, Ph.D ix
Introduction: How to Use this Book xiii
Part I Ask: The Story
Chapter 1 You: Who, What, & Why… 1
Chapter 2 Strange Questions… and Stranger Answers 7
Chapter 3 The Discovery 12
Chapter 4 My Crisis 14
Chapter 5 Working Hard for the Dream 20
Chapter 6 An Unexpected Twist 26
Chapter 7 The Letter 31
Chapter 8 Standing on the Shoulders of Giants 46
Chapter 9 Taking the Leap 51
Chapter 10 Things Finally Come Together 56
Part II Ask: The Methodology
Chapter 11 Getting Started: How to Read Ask Methodology 63
Chapter 12 The Process: Prepare, Persuade, Segment, Prescribe, Profit, Pivot 66
Chapter 13 Prepare: The Deep Dive Survey 74
Chapter 14 Persuade: The Prospect Self-Discovery Landing Page 107
Chapter 15 Segment: The Micro-Commitment Bucket Survey 125
Chapter 16 Prescribe: The Post-Survey Sales Prescription 139
Chapter 17 Profit: The Profit Maximization Upsell Sequence 147
Chapter 18 Pivot: The Email Follow-Up Feedback Loop 153
Chapter 19 Case Study #1: Tennis Training-Zero to $250,000 in 6 Months 171
Chapter 20 Case Study #2: Water Ionizer Market-$750,000 in 5 Days 174
Chapter 21 Why: The Reason For Writing This Book 178
Chapter 22 Next Steps: Now It's Your Turn to Ask 181
Glossary 183
Acknowledgments 189
About the Author 193