The bikini principle: A tip to sell more

How to sell more, using the bikini principle. It has nothing (much) to do with scantily dressed ladiesA bikini clad lady is more attractive to most men than one that is modestly dressed. This knowledge can help you sell more.

I’m sure there is a female equivalent judging by comments about the swimming and diving I read during the Olympics this summer. Most men, it seems, prefer to look at a lady dressed in a bikini to one in a Victorian bathing costume.

The bikini principle: How to sell more.

With your offering, give away what you can – but keep a skimpy bikini covering the most valuable parts of your offering, and so enhance their value. If the scantily clad person metaphor is true, the person appears more valuable when more is on show (whether Olympic diver, or bikini dressed lady)!

How can you be adding value constantly?

Imagine if in conversations you were adding value constantly, people would be much more willing to talk to you. Some will:

  • walk away happy (and probably talk positively about you), would they have bought anyway?
  • talk for longer, get engaged and realise you are the subject expert and the “go to person”. They will probably buy later, as long as you keep in touch.
  • want more immediately, you just have to recognise the signs and deal with them immediately.
Does the Victorian bathing costume help you sell more?The object is to be giving enough away to demonstrate that you’re an expert, give real value to them and like the lady in the bikini, the remainder becomes even more attractive.  It’s an approach I’ve often call sell-more-by-selling-less or educate don’t sell. Download our free guide to selling more, by selling less, it's free and waiting for you. Click here for instant access (email address required).

What’s the alternative if you want to sell more?

Cover everything up and hope that they believe your claims about your expertise? That doesn’t seem to work nowadays, if it ever did help people to sell more.

What can you do to teach them to be experts in your field? Would that mean you could “add value constantly”.

Could you simply teach them how to make an informed decision about how to choose a supplier in your type of profession? After all, you’re more qualified than most of your clients to know who makes a good supplier in your profession.

Download our free guide to creating a sales process that will help you sell more, it's free and waiting for you. Click here for instant access (email address required).

What do you think, do these articles add value? Am I right in my belief?

Author Credit:
Written by Jon Baker The 5-50 Coach. I help professionals grow their firms from 5 to 50 employees, sustainably, profitably and still have fun. Have you got your "next step kitbag yet"? It's stuffed with guides, reports & templates helping you grow from 5 to 50 employees Click here for immediate access.
Girl in Sun Photo used under creative commons licence. For more information, click here.
Victorian Costumes Photo used under creative commons licence. For more information, click here.


  1. Geoff Bennett says

    Hi Jon ,I filled out my details for the cheat sheet,and a box appears,please enter valid email address,? that IS my email address?


  1. […] The graphic designer teaching people the technical issues (trade secrets?) of how to recognise and create good logos is doing a good job. What they really sell is experienced creativity and time. If I had a few hundred hours maybe I could take the technical knowledge and create a good design, but I’m buying a short cut to that. In the meantime I pay for their expertise. Think about “The bikini principle“ […]

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