电梯演说--30秒内赢得客户

1、WHYareweallNetworking?WHYNETWORKING?TOGETMORECUSTOMERSWeallNEEDaConsistentandEver-GrowingSteadyStreamofNewCustomerssowecanbuildourbusinessandmaketheamountofmoneywe’veconvincedourselvesthatwedeserve.Forthelast20yearsmysoleoccupationhasbeenabout“GettingCustomers”formyclients.InsomecasesIwasresponsibleforrunningandmanagingtheirentiremarketingsystemandcampaigns.InothercasesIwasaconsultantorcoachineitherInternetMarketingorBusinessNetworking.ABOUTMEAfterworkingwithhundredsandhundredsofmarketing&netwo。

2、rkingclients,generatingthousandsofleads,referralsandsales,marketingallkindsofproductsandservices,Icametoarealizationthatmergedfromaskingaverybasicquestiontomyself…MARKETINGSearchEngineMarketing-SocialMediaMarketing-VideoMarketingWhatistheessenceofMarketing?ThewordMarketingisveryAbstractAdvertising:Radio,Television,PrintFace-to-FaceMarketing-Networking-Referrals-SalesWHATISTHEESSENCEOFMARKETING?TheEssenceofMarketingis...GettingCustomersInmyexperience,themostpowerfulformofmarketingis...Face-to-Fac。

3、e-Referrals-Networking1)YoumustunderstandhowtoTRIGGERyourProspectsAttention…GETTINGCUSTOMERS2)HowtogetyourprospectFocussedandEngaged…3)Howtocreatecuriosityinthemindofyourprospect…sotheywanttoknowmoreTobetrulysuccessfulatgettingcustomersyouhavetoFIRST…beabletodo3thingsextremelywell:THEKEYTOAGREATPITCHTheKEYisPsychologyUnderstandinghowtheHumanPsychologicalandEmotionalSystemsWork.Understandinghowhuman’sreallymakedecisions.RATIONAL?AreHuman’sRATIONAL?AreYOURATIONAL?Buyingdecisionsarerarelylogicalorr。

4、ational-eventhoughthemindtrulybelievestheyare.ThePERFECTPsychologicalModel----HOWDOHUMANSREALLYMAKEDECISIONS?Dr.PaulD.MacLean-NeuroscientistDevelopedamodelcalledTheTriuneBrainModel.Anevolutionarymodelthatdescribeshowourhumanbrainsdevelopedovermillionsofyears...Hesay’swehumansactuallyhave3brainsin1.TRIUNEBRAINMODELTheFIRSTbraintoformiscalledtheReptilianBrainorAutomaticBrainOvertheReptilianBrain,grewtheMammalianBrain,whichisourEmotionalBrainThenfinally,muchlateroverthose2brainsgrewtheNeoCortexorou。

5、rthinkingBrainTRIUNEBRAINMODELMostofuswalkaroundthinkingit’sourlogical,thinkingbrainthat’sincontrol,wheninreality,it’souremotionalMammalianbrain,andmorepredominantlyourReptilianbrainthat’sreallyincontrol.SoinsideourbrainwehaveaReptile,aMammalandaThinker.It’sresponsibleforallofourautonomicsystems.Breathing-HeartRate-Digestionetc.Itcan’tthink…itcanonlyreact.THEREPTILIANBRAINIthas2MainDrivers-SURVIVAL&PROCREATION…Itisthefastestofthe3brainsBecauseit’sdrivenbysurvival-It’sthefirstGATEKEEPERofallincom。

6、ingdata.Gatekeepermeaning…ItdecideswhatisbroughttoourAttention.THEREPTILIANBRAINItMonitorsandFiltersEVERYTHINGcomingintoourbrain.Dr.JoeDispenzaaNeuroscientiststatesourreptilianbrainprocessesover400billionbitsofinformationpersecond,butweareawareofonly2,000bitsofthatinformation.THEREPTILIANBRAINThisistheFIRSTbrainwehavetotalktoinanyMarketing,NetworkingorSalesenvironment!ThereptilianBrainistheATTENTIONTRIGGERsystemofourBrain.THEREPTILIANBRAINIfwedon’tgetourprospectsattention-nothingwillhappen.Trigg。

7、eringAttentionisanAutomaticSystem.Sohowdowetriggerattention?ThroughRecognition…THEREPTILIANBRAINAtaPartyYouTRIGGERyourprospectsattentionbynamingthem…theirspecificcategory...YouneedtoknowwhoyourSPECIFICIdealCustomeris?ThenextbrainweneedtotalktoistheMammalianBrainThisbrainisthepathtoouremotions,thehomeofourvaluesandthegatewaytoourlong-termmemories.THEMAMMALIANBRAIN(EmotionalBrain-LimbicSystem)THEMAMMALIANBRAIN(EmotionalBrain-LimbicSystem)Dr.JohnRateyatHarvardUniversitysaid“Werememberwhatwefeel…not。

8、whatwecalculate.”Ifyouwantsomeonetorememberyou,justgetintouchwiththeiremotionalbrain.CHARACTERISTICSOFTHEMAMMALIANBRAINItneedstobondwithotherhumansItneedstogrouptogetherinCommunities-SocialGroups-PeersIt’smaingoalsareNEEDSandVALUESThisisthesecondgatekeeper…Itwantstoknow;CanItrustyou,doyoucareaboutme,doyourespectme,doyouvalueme,doImattertoyou?CHARACTERISTICSOFTHEMAMMALIANBRAINKnowYourProspectsChallenge…WhataretheirFrustrations,andFearsKnowYourProspectsGoals…WhatistheirHopesandAspirationsYouMUSTkn。

9、owwhattheirSPECIFICChallengesorGoalsare?WhatdotheyreallyWANT-NEED-VALUE?COMMUNICATINGWITHTHEMAMMALIANBRAINNEOCORTEX(ThinkingBrain)Logic-Thinking-Processing-ProblemSolvingReasoning-PlanningGivesustheabilitytolookintothefuture,orreflectonourpast.Givesustheabilitytolearnanddevelopexperience.NEOCORTEX(ThinkingBrain)GivesustheabilitytoreflectonourselvesAllowsustohaveawarenessandAwarenessofawareness,byfaroneofthemostpowerfultoolswehaveashumans!NEOCORTEX(ThinkingBrain)Butwithallthatpower…TheCortexisNOT。

10、thedecisionmaker!It’sthenewkidontheblock,theyoungersibling.TheReptilian&MammalianBrainsarethedecisionmakers,andifthereisaconflictbetweenthem,theolderReptilianBrainalwayswins!NEOCORTEX(ThinkingBrain)TheCortexdoesn’tmakedecisions,butitisinvolvedinthedecisionprocess…Andit’sreally,reallygoodatit!It’sjobistoCONFABULATEandJUSTIFYthethoughtprocessandthementalPERCEPTIONSinordertogetwhattheMammalianandReptilianbrainsneedorwant.THEORDEROFCOMMUNICATIONFIRST:TalktotheReptilianBrain.Wehavetogetthroughthefirst。