電梯演說--30秒內(nèi)贏得客戶

1、WHY are we all Networking?WHY NETWORKING?TO GET MORE CUSTOMERSWe all NEED a Consistent and Ever-Growing Steady Stream of New Customers so we can build our business and make the amount of money weve convinced ourselves that we deserve.For the last 20 years my sole occupation has been about “Getting C

2、ustomers” for my clients.In some cases I was responsible for running and managing their entire marketing system and campaigns.In other cases I was a consultant or coach in either Internet Marketing or Business Networking.ABOUT MEAfter working with hundreds and hundreds of marketing & networking

3、clients, generating thousands of leads, referrals and sales, marketing all kinds of products and services, I came to a realization that merged from asking a very basic question to myself MARKETINGSearch Engine Marketing - Social Media Marketing - Video MarketingWhat is the essence of Marketing? The

4、word Marketing is very AbstractAdvertising: Radio, Television, PrintFace-to-Face Marketing - Networking - Referrals - SalesWHAT IS THE ESSENCE OF MARKETING?The Essence of Marketing is. Getting CustomersIn my experience, the most powerful form of marketing is.Face-to-Face - Referrals - Networking1) Y

5、ou must understand how to TRIGGER your Prospects AttentionGETTING CUSTOMERS2) How to get your prospect Focussed and Engaged3) How to create curiosity in the mind of your prospect so they want to know moreTo be truly successful at getting customers you have to FIRST be able to do 3 things extremely w

6、ell:THE KEY TO A GREAT PITCHThe KEY is PsychologyUnderstanding how the Human Psychological and Emotional Systems Work.Understanding how humans really make decisions.RATIONAL?Are Humans RATIONAL?Are YOU RATIONAL?Buying decisions are rarely logical or rational - even though the mind truly believes the

7、y are.The PERFECT Psychological Model- - - -HOW DO HUMANS REALLY MAKE DECISIONS?Dr. Paul D. MacLean - NeuroscientistDeveloped a model called The Triune Brain Model.Anevolutionary model that describes how our human brains developed over millions of years.He says we humans actually have 3 brains in 1.

8、TRIUNE BRAIN MODELThe FIRST brain to form is called theReptilian Brain or Automatic BrainOver the Reptilian Brain, grew the Mammalian Brain, which is our Emotional BrainThen finally, much later over those 2 brains grew the NeoCortex or our thinking BrainTRIUNE BRAIN MODELMost of us walk around think

9、ing its our logical, thinking brain thats in control, when in reality, its our emotional Mammalian brain, and more predominantly our Reptilian brain thats really in control.So inside our brain we have a Reptile, a Mammal and a Thinker.Its responsible for all of our autonomic systems.Breathing - Hear

10、t Rate - Digestion etc.It cant think it can only react.THE REPTILIAN BRAINIt has 2 Main Drivers - SURVIVAL & PROCREATIONIt is the fastest of the 3 brainsBecause its driven by survival - Its the first GATEKEEPER of all incoming data.Gatekeeper meaning It decides what is brought to our Attention.T

11、HE REPTILIAN BRAINIt Monitors and Filters EVERYTHING coming into our brain.Dr. Joe Dispenza a Neuroscientist states our reptilian brain processes over 400 billion bits of information per second, but we are aware of only 2,000 bits of that information.THE REPTILIAN BRAINThis is the FIRST brain we hav

12、e to talk to in any Marketing, Networking or Sales environment!The reptilian Brain is the ATTENTION TRIGGER system of our Brain.THE REPTILIAN BRAINIf we dont get our prospects attention - nothing will happen.Triggering Attention is an Automatic System.So how do we trigger attention?Through Recogniti

13、onTHE REPTILIAN BRAINAt a PartyYou TRIGGER your prospects attention by naming them their specific category.You need to know who your SPECIFIC Ideal Customer is?The next brain we need to talk to is the Mammalian BrainThis brain is the path to our emotions, the home of our values and the gateway to ou

14、r long-term memories.THE MAMMALIAN BRAIN(Emotional Brain - Limbic System)THE MAMMALIAN BRAIN (Emotional Brain - Limbic System)Dr. John Ratey at Harvard University said “We remember what we feel not what we calculate.”If you want someone to remember you, just get in touch with their emotional brain.C

15、HARACTERISTICS OF THE MAMMALIAN BRAINIt needs to bond with other humansIt needs to group together in Communities - Social Groups - PeersIts main goals are NEEDS and VALUESThis is the second gatekeeperIt wants to know; Can I trust you, do you care about me, do you respect me, do you value me, do I ma

16、tter to you?CHARACTERISTICS OF THE MAMMALIAN BRAINKnow Your Prospects Challenge What are their Frustrations, and FearsKnow Your Prospects Goals What is their Hopes and AspirationsYou MUST know what their SPECIFIC Challenges or Goals are?What do they really WANT - NEED - VALUE?COMMUNICATING WITH THE

17、MAMMALIAN BRAINNEOCORTEX (Thinking Brain)Logic - Thinking - Processing - Problem Solving Reasoning - PlanningGives us the ability to look into the future, or reflect on our past.Gives us the ability to learn and develop experience.NEOCORTEX (Thinking Brain)Gives us the ability to reflect on ourselve

18、sAllows us to have awareness andAwareness of awareness, by far one of the most powerful tools we have as humans! NEOCORTEX (Thinking Brain)But with all that power The Cortex is NOT the decision maker!Its the new kid on the block, the younger sibling.The Reptilian & Mammalian Brains are the decis

19、ion makers, and if there is a conflict between them, the older Reptilian Brain always wins!NEOCORTEX (Thinking Brain)The Cortex doesnt make decisions, but it is involved in the decision process And its really, really good at it!Its job is to CONFABULATE and JUSTIFY the thought process and the mental

20、 PERCEPTIONS in order to get what the Mammalian and Reptilian brains need or want. THE ORDER OF COMMUNICATIONFIRST: Talk to the Reptilian Brain.We have to get through the first gatekeeper by getting their attention and addressing our ideal prospect. specifically.THE ORDER OF COMMUNICATIONSECOND: Tal

21、k to the Mammalian Brain. We talk about what they really WANTWhat do they really NEEDWhat do they really VALUETHE ORDER OF COMMUNICATIONTHIRD: Talk to the NeoCortexLogically and rationally, using very specific language.Be Ultra Specific!Dont speak using abstract words, phrases, ideas or concepts. CO

22、RTEX LANGUAGETIME: How long will it take? What is the SPECIFIC Time-Frame to get the RESULT they want?OBSTACLES: The Cortex can get bogged down by speed-bumps & mental obstacles.What holds them back?What gives them pause?How difficult is it going to be?How expensive is it?Remove all road blocks

23、and obstacles.CONVENIENCE: What SPECIFIC convenience can you offer the Cortex of your prospects?CORTEX LANGUAGEWe are basically giving the NeoCortex everything it needs to rationalize what the other 2 brains want or need.ORDER OF AGEReptilian: Triggering AttentionThis maps to “getting their mind eng

24、aged - interested - wanting to know moreMammalian: Needs - Wants - DesiresSolutions or Fears and FrustrationsCortex: Logical - Rational - JustificationELEVATOR PITCH WORKSHEET#1 Who is your ideal SPECIFIC Customer? Men, Women, Age, Group#2 What SPECIFIC Problem or Challenge does your Customer have?

25、Describe it better than they can.#3 What SPECIFIC Result does your Customer want? What do they want to Achieve / Get / Avoid / Get Away From?#4 What SPECIFIC Convenience can you offer your Customer? Without hassle, with ease, quickly, easily, no hassle, low cost, freeELEVATOR PITCH FORMULA#1 I help,

26、 teach, work with Your SPECIFIC Prospect#2 Who SPECIFIC Problem or Challenge Your Customer Has#3 Achieve / Get / Avoid / Get Away From SPECIFIC Result#4 In / With / Without SPECIFIC Convenience#5 Hook (Live Situations): Do you know anyone who Recap?ELEVATOR PITCH EXAMPLES#1 I help business owners wh

27、o go to networking and referral groups double their leads and referrals, in about an hour, simply by changingwhat they say in their elevator pitch, for free.Do you know know anyone that would like to double their networking referrals, just by changing what they say in their elevator pitch?ELEVATOR P

28、ITCH EXAMPLES#2 I teach coaches who need to be perceived as “The Expert” in their field or niche, that depend on a constant stream of leads and referrals to grow their business.How to DOUBLE their Customers in 60 Days or Less, without hiring a high-priced marketing agency.Do you know any coaches tha

29、t would like to DOUBLE their business in just 2 months?ELEVATOR PITCH EXAMPLES#3 I help overweight women, that want to lose more than 20 pounds, get rid of their extra body weight, in less that 90 days, without starvation diets or torturing themselves with military exercise.Do you know any women tha

30、t would like to lose more than 20 pounds quickly?ELEVATOR PITCH EXAMPLES#3 I help overweight women, that want to lose more than 20 pounds, get rid of their extra body weight, in less that 90 days, without starvation diets or torturing themselves with military exercise.Do you know any women that woul

31、d like to lose more than 20 pounds quickly?#4 I help people that have $10,000 or more in credit card debt, cut their payments in half and get completely out of debt in 3 years or less.Do you know anyone that has $10,000 in credit card debt, who would like to cut their payments and eliminate their de

32、bt in less that 3 years?Mindsets are extremely important mental tools for improving any area of your personal or business success.The way you think about any specific area will greatly determine how you approach it.Mindsets act as rules or frames to use for thinking about a specific topic and in this case, the mindsets are going to be about your Elevator Pitch.MINDSETSELEVATOR PITCH MINDSET #1Your Elevator Pitch is NOT a sales pitch. Its not designed to sell!It should be targeted to the desired results and needs of your customer. not you, your product or service.ELEVATOR PITCH MINDSE