A model of human Behaviour, Value Proposition
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Transcript of A model of human Behaviour, Value Proposition
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Lead Generation
J oe Pici and Dawn Pici
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Course Topics
A Model of Human Behavior:How to Approach
Value Propositions: What to Say
Lead Generation Cycle:
When to Approach
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Slow Paced
Cautious
Concerned
Reluctant
Contemplative
Discerning
PaceFast Paced
Optimistic
Energetic
Involved
Decisive
Enthusiastic
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Priority People Feelings
Relationships Caring
Sharing
Emotions
Friendships
Task
Process
Organization Function
Program
Plans
Project
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Body Language
Direct
Steady Eye Contact Big Gestures
Quick Movements
Leans Forward
Points
Interactive
Animated expressions Much Body Movement
Often Distracted
Energetic
Charming, Personable
Calculating Few Facial Expressions
Controlled Gestures Faultless Grooming
Non-emotional
Formal, Conservative
Steady Intermittent Eye Contact
Wears Subdued Colors Gentle Gestures
Exhibits Patience Polite and Non-Confrontational
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Vocal Tones
Interactive
Dramatic Tells stories, anecdotes
Much inflection
Shares personal feelings High volume, fast speech
Steady Prefers Listening
Lower volume, slower rate Last one to speak
Stops quickly if interrupted
Warm, conversational tones
Direct
Talks more than listens Blunt and to the point
High volume, fast speech
Makes strong statements
Uses forceful tones
Calculating Fact oriented
Asks pertinent questions Monotone
Uses thinking words Likes speech to be precise
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Direct
IBO
CUSTOMER
Interactive
IBO
CUSTOMER
Calculating
IBO
CUSTOMER
Steady
IBO
CUSTOMER
Classification Exercise:
You and Your Customer
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Course Topics
A Model of Human Behavior:How to Approach
Value Propositions: What to Say
Lead Generation Cycle:
When to Approach
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Value Propositions
AreCLEAR, SIMPLEstatements of the tangible
RESULTSa customer gets from using your
products or services. They are focused on
OUTCOMESand stress the business VALUE
of your offering.
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What do You Say?
Professionals
Benefits
Solutions
Results
Amateurs
Features
Quality
Title
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Two Typical Approaches
Yellow Pages Approach
I sell
I install
I own
What you DO
Catalog Approach
We have
Fast Service
Office supplies
Your Offerings
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Outcomes and Results-oriented
Talkoutcomesnot products and services.
Tie resultsto critical business issues.
Tie resultsto personal issues.
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Listen for Customer Needs and
Pains
Overwhelmed by Holiday Shopping Confusion over Good Nutrition
Doesnt have time to eat right Wants to slow down aging process
Looking for extra income
Struggling with stagnant business
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Three Approaches
Pain-centeredUses a pain the person canrelate to.
Benefits-centeredUses a benefit the
person would desire.
Question-centeredQualifies the need of
the person.
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Pain-centered Approach
I/We work with/help(target market)
who are (verb) with
(problem).
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Pain-centered Example
Sponsoring I work with people who are struggling to meet
their monthly bills.
Product
I help realtors in a down market create ongoing
referrals.
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Benefits-centered Approach
I/We work with/help(target market)
who want to(what they want)
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Benefits-centered Example
Sponsoring I help people set-up secondary incomes.
Product
I help people who want better health, cut
through the nutritional maze.
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Question-centered Approach
If I/we could show you a way to(put an end to pain)
and
(create benefit),
would that be worth 15 minutes of your time?
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Question-centered Example
Sponsoring If I could show you a way to increase your
annual income on a part time basis, would that
be worth 15 minutes of your time?Product
Would it be worth 45 minutes of your time to
show you how to recapture a more youthfulappearance?
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Course Topics
A Model of Human Behavior:How to Approach
Value Propositions: What to Say
Lead Generation Cycle: When
to Approach
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Lead Generation Cycle
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Lead Generation Cycle
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Lead Generation Cycle
.
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Lead Generation Cycle
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Lead Generation Cycle
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Lead Generation Cycle