5 Secrets to Attracting More Business Whenever You Open Your Mouth
5 Secrets to Attracting More Business Whenever You Open Your Mouth
Does this question make you cringe because you have to speak your 30-second introduction? Perhaps you’re uncomfortable with it because it’s just “not quite right”---and it doesn’t capture the magic of what you really do to help others. Or, maybe you’re wondering if it sounds canned, corny, and over-rehearsed. That’s a real turn-off, for you and the other person, isn’t it?
One thing I know for sure is we’ve all been through the exercise of writing our 30-second introductions multiple times. Typically, you get a piece of paper on it with lines that you have to fill in, and voila, you have your 30-second introduction! Maybe it’s time to revisit the old “30-second”, update it, and breathe new life into it so you can attract more business!
Would you like some tips about how you can energize and emotionalize your 30-second introduction, or "30-second sound byte". Great! Here’s how…
The Formula
As human beings, we respond to people, topics, and things that stimulate our emotions, so it is crucial, if you want to be “heard”, that your 30-second sound byte stimulates emotions. If you fail to stimulate an emotional interest or response, people simply won’t listen to you. Are you ready to learn about how to get other peoples’ attention, and generate interest in YOU when you speak with them? Here are the 5 parts to a sure-fire formula to get the emotional response you want from others:
1. Don’t label yourself (I am a mortgage broker…I am a Web designer…).
2. Identify “What” you are really selling.
3. Use strong verbs, such as create, design, and teach. (NEVER use adjectives.)
4. Use numbers to “dollarize” and quantify what you do.
5. Relate these numbers to Money, Love, or Health.
Let’s get into some more detail about each of the 5 components of the formula…
1. Don’t label yourself.
As of this moment, stop labeling by saying, “I am a graphics artist”, or “I am a marketing consultant”. As soon as you say something like that, people try to place you somewhere in their minds, because the brain is a HUGE filing cabinet! For example, if you say, “I’m a mortgage broker”, usually the first thing the other person will think is, “I’ve already got one, and I don’t need one”. Oh, and you’re selling promotional products? “Got some, don’t need any more.” If you label yourself, you instantly close the other person’s receptiveness to you, because they think they don’t need you. Give yourself a greater chance of being heard by keeping the other person’s mental filing cabinet open.
2. Identify “What” you are really selling.
You’re not just a mortgage broker, marketing consultant, or a massage therapist. The key in this step is to identify what it is that you are truly selling. For example, if you’re a mortgage broker, perhaps you’re selling financial independence through investment in real estate. If you are a marketing consultant, you may be selling how to increase a person’s income, and a massage therapist is selling stress relief.
Identify the ultimate benefit someone will receive by working with you.
3. Use strong verbs, such as create, design, and teach. (NEVER use adjectives.)
Verbs are the most powerful words in the English language, so, you certainly want to put them to work for you.
All of us also tend to define each other by the verbs we use in our speech. For example, if you say you help, you are the “helper”. If you say I assist, you are the “assistant”. Think about this…if you say you help or assist, the client still has a lot of work to do in their minds to solve their problem, don’t they? Their problem still isn’t solved, and they’re not interested in your solution, because they want pain relief and results now!
Use stronger verbs in your 30-second, such as. “I teach”, “I create”, or “I develop,” makes you appear stronger, more dynamic, and more helpful in solving problems.
Also, never use adjectives in your 30-second introductions. Study after study in the advertising field shows they simply don’t work. Saying, “I have the most fabulous skin cream that works wonders!” seems like a sales pitch, and is not very credible. This leads us into our 4th part of the formula…
4. Use numbers to “dollarize” and quantify what you do.
Numbers are the MOST powerful “words” you can use in your 30-second sound byte. People remember numbers because:
- Numbers make the abstract real.
- Numbers are shown to make us anxious and curious.
For example, if you say, “I teach people the 5 secrets about how to create financial freedom,” or “I’ve developed 2 techniques how to increase your online traffic by 30% within 2 months,” it captures attention, and creates curiosity, doesn’t it?
“Dollarizing” your value is the most powerful thing you can do to create both interest and a response in the listener to your 30-second sound byte. Think of your best success story, and use this as a guideline to dollarize and quantify your sound byte.
The last piece of the formula is to…
5. Relate these numbers to Money, Love or Health.
Things having to do with money, love or health create the strongest emotional triggers in people. That’s because we all have very strong needs regarding all three of these topics---they are key primary needs we all need to have satisfied. Tying what you do with these three trigger words almost guarantees you will get a stronger emotional response another person.
If you use these 5 steps to create your 30-second introduction, you will create an emotionally charged message that will capture peoples’ attention, and generate interest in what you have to say!
Copyright 2008, Bonita L. Richter
5 Secrets to Attracting More Business Whenever You Open Your Mouth - To learn more about this author, visit Bonita Richter's Website.
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“So, what do you do?”
Does this question make you cringe because you have to speak your 30-second introduction? Perhaps you’re uncomfortable with it because it’s just “not quite right”---and it doesn’t capture the magic of what you really do to help others. Or, maybe you’re wondering if it sounds canned, corny, and over-rehearsed. That’s a real turn-off, for you and the other person, isn’t it?
One thing I know for sure is we’ve all been through the exercise of writing our 30-second introductions multiple times. Typically, you get a piece of paper on it with lines that you have to fill in, and voila, you have your 30-second introduction! Maybe it’s time to revisit the old “30-second”, update it, and breathe new life into it so you can attract more business!
Would you like some tips about how you can energize and emotionalize your 30-second introduction, or "30-second sound byte". Great! Here’s how…
The Formula
As human beings, we respond to people, topics, and things that stimulate our emotions, so it is crucial, if you want to be “heard”, that your 30-second sound byte stimulates emotions. If you fail to stimulate an emotional interest or response, people simply won’t listen to you. Are you ready to learn about how to get other peoples’ attention, and generate interest in YOU when you speak with them? Here are the 5 parts to a sure-fire formula to get the emotional response you want from others:
1. Don’t label yourself (I am a mortgage broker…I am a Web designer…).
2. Identify “What” you are really selling.
3. Use strong verbs, such as create, design, and teach. (NEVER use adjectives.)
4. Use numbers to “dollarize” and quantify what you do.
5. Relate these numbers to Money, Love, or Health.
Let’s get into some more detail about each of the 5 components of the formula…
1. Don’t label yourself.
As of this moment, stop labeling by saying, “I am a graphics artist”, or “I am a marketing consultant”. As soon as you say something like that, people try to place you somewhere in their minds, because the brain is a HUGE filing cabinet! For example, if you say, “I’m a mortgage broker”, usually the first thing the other person will think is, “I’ve already got one, and I don’t need one”. Oh, and you’re selling promotional products? “Got some, don’t need any more.” If you label yourself, you instantly close the other person’s receptiveness to you, because they think they don’t need you. Give yourself a greater chance of being heard by keeping the other person’s mental filing cabinet open.
2. Identify “What” you are really selling.
You’re not just a mortgage broker, marketing consultant, or a massage therapist. The key in this step is to identify what it is that you are truly selling. For example, if you’re a mortgage broker, perhaps you’re selling financial independence through investment in real estate. If you are a marketing consultant, you may be selling how to increase a person’s income, and a massage therapist is selling stress relief.
Identify the ultimate benefit someone will receive by working with you.
3. Use strong verbs, such as create, design, and teach. (NEVER use adjectives.)
Verbs are the most powerful words in the English language, so, you certainly want to put them to work for you.
All of us also tend to define each other by the verbs we use in our speech. For example, if you say you help, you are the “helper”. If you say I assist, you are the “assistant”. Think about this…if you say you help or assist, the client still has a lot of work to do in their minds to solve their problem, don’t they? Their problem still isn’t solved, and they’re not interested in your solution, because they want pain relief and results now!
Use stronger verbs in your 30-second, such as. “I teach”, “I create”, or “I develop,” makes you appear stronger, more dynamic, and more helpful in solving problems.
Also, never use adjectives in your 30-second introductions. Study after study in the advertising field shows they simply don’t work. Saying, “I have the most fabulous skin cream that works wonders!” seems like a sales pitch, and is not very credible. This leads us into our 4th part of the formula…
4. Use numbers to “dollarize” and quantify what you do.
Numbers are the MOST powerful “words” you can use in your 30-second sound byte. People remember numbers because:
- Numbers make the abstract real.
- Numbers are shown to make us anxious and curious.
For example, if you say, “I teach people the 5 secrets about how to create financial freedom,” or “I’ve developed 2 techniques how to increase your online traffic by 30% within 2 months,” it captures attention, and creates curiosity, doesn’t it?
“Dollarizing” your value is the most powerful thing you can do to create both interest and a response in the listener to your 30-second sound byte. Think of your best success story, and use this as a guideline to dollarize and quantify your sound byte.
The last piece of the formula is to…
5. Relate these numbers to Money, Love or Health.
Things having to do with money, love or health create the strongest emotional triggers in people. That’s because we all have very strong needs regarding all three of these topics---they are key primary needs we all need to have satisfied. Tying what you do with these three trigger words almost guarantees you will get a stronger emotional response another person.
If you use these 5 steps to create your 30-second introduction, you will create an emotionally charged message that will capture peoples’ attention, and generate interest in what you have to say!
Copyright 2008, Bonita L. Richter
5 Secrets to Attracting More Business Whenever You Open Your Mouth - To learn more about this author, visit Bonita Richter's Website.
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David BarrDavid Barr is the President of Venture Opportunities, Inc. David has been a professional business broker/intermediary since 1980 focusing on General Business Brokerage and Mergers and Acquisitions representing client transaction value from $400,000 to $20,000,000. Mr. Barr has handled the sale of over four hundred and fifty companies. David earned a university degree from the State University of New York majoring in economics and business. David holds the Mergers and Acquisition Master Intermediary and the Certified Business Intermediary designations from the International Business Brokers Association. He is also a Senior Business Analyst and a Texas licensed Real Estate Agent. For more information about David and Venture Opportunities, visit www.bizdealmaker.com. - Visit David Barr's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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Jeff FosterWebBizIdeas.com is a Minneapolis website design company founded to help people start an internet business by providing them with website, business, and internet resources that help foster the growth of successful online businesses and develop innovative Internet business ideas. We specialize in internet consulting & internet marketing. - Visit Jeff Foster's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith's Website |
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Cheryl MatthynssensCheryl is a life skills coach, licensed Chemical Dependency Counselor and a 20 year entrepreneur. Cheryl's dedication to achieving a life of balance led to her expanding her teaching from the simple managing of life's daily challenges to adding financial well being as well. A direct marketer with DrinkACT, she is gaining ground in the online community with her concepts of making sure business owners, entreprenuers and employees have well rounded life styles. She opened up a small affiliate site - The Balance Guide- to help others find resources for mental and emotional well being. Visit Cheryl's blog to see more of the diversity beyond business she has began offering online at www.thebalanceguide.blogspot.com - Visit Cheryl Matthynssens's Website |
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