Archives for December 2012

Neuro Linguistic Programming & Persuasion Techniques

PEPnet Educational Moment (07/19/12):
Neuro Linguistic Programming & Persuasion Techniques

“Character may almost be called the most effective means of persuasion.” – Aristotle

  • NLP = Neuro-linguistic programming (NLP) is an approach to communication, personal development, and psychotherapy created in the 1970s. The title refers to a stated connection between the neurological processes, language, and behavioral patterns that have been learned through experience (“programming”) and can be organized to achieve specific goals in life.
  • It Is About Character!= DISCLAIMER:  It really is about character.  You have to believe that the product or service that you provide is truly beneficial to your clients and prospects.  If your product or service fulfils a very specific need, if it solves a problem, if it makes the world a better place then why wouldn’t you sell it as strongly as possible?  Don’t you have a duty to sell every single person you see on the benefits of your business.
    • Shameless Self Promotion = It really is about shamelessly promoting yourself and your product or service because it is in the best interests of your prospects.  Shameless self promotion means promoting yourself in all the means, methods, and media possible to the greatest extent possible.  It’s about making money people!
  • The Process: Rapport, Criteria, Resistance, & Success:
    • Rapport = Building a ropport with those you wish to influence is of paramount importance.  Too often people talk AT one another and don’t pay to WHAT the other is actually saying.  There are 2 primary types of rapport – physical and mental:

–       Physical

  • Mirroring
    • Body
    • Breath
    • Speech

–       Emotional

  • Taking Action    – Verbs
  • The “HOOK”
  • Feelings…
  • What / When / Why / Where / How / Could / Can / If / May / Might / Must / Etc.
  • Loops =  Points within a sales narrative that you depend upon for a “story” or ongoning narrative.  The Simpsones did an episode where it was a story, within a story, within a story, within a YAWN…
  • STORY-SELLING
  • Criteria = Do / Can / Will They Buy What Your’re Selling?

–       The “Mother” Role = People do business with one another for a host of unpredictable reasons.  “My friends think I am cool, I eat well, or I vote Democrat (Just Kidding)” are things you have to consider when you are trying to decide WHO you are selling to…

–        Ask Questions… NOONE DOES! = There is an epidemic of people going to see doctors about Cancer, Obesity, & Diabetes… the biggest killers in today’s society…  Diagnosis after diagnosis, nobody asks any questions…  I realized this recently going through my own Achilles Tendon Rupture.  Afterwards, there were so many questions that other people had that I never thought to ask.  I can tell you that, looking back, I should have decided my criteria for success.  Just another example…

  • Resistance

–       To Influence = Emotional Connections Thru Stories, Acknowledgement, or REFOCUS

–       To Proposal = Guarantees,Timeframes, and a Sales Vision

  • Success = Follow through and you get SALES… what could be better than that?

PEPnet Educational Moment (07/19/12):
Neuro Linguistic Programming & Persuasion Techniques


“Character may almost be called the most effective means of persuasion.” – Aristotle

 

·         NLP = Neuro-linguistic programming (NLP) is an approach to communication, personal development, and psychotherapy created in the 1970s. The title refers to a stated connection between the neurological processes, language, and behavioral patterns that have been learned through experience (“programming”) and can be organized to achieve specific goals in life.

·         It Is About Character! = DISCLAIMER:  It really is about character.  You have to believe that the product or service that you provide is truly beneficial to your clients and prospects.  If your product or service fulfils a very specific need, if it solves a problem, if it makes the world a better place then why wouldn’t you sell it as strongly as possible?  Don’t you have a duty to sell every single person you see on the benefits of your business.

o    Shameless Self Promotion = It really is about shamelessly promoting yourself and your product or service because it is in the best interests of your prospects.  Shameless self promotion means promoting yourself in all the means, methods, and media possible to the greatest extent possible.  It’s about making money people!

·         The Process: Rapport, Criteria, Resistance, & Success:

o    Rapport = Building a ropport with those you wish to influence is of paramount importance.  Too often people talk AT one another and don’t pay to WHAT the other is actually saying.  There are 2 primary types of rapport – physical and mental:

       Physical

·         Mirroring

o    Body

o    Breath

o    Speech

       Emotional

·         Taking Action    – Verbs

·         The “HOOK”

·         Feelings…

·         What / When / Why / Where / How / Could / Can / If / May / Might / Must / Etc.

·         Loops =  Points within a sales narrative that you depend upon for a “story” or ongoning narrative.  The Simpsones did an episode where it was a story, within a story, within a story, within a YAWN…

·         STORY-SELLING

o    Criteria = Do / Can / Will They Buy What Your’re Selling?

       The “Mother” Role = People do business with one another for a host of unpredictable reasons.  “My friends think I am cool, I eat well, or I vote Democrat (Just Kidding)” are things you have to consider when you are trying to decide WHO you are selling to…

        Ask Questions… NOONE DOES! = There is an epidemic of people going to see doctors about Cancer, Obesity, & Diabetes… the biggest killers in today’s society…  Diagnosis after diagnosis, nobody asks any questions…  I realized this recently going through my own Achilles Tendon Rupture.  Afterwards, there were so many questions that other people had that I never thought to ask.  I can tell you that, looking back, I should have decided my criteria for success.  Just another example…

o    Resistance

       To Influence = Emotional Connections Thru Stories, Acknowledgement, or REFOCUS

       To Proposal = Guarantees,Timeframes, and a Sales Vision

o    Success = Follow through and you get SALES… what could be better than that?

What you should have on your website home page

In business, you only get one chance to make a good first impression, and your company’s website is no different. When customers arrive at your site they should instantly have a clear understanding of who you are and what you do. But statistics show that many small-business websites lack the basics, which puts them at risk of losing a customer with just one click.

The relationship between a customer and a business is based on trust. Is your website customer-friendly? Start with the five things that belong on the front page of every business website.

1. Contact information:

A recent survey by Chantilly, Va.-based local media and advertising research group BIA/Kelsey indicates that nearly 75 percent of small-business websites don’t have an email link on their homepage. And six out of 10 don’t have a phone number.
Minimally, your site should have a clear email link and a phone number. If you have a physical location, consider including the full address with the state and zip code, as well as a map and directions.

2. Images that represent what you do:

If you sell wedding cakes, for instance, the front page of your website should have a picture of one of your cakes. As basic as this sounds, many business sites use irrelevant graphics such as butterflies and family photos, or worse, no graphics at all.
But be mindful of how you display images. Think twice before making them spin or shake or do anything else that can be distracting or irritating.

3. Clear navigation with working links:

The front page of your site should have a clear navigation system either across the top or down one side of the page. The buttons should be clearly marked with words that correspond to the content on your site and help customers quickly find what they’re looking for. Also consider including buttons for shipping options, FAQs and background on your company.

It’s also important to click your links on a regular basis to make sure they all work, or use Google Webmaster Tools to identify any 404 errors. Broken links not only prevent shoppers from completing their orders, they can also make it appear as if you don’t care about your business.

4. An email signup box:

One effective way to encourage customer loyalty is with a regular newsletter. Put a signup box on the front page of your website and offer rewards, such as a discount on a future order to anyone who submits his or her email address. Services such as Mailchimp offer simple ways of doing this.

5. Social media links:

Help customers stay in touch by providing links to your social media accounts right on your front page. Use recognizable icons linked to Facebook, Twitter, Pinterest or LinkedIn. You can also use feed widgets to encourage instant follow-up as well as social media sharing.

LinkedIn

LinkedIn announced a new feature called Endorsements that gives users a simpler way to recommend their professional connections.

Until now, the primary way to suggest a friend or coworker for a job on LinkedIn has been to go through the process of writing a formal recommendation. Now, with the Endorsement tool, you can simply click the “Endorse” button to recognize one of your connections for a particular skill or skills.

When you look at a contact’s profile page on the social network, you’ll see a list of skills at the top of the page and be prompted to pick which ones if any you’d like to endorse. Similarly, if you scroll down to the Skills and Expertise section of their profile, you’ll have another option to endorse certain skills just by clicking a plus-sign next to each of the skills listed.

LinkedIn will notify the user by e-mail when he or she has been endorsed by someone and these endorsements will be displayed on their profile page. Users still have the option to write longer recommendations as well, but Endorsements may be more popular for more casual recommendations.

In essence, the Endorse button is really just LinkedIn’s version of Facebook’s “Like” button, but geared towards professionals. This is just the latest example of LinkedIn trying to boost engagement on the social network by taking a page from competitors like Facebook and Twitter. Earlier this year, LinkedIn introduced a Follow button for brands, similar to Twitter, and just this month the company rolled out a Facebook-style notifications system to keep track of network updates.

 

Free Phone Calls on LinkedIn:

Farewell, phone numbers. Plingm, the Swedish mobile VoIP app, takes the
innovation lead on smartphone communication and introduces free phone calls
for LinkedIn’s 151 million users. Without a single digit, Plingm users with an
iPhone can call their own contacts on LinkedIn directly.

Across the world, LinkedIn has more than 151 million LinkedIn users. Thanks to
an innovative back-end solution developed by Plingm, LinkedIn users can now
also call and talk to their LinkedIn contacts for free anywhere in the world.

“Mobile numbers are legacy. By using our LinkedIn calling feature, you can
always reach the person you want to speak to even if they switch jobs or
change their number,” says Pandelis Eliopoulos, co-founder of Plingm. “With
the growing use of social media, the possibility to call your LinkedIn
contacts directly without a phone number is a logical evolution of mobile
communication.”

How to do it

Download the Plingm app from the App Store and accept to connect with your
LinkedIn account. The app automatically scans and imports all your contacts.
Calls between Plingm users are free, regardless if you are in the same town or
on the other side of the world.

About the app

With the numbers steadily increasing and an impressive consumer rating on App
Store, the mobile VoIP app Plingm combines high sound quality with
user-friendliness. All calls made to other Plingm users are free, regardless
of where they are in the world, and there is no time limit. Calling with this
service instead of a traditional operator will save people large sums of
money, particularly on international calls. At a low rate, consumers can also
call friends not yet using Plingm.

Plingm develops innovative, people-friendly technology that enables people
cost efficient ways to communicate. The company was founded by entrepreneurs
from the telecommunications and Internet industry. Plingm is based in
Stockholm and active in 170 markets. More info on plingm.com .

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