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Atricle Dump - Woo the Buyer's Limbic Mind or All Your Sales Efforts are Wasted
Triple your response from expos by avoiding the top ten blunders at expos. Turn disappointment into sales success!If you are like most exhibitors, you were disappointed from the results at your last expo. There is only one reason for dismal results from an expo and that is not knowing how to maximize the opportunities from an expo/tradeshow.Here are some amazing facts from expos/tradeshows:1. Most attendees come to an expo because they are seriously researching the vendors and their products and services2. A majority of the attendees
Step Four - Action
The sale--if you've done it right; or a missed opportunity
Step 2 is supposed to come "after" Step 1. But sales people usually want it first. It doesn't work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But
Brand is important even when not changing your name. If your goal is to grow your market share and your category is relatively mature then re-evaluating your brand is as important as your advertising messages. Eighty percent of our clients change their brand but never change the name of their product, service or company. The only other thing that changes is their bottom line.Brand Is A Contract Think about the dollars that you spend on marketing and advertising and compare that to the allocation you have
The limbic system is instinctive--older than language, faster than thinking. It controls trust. It controls attention and desire. And logic must stand aside until the limbic part of the brain decides something is trustworthy. In primitive times it was constantly alert for danger. Detecting threats spelled the difference between life and death. That function is still important today (although the risks are different).
So here's how the buyer's pattern works.
Step One - Court the limbic system
Provide reasons for the limbic mind to be interested in you. Let it get to know and like your personality, the unique flavor of the business. Once it decides it's interested (or not), it hands the matter off to logic, which waits to be called up.
Step Two - The logical mind evaluates the arguments and facts
It considers the pros and cons and arrives at its best choice.
Step Three - The mind then defers the final decision back to the limbic mind
It says Yes or No. The final decision isn't logical, and rational thinking plays a secondary role. Although it's willing to let you think it runs the show, that's not true.
Step Four - Action
The sale--if you've done it right; or a missed opportunity
Step 2 is supposed to come "after" Step 1. But sales people usually want it first. It doesn't work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But g
Good typography is an art. There is a lot to know about type, from typeface design, to using appropriate typefaces, to learning typesetting rules and conventions. How you use type has everything to do with how your pages communicate and engage the reader. I could write about type for the rest of the year and still have more to tell you.As computers have rapidly taken over the task of typesetting, everyone, including the designer, has had to learn typesetting rules and conventions in order for their printed work to look its best and draw readers in. And now
So here's how the buyer's pattern works.
Step One - Court the limbic system
Provide reasons for the limbic mind to be interested in you. Let it get to know and like your personality, the unique flavor of the business. Once it decides it's interested (or not), it hands the matter off to logic, which waits to be called up.
Step Two - The logical mind evaluates the arguments and facts
It considers the pros and cons and arrives at its best choice.
Step Three - The mind then defers the final decision back to the limbic mind
It says Yes or No. The final decision isn't logical, and rational thinking plays a secondary role. Although it's willing to let you think it runs the show, that's not true.
Step Four - Action
The sale--if you've done it right; or a missed opportunity
Step 2 is supposed to come "after" Step 1. But sales people usually want it first. It doesn't work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But
How can you make ‘head and shoulder’ shots look professional and be less embarrassing for the subject? If you are being photographed, how can you get a result to be proud of?With the increasing availability of digital cameras it is becoming common for companies to take their own photos, whether these are for staff IDs, board member pictures, or to accompany publicity and PR articles. Unfortunately the staff member taking them rarely has any training and we end up with badly posed, uncomfortable looking subjects with far too many chins and a light fitting gr
So here's how the buyer's pattern works.
Step One - Court the limbic system
Provide reasons for the limbic mind to be interested in you. Let it get to know and like your personality, the unique flavor of the business. Once it decides it's interested (or not), it hands the matter off to logic, which waits to be called up.
Step Two - The logical mind evaluates the arguments and facts
It considers the pros and cons and arrives at its best choice.
Step Three - The mind then defers the final decision back to the limbic mind
It says Yes or No. The final decision isn't logical, and rational thinking plays a secondary role. Although it's willing to let you think it runs the show, that's not true.
Step Four - Action
The sale--if you've done it right; or a missed opportunity
Step 2 is supposed to come "after" Step 1. But sales people usually want it first. It doesn't work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But
Interviewing is a two-way street. Obviously, the organization is using the interview process to evaluate you and your credentials to determine if you are a solid fit for the company’s needs. But the interview is equally important for the opportunity it affords you to evaluate how well the company and the position match what you are seeking. Formulating a series of well-thought out questions in advance of the interview will not only help you draw out pertinent information form the interviewer, but also demonstrate your intelligence and sincere interest in the po
Step Two - The logical mind evaluates the arguments and facts
It considers the pros and cons and arrives at its best choice.
Step Three - The mind then defers the final decision back to the limbic mind
It says Yes or No. The final decision isn't logical, and rational thinking plays a secondary role. Although it's willing to let you think it runs the show, that's not true.
Step Four - Action
The sale--if you've done it right; or a missed opportunity
Step 2 is supposed to come "after" Step 1. But sales people usually want it first. It doesn't work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But
Niche marketing seems all the rage these days, what with the continued phenomenal growth of small business enterprises. Countless numbers of business advisors and consultants continue to encourage budding entrepreneurs to find, research and develop niche markets as a means to guide their businesses to profit and success. I've published several articles on the subject of niche marketing myself. And, as a market sector, niche markets certainly have their place. There will always be portions of any given market that are ignored or rejected by the larger companies, or
Step Four - Action
The sale--if you've done it right; or a missed opportunity
Step 2 is supposed to come "after" Step 1. But sales people usually want it first. It doesn't work that way. Most Web sites and business ads start directly with logic, unaware of the vital importance of the limbic system. But getting the buyer to purchase without its blessing is a long shot.
Successful businesses make more money because they speak to the deeper (emotional or instinctive) concerns of their specific market. They engage their buyer's limbic mind in a unique and noteworthy way--a way that matters to them. The value of that company's products and services (which are seldom unique to them) are secondary to making that strong limbic connection. The ability to do so doesn't depend on their size, bankroll, or how long they've been around--but on understanding what their customers really wants.
The Mating Call
You need to send a "mating call" of attraction. By knowing your buyer's desires, you understand they're looking not just for products or services, but the good feeling that they expect to go with them. Your ability to deliver that feeling (in a variety of ways) is evidence of your enhanced value to them. They buy because they want that intangible "something" that makes you stand out from the rest.
A buyer's limbic system decides in an instant--and doesn't change its mind. That part of the mind constantly scans for either of two things--what it likes (attraction) and, equally important, what it dislikes or fears. Anything else hardly rates a notice (indifference)--and that includes most information. It has already decided from the context even before the words are heard or read.
But don't assume the limbic mind is only aler
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