11. Rules
1. People don’t buy what they need
2. A confused mind never buys
3. Perception is Reality
12. Rules
1. People don’t buy what they need
2. A confused mind never buys
3. Perception is Reality
4. Repetition builds Reputation
13. Rules
1. People don’t buy what they need
2. A confused mind never buys
3. Perception is Reality
4. Repetition builds Reputation
5. WIIFM > “So What”
52. Formula
Target Who We Serve
Customer
What We Provide What They Get
Benefit Why It Helps
53. Formula
Target Who We Serve
Customer
What We Provide What They Get
Benefit Why It Helps
54. Formula
Target Who We Serve
Customer
What We Provide What They Get
Benefit Why It Helps
55. Formula
Striving For Imprefection
Target individuals We Serve
I help and
Who
Customer
organizations overcome
perfectionism &
What We Provide What They Get
procrastination so they will be
more productive, Why It Helps
Benefit
happier, and
healthier.
61. Arrival
Scott “Q” Marcus
707.442.6243 • scottq@scottqmarcus.com
@scottqmarcus • facebook.com/scottqmarcus
62. Arrival
Know & love your customer
Understand beliefs & feelings
Speak their language
Ask for an action
Modify as necessary
Scott “Q” Marcus
707.442.6243 • scottq@scottqmarcus.com
@scottqmarcus • facebook.com/scottqmarcus
Notas del editor
< Activity Inspiration> < Execution Creation >
If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it)
Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad
Therefore, we have to change our beliefs. How
< Activity Inspiration> < Execution Creation >
If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it)
Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad
Therefore, we have to change our beliefs. How
< Activity Inspiration> < Execution Creation >
If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it)
Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad
Therefore, we have to change our beliefs. How
< Activity Inspiration> < Execution Creation >
If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it)
Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad
Therefore, we have to change our beliefs. How
< Activity Inspiration> < Execution Creation >
If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it)
Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad
Therefore, we have to change our beliefs. How
< Activity Inspiration> < Execution Creation >
If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it)
Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad
Therefore, we have to change our beliefs. How
< Activity Inspiration> < Execution Creation >
If we don&#x2019;t believe it, we won&#x2019;t hear it. (Or see it)
Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say &#x201C;bad clerk&#x201D; = feel bad
Therefore, we have to change our beliefs. How
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
How can they know you? (where you are)
How can they like you? (who you are)
What can you do to let them trust you? (why you do it well)
Why would they buy you? (what you'll give them)&#xA0;
AIDA
Why does a client need what you have?
What pain are they getting rid of?
Who is your market?
Who is your broader competition?
What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
&#xA0;perfectly, what would be different? What was the event that brought you in to hiring me?
80/20 rule
A,B,C clients
Lose 17% each year
Have a purpose - &#x201C;google alerts&#x201D;
Stay in touch
Relationships survive
80/20 rule
A,B,C clients
Lose 17% each year
Have a purpose - &#x201C;google alerts&#x201D;
Stay in touch
Relationships survive
80/20 rule
A,B,C clients
Lose 17% each year
Have a purpose - &#x201C;google alerts&#x201D;
Stay in touch
Relationships survive
80/20 rule
A,B,C clients
Lose 17% each year
Have a purpose - &#x201C;google alerts&#x201D;
Stay in touch
Relationships survive
80/20 rule
A,B,C clients
Lose 17% each year
Have a purpose - &#x201C;google alerts&#x201D;
Stay in touch
Relationships survive