A model of human Behaviour, Value Proposition

8/14/2019 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



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



Lead Generation Cycle: When

to Approach


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Lead Generation Cycle


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Documents

A model of human Behaviour, Value Proposition