|
||||||
|
||||||
|
Woo the Buyer's Limbic Mind or All Your Sales Efforts areWoo the Buyer's Limbic Mind or All Your Sales Efforts areWasted Dr. Lynella Grant If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people buy from one business instead of another is no more logical than the baying of an elk's mating call. In fact, it works exactly the same way, through the limbic system. 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 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 alert to face to face exchanges. Printed materials, ads, Websites, packaging, facilities and every other component of your operation all must face its scrutiny. It can spot the inconsistent signals you don't even know you're sending. But you can make your business limbic-friendly with no more expense or effort than you already spend. To discover how to eliminate limbic- jarring signals, visit my site, http://www.yellowpagesage.com Jarring or inconsistent signals turn the limbic mind off They may seem minor, but they cost you big time. The limbic mind doesn't decide by words (content) but by more subtle signals that people send without intending to (context). And its reaction is almost instantaneous. It can be fickle, if you don't continue to amuse, or if you fail to deliver. But it can also be determinedly loyal--when the connection forged with her is strong and personal. By wooing the limbic system, you'll get the attention of the only buyer that matters. So assess your business practices and promotional materials to ensure they acknowledge its crucial involvement. When they're limbic-friendly, all your other sales efforts will yield greater returns. (c) Lynella Grant, 2004 About the author: -- Dr. Lynella Grant is an expert in visual communication, how printed materials send signals that reinforce or negate the verbal message. Decode and repair your unintended impressions. Author, "The Business Card Book" and "Yellow Page Smarts." http://www.yellowpagesage.com(719) 395-9450 Off the Page Press P.O. Box 4880 Buena Vista, CO 81211 Circulated by Article Emporium The Most Profitable Internet Marketing Strategy Ever So what's the most profitable internet marketing strategy you can apply to your business right now and start profiting from it for years to come? It's having your own responsive mailing list. Here's how it works: You CAN start today by collecting the name... Finding the Best and Most Lucrative Affiliate Programs One of the questions that is asked the most by both the beginning and experienced Internet Marketer is, What are the best affiliate programs? With literally thousands of affiliate programs on the Internet to choose from it is no surprise that people have problems deciding ... Earn money from your web-site with affiliate links If you have a website with some traffic, you can make money by having links to merchants' online shops on your site.If someone goes through your links into the shop of the merchant, and buys something, you earn commission from the sale, between 5% and 40% depending on type of merch... Increase your Adsense income So you want to increase your Adsense income? Log into your Adsense account, and look at your last month's stats. There are three key areas that contribute to your earnings: Impressions, Clickthroughs and Effective CPM. Improving your stats in any, or preferably, all of these three ... Why Write an eBook? It's not true that everything that has been said has already been written. Since that unfortunate axiom came into use, the whole universe has changed. Technology has changed, ideas have changed, and the mindsets of entire nations have changed. The fact is t... Get your SUBSCRIBERS to READ your emails - using these 3 email marketing tips As home based business owners, when we do marketing by email we ask ourselves, “Why are many of my subscribers not reading my emails? Why are they not buying my products?” There are many reasons why your subscribers don't WANT to buy YOUR products. The 3 most common reaso... LSI and Link Popularity When Paypal's official Web site no longer ranked 1 in Google on a search for "paypal," it was obvious that Google had become more aggressive in penalizing sites with "unnatural" backlink anchor text. Although the high-profile Paypal example has since been rectified, ... Network Marketing Success- The MLM Leadership Secret of Heart Touched Leadership- By Doug Firebaugh MLM Leadership - The MLM Success Secret to Leadership- First You Must TOUCH... THEN Change. by Doug Firebaugh There are three Rules of Network Marketing Leadership for MLM Leaders:. 1) You must touch people first before you can ever change their l... Internet Marketing- The Importance of Team Work Almost every online opportunity seems perfect to join and some of them really are, but before you join, even it is free, you should know The Importance of Team Work. If you are : Active promoter- many years of experience in online marketing ,able to refer hun... Woo the Buyer's Limbic Mind or All Your Sales Efforts are Woo the Buyer's Limbic Mind or All Your Sales Efforts are Wasted Dr. Lynella Grant If you've driven yourself crazy trying to figure out why so many customers get away, relax. You can't figure it out because... It's not logical. The impulse that makes people... 10 Ways to Make More Money in Business Don't you just love Paul Simon? The lyrics to his songs are not only pleasing to the ears, but can be inspirational. Imagine yourself enjoying the warm autumn sunlight while listening to Paul's song, “50 Ways to Leave your Lover”. Now, stretch your imagination just a bit and think ... Pay Per Click and Search Engine Optimization – A Perfect Marriage Pay per click or search engine optimization, which one should you use? Many view PPC marketing as a colossal waste of money while others disdain search engine optimization. In reality, the two marketing strategies form a perfect marriage. Pay-Per-Click - PPC PPC ... What Makes a Good Copywriter? What Makes a Good Copywriter? If you need high quality copy for a brochure, direct mail, newsletter, advertisement, optimised web copy, or some other form of marketing, chances are that your company will benefit from using a copywriter. But what makes a good copywrite... MLM Success Training- Network Marketing Secrets to Recruiting Small Business Owners by Doug Firebaugh Many Network Marketing distributors overlook for some reason the small business owner and professional. They don't attempt to talk to them about their products and business as many they believe they simply would not be interested. That is no the case with... Selecting Affiliate systems that Work There are thousands upon thousands of different affiliate programs available to you across the world wide web, so getting started with an affiliate program can sometimes seem a bit daunting. However, when you know what you're looking for, you'll feel much more prepared to tackle t...
|
|
|||||
|
||||||