THERE IS AN ORDER AND A PROCESS TO FACE-TO-FACE MARKETING
AND, LIKE EVERYTHING, IT BEGINS WITH TRUST
Connect with the Basic Instincts
BEFORE ANYONE BUYS ANYTHING THEY HAVE TO BUY YOU
First you establish trust with the basic instincts and establish rapport with the personality. What results is a relationship, and
every relationship holds almost infinite possibilities.
Connect with the Head
POLICE YOUR LANGUAGE — BECAUSE THE MEANING OF YOUR COMMUNICATION LIES IN THE RESPONSE YOU GET
Communication is a double-edged sword. Unless you present your ideas with a specific outcome, a feedback mechanism and room for
flexibility, you cannot control the outcome. A successful communicator will say "Be here on time" instead of "Don't be
late." Same goes for "My pleasure," rather than "No problem."
... and Connect with the Heart
CAPTURE THE EMOTIONS AND YOU CAPTURE THE HEART
Why is it that some people are more eloquent and persuasive than others? Why can one financial planner have people eating out of the
palm of her hand while another doesn't get her calls returned? How can one parent get her teenagers cooperation while another tears
her hair out? How can one presenter make an audience light up while another sends that same audience to sleep? Why can some general
inspire undying loyalty while others are greeted with suspicion?
The answer is simple. Truly successful persuaders know how to capture the imagination and control the emotions with metaphors and stories.
FACTS AND FIGURES FADE FAST BUT
"ONCE UPON A TIME" LASTS FOREVER