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Mental Marketing – how to Guide Your Prospect’s Mind

That is the headline of the most recent article in my column for The Register (monthly magazine for the International Association of Registered Financial Consultants).  The issue won't be released until January, but you get an advanced peek.  The article gives you some specific wording that works to capture the attention of an audience or individual.  They're really simple and […]

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    How do you persuade people to keep appointments?

    People who fail to show up for appointments cost organizations big bucks. A study in the UK showed that missed GP and hospital appointments costs the National Health Service more than 700 million pounds annually. Research carried out in liaison with the NHS Bedfordshire found that three behavior-change interventions can lead to a dramatic reduction in the numbers of people […]

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      The value of money – It’s not what you think

      For many years, Pam and I have been fascinated with personal values as behavioral motivators.  Since many of our clients are in the financial industry, we've done a lot of research into money as a motivational value.  Contrary to what many financial advisors think, money is not a top motivator.  The following comes from a survey carried out by Institute […]

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        Social Media is NOT about the technology!

        The advice is the same everywhere – shift your marketing to social media services.  It's good advice but it's off-target.  Social media is built on technology, but the technology is meaningless without a consistent message that is relevant to your target market! Once you accept the truth in that statement, you enter a world filled with contradictions.  On one hand, […]

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          How to match your selling process to the prospect’s buying process

          Most sellers use the same approach with just about every prospect.  Unfortunately, most of those approaches have no relevance to how people buy.  Both parties are looking for different things and have totally different objectives.  Let’s look first at the typical sales process:     Sales Process Activity: Talk about yourself Explain how you got into the business Tell a […]

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            Safety: The Human Dimension – Part II – The Impact of Natural Biases

            Safety isn’t a process, it’s a way of being – a way of thinking and behaving. Creating a safe culture means understanding subconscious biases that often lead us astray. It means acting mindfully rather than blindly.  Conscious awareness of these biases or blindnesses as I like to call them, is an important first step in understanding and improving decision making. […]

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