Just some notes.
[Notes from http://it.slashdot.org/story/13/05/05/1527211/ask-slashdot-how-to-teach-it-to-senior-management]
1. Tell them what you’re going to tell them.
2. Tell it to them.
3. Tell them what you just told them.
Three things businesses care about: 1) Saves money over the long run 2) Saves time over the long run, and 3) Saves effort over the long run. Frame your information in those terms.
Along those same lines: Three things clients care about are cost, results and risk’
[End notes from Slashdot.org]
[Paraphrased from copyblogger.com Sell Without Selling] Engage clients with vivid emotion. Be bold. What is the threat your product confronts? Be as vivid in your description of how your product offers a solution. “You’re creating a strong contrast: loneliness to connection, disease to robust health, despair to joy.” [Copyblogger.com]
Instead of your product and its benefits talk about all the pain caused by the problem your potential clients want solved. Get inside their environment and write about the painful symptoms they are or could be feeling and experiencing if something isn’t done to deal with the situation quickly. [End paraphrase]
[Simon Sinek — Ted.com]
Why you do what you do.
How you do what you do.
What you do.
summary of video:
The goal is to do business with people who believe what you believe
- Grounded in biology
- Homosapian brain = what (features, benefits)
- limbic brains = trust and loyalty, decision making, no language
- Homosapian brain rationalizes limbic brain work
attract people who believe what you believe
Apple
- Why — everything we do we believe in challenging the status quo
- we belive in thinking differently
- how — beautifully designed, userfriendly, simple to use
- what — we make great computers
help now
- Why — We believe that fair negotiations benefit everyone, we believe in helping people learn how to negotiate fairly.
- How — Our services are provided by volunteers trained in the arts of negotiation and working with
what if TIVO did this
- If you’re the kind of person who likes to have total control over every aspect of your life, boy have we got a product for you.
Interview with Simon Sinek
“Ask yourself, “Why am I giving this talk?” I understand you have invented something. I understand you have a perspective on something. But, what is the reason you feel compelled to give your message to others? What is so important that people should bother giving up any of their time to listen to you?”
http://speakingsherpa.com/interview-simon-sineks-public-speaking-advice/