Post on 19-Oct-2014
description
Doug Fosterthe Idea Mechanics
Why should I buy what you’re selling?
Convince Me!
@theideamechanic
This presentation and performance by Doug Foster at indieconf 2010 on 13Nov10 is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 3.0 United States License. Permissions beyond the scope of this license may be available at http://theideamechanic.com/contact.
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Intro
Think Sell Plan Tell Show Try SatisfyIntro Wrap
6.7 billion people sell something
every day
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Everyone sells,even you
Think Sell Plan Tell Show Try SatisfyIntro Wrap
What do you sell?
ProductService
Point-of-view
Think Sell Plan Tell Show Try SatisfyIntro Wrap
If you don’t know how to sell ...
Think Sell Plan Tell Show Try SatisfyIntro Wrap
... or if you do know how to sell ...
Think Sell Plan Tell Show Try SatisfyIntro Wrap
... this is an easy, simple way to sell.
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
That’s it
We’re doneGo home
Think
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Don’t think like a seller.
Think like a buyer.
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Why should I buywhat you’re selling?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
WII-FM
What’s In It – For Me?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Money? Time?Leverage?Security?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
You must know
My industryMy business
My pain
Sell
Think Sell Plan Tell Show Try SatisfyIntro Wrap
How do you sell?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Find Talk Hang out Network Subscribe Get social
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Find Talk (like today) Hang out (watering holes) Network (TIMA) Subscribe (RSS, MailChimp) Get social (Tweet)
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Educate Plan Tell Show Try Satisfy
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Educate Plan Tell Show Try Satisfy
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Close Deciding is logical Buying is emotional I’ll convince me No buyer’s remorse Don’t badger
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Close
Grady the Badger
http://www.youtube.com/watch?v=A9maS_7rrkY
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Foster Ask Listen FYI Deliver Fix
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Foster Ask (don’t assume) Listen (more than you talk) FYI (keep thinking of me) Deliver (expectations) Fix (things will go wrong)
Plan
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
“If you don't know where you're going,
you'll wind up somewhere else.”
Yogi Berra
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Know me,know my story,
know my backstory
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Know my story How/why When Where How much Who/what
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Plan the tripMy Point A
Your Point B
(buyer)
(seller)
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Why should Imake the trip?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
What will I see? You know my points of
interest, right?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Who’s alongfor the ride?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
I only haveso much money and
so much time
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Are we goingdown the street or around the world?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Scenarios are powerful planning
tools
Think Sell Plan Tell Show Try SatisfyIntro Wrap
“The Art of the Long View”
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Plan alternate routes for roadblocks,
shortcuts ...
Tell
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Short Storiesthat Sell™
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Our brains are wired for stories
(and pictures)
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Low brain
High brain
Think Sell Plan Tell Show Try SatisfyIntro Wrap
I want to knowYOUR story
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Your story should be unlike any other
Think Sell Plan Tell Show Try SatisfyIntro Wrap
What’s (y)our story How/why When Where How much Who/what
•
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Fit the story to the location and
situation
http://theideamechanic.com/short-stories-that-sell-so-what-do-you-do/
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Elevator pitch?Short stories?
Chat?Seminar?Meeting?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
I help people sellhttp://theideamechanic.com
Think Sell Plan Tell Show Try SatisfyIntro Wrap
StoriesDemonstrations
Experiences
We help people sellhttp://theideamechanics.com
Think Sell Plan Tell Show Try SatisfyIntro Wrap
A good story
Length, width, depth Memorable Invokes emotion
Think Sell Plan Tell Show Try SatisfyIntro Wrap
What’s an idea?What works now?
Tell the truth
Think Sell Plan Tell Show Try SatisfyIntro Wrap
7 layers of how to tell a story
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Application Purpose, conversation
Session Media, audio, video
Transport Delivery: best effort or guaranteed
Network Payload, message
Link 1:many, 1:few, 1:1
Physical Location, medium connects locations, topology
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Your goal is to starta conversation
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Conversations are threaded with
interactive stories
Think Sell Plan Tell Show Try SatisfyIntro Wrap
160,000 IP phonesin 10 minutes
Show
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Why should I believe you?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Careful, maybeI’m (really) smarter
than you
Think Sell Plan Tell Show Try SatisfyIntro Wrap
#1 “Now I get it”
How it worksUnder the hoodTo what degree
Think Sell Plan Tell Show Try SatisfyIntro Wrap
#2 “I believe”
I have faith
Think Sell Plan Tell Show Try SatisfyIntro Wrap
#3 “I trust”
You have told me repeated truths
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Persuade me
with a quantitative,logical, rational
argument
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Demonstrate
Seeing is believingNo smoke & mirrors
Works vs. Idea
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Success story
1st hand is best2nd hand is good
Make it viral?
Try
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
If seeing is believing,
then trying is buying.
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Sensory, emotional
An event you can smell, touch, taste,
hear, see, feel
Think Sell Plan Tell Show Try SatisfyIntro Wrap
An engaging experience
(dance, don’t watch)
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Make it RealMake it a WOW!™
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Good
A crowd experience(random gathering)
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Better
A community of interest experience
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Best
A personal experience
Think Sell Plan Tell Show Try SatisfyIntro Wrap
VoIP for the Navy
Satisfy
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Questions are good
Good conversations have questions, even
tough ones
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Concerns are great
I’m sharing,not hiding them
Think Sell Plan Tell Show Try SatisfyIntro Wrap
I need more. Where/how can I learn
more?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Ask meListen to me
Respond directly
Think Sell Plan Tell Show Try SatisfyIntro Wrap
How do you I measure success?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Only 2 questions
Did I buy?Would I buy again?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
What if I’m not satisfied?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Some people are never satisfied
Think Sell Plan Tell Show Try SatisfyIntro Wrap
A SMART buyerSatisfiedMotivatedAdvocate who is
RemorselessTrusting
Think Sell Plan Tell Show Try SatisfyIntro Wrap
A SMART buyer
is your best seller
Wrap
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Selling and convincing ...
Plan the tripTell your storyShow proofTry itSatisfy completely
Foster
Close
Educate
Find
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Where can I learn more?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
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Think Sell Plan Tell Show Try SatisfyIntro Wrap
Where are the slides?
Think Sell Plan Tell Show Try SatisfyIntro Wrap
http://slideshare.net/theideamechanic/Convince-Me-Why-Should-I-Buy-indieconf-2010
Think Sell Plan Tell Show Try SatisfyIntro Wrap
Thanks!
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