Click to edit Master title style,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,*,*,Click to edit Master text styles,Second level,Third level,Fourth level,Fifth level,Click to edit Master title style,WHY are we all Networking?,WHY NETWORKING?,TO GET MORE CUSTOMERS,We all NEED a Consistent and Ever-Growing Steady Stream of New Customers so we can build our business and make the amount of money weve convinced ourselves that we deserve.,For the last 20 years my sole occupation has been about“Getting Customers”for my clients.,In some cases I was responsible for running and managing their entire marketing system and campaigns.,In other cases I was a consultant or coach in either Internet Marketing or Business Networking.,ABOUT ME,After working with hundreds and hundreds of marketing&networking clients,generating thousands of leads,referrals and sales,marketing all kinds of products and services,I came to a realization that merged from asking a very basic question to myself,MARKETING,Search Engine Marketing-Social Media Marketing-Video Marketing,What is the essence of Marketing?The word Marketing is very Abstract,Advertising:Radio,Television,Print,Face-to-Face Marketing-Networking-Referrals-Sales,WHAT IS THE ESSENCE OF MARKETING?,The Essence of Marketing is.Getting Customers,In my experience,the most powerful form of marketing is.,Face-to-Face-Referrals-Networking,1)You must understand how to TRIGGER your Prospects Attention,GETTING CUSTOMERS,2)How to get your prospect Focussed and Engaged,3)How to create curiosity in the mind of your prospect so they want to know more,To be truly successful at getting customers you have to FIRST be able to do 3 things extremely well:,THE KEY TO A GREAT PITCH,The KEY is Psychology,Understanding how the Human Psychological and Emotional Systems Work.,Understanding how humans really make decisions.,RATIONAL?,Are Humans RATIONAL?,Are YOU RATIONAL?,Buying decisions are rarely logical or rational-even though the mind truly believes they are.,The PERFECT Psychological Model,-,HOW DO HUMANS REALLY MAKE DECISIONS?,Dr.Paul D.MacLean-Neuroscientist,Developed a model called The Triune Brain Model.,Anevolutionary model that describes how our human brains developed over millions of years.,He says we humans actually have 3 brains in 1.,TRIUNE BRAIN MODEL,The FIRST brain to form is called theReptilian Brain or Automatic Brain,Over the Reptilian Brain,grew the Mammalian Brain,which is our Emotional Brain,Then finally,much later over those 2 brains grew the NeoCortex or our thinking Brain,TRIUNE BRAIN MODEL,Most of us walk around thinking its our logical,thinking brain thats in control,when in reality,its our emotional Mammalian brain,and more predominantly our Reptilian brain thats really in control.,So inside our brain we have a Reptile,a Mammal and a Thinker.,Its responsible for all of our autonomic systems.Breathing-Heart Rate-Digestion etc.,It cant think it can only react.,THE REPTILIAN BRAIN,It has 2 Main Drivers-SURVIVAL&PROCREATION,It is the fastest of the 3 brains,Because its driven by survival-Its the first GATEKEEPER of all incoming data.Gatekeeper meaning It decides what is brought to our Attention.,THE REPTILIAN BRAIN,It Monitors and Filters EVERYTHING coming into our brain.,Dr.Joe Dispenza a Neuroscientist states our reptilian brain processes over 400 billion bits of information per second,but we are aware of only 2,000 bits of that information.,THE REPTILIAN BRAIN,This is the FIRST brain we have to talk to in any Marketing,Networking or Sales environment!,The reptilian Brain is the ATTENTION TRIGGER system of our Brain.,THE REPTILIAN BRAIN,If we dont get our prospects attention-nothing will happen.,Triggering Attention is an Automatic System.,So how do we trigger attention?,Through Recognition,THE REPTILIAN BRAIN,At a Party,You TRIGGER your prospects attention by naming them their specific category.,You need to know who your SPECIFIC Ideal Customer is?,The next brain we need to talk to is the Mammalian Brain,This brain is the path to our emotions,the home of our values and the gateway to our long-term memories.,THE MAMMALIAN BRAIN(Emotional Brain-Limbic System),THE MAMMALIAN BRAIN(Emotional Brain-Limbic System),Dr.John Ratey at Harvard University said“We remember what we feel not what we calculate.”,If you want someone to remember you,just get in touch with their emotional brain.,CHARACTERISTICS OF THE MAMMALIAN BRAIN,It needs to bond with other humans,It needs to group together in Communities-Social Groups-Peers,Its main goals are NEEDS and VALUES,This is the second gatekeeper,It wants to know;Can I trust you,do you care about me,do you respect me,do you value me,do I matter to you?,CHARACTERISTICS OF THE MAMMALIAN BRAIN,Know Your Prospects Challenge What are their Frustrations,and Fears,Know Your Prospects Goals What is their Hopes and Aspirations,You MUST know what their SPECIFIC Challenges or Goals are?,What do they really WANT-NEED-VALUE?,CO