• SumoMe

Click on video above to see and hear Rhondalynn in action.

You may be surprised to hear that 95% of your prospects don’t really understand you message.  You have to understand that your potential customer is simply in pain (in some aspect of his life) and he is looking for the solution.  So he has come to you… and what do you do?

Let’s take a look at your last ad, press release, email or even the home page of your website.  If you are being honest, I would bet that more than 60% of the prime real estate here is focused on YOU – your brand, your product/service, what you are doing and why you are doing it.  And if you are using visuals they are probably of your products, your machinery, your location or even YOU.

And if you are like most business owners, the last 40% of your time and space is spent trying to cram as many words as you can into this bottom section to let your prospects know just how much you can do.  In my experience, most of you are spending way too much time trying to impress your audience with fancy words and descriptions.

Here’s the bad news – you’ve already lost your potential customer.  In fact, you put him to sleep about 2 minutes ago.

Your brain accounts for 2-3% of your body’s mass but uses 25% of your body’s energy. This is a very important fact to know if you are trying to influence or persuade others.  Your brain is the 2nd most energy consumptive organ in your body – if you don’t give it what it needs, it will control your thinking.  For those of you who are hungry right now, you know exactly what I am talking about.

From a survival perspective, the brain doesn’t like to use more energy than it has to.  If you can make it easier for your customer’s brain to grasp your message, process it quickly and decide, you are more likely to get a YES.

Just for fun, I would like to introduce you to one of your customers… well, at least the decision making brain of one of your customers.

The part of your customer’s brain that decides is the same brain that you and I share with this crocodile.  This part of the brain is solely focused on what?  Survival, that’s right.  Does Mr. Crocodile care about your brand, your products, your photo or your features and benefits?  No.  Does it care about win/win? No.  It is solely focused on itself and physical survival. This part of your customer’s brain gets triggered within 30 seconds and is permanently tuned into the WIFM (what’s in it for me) radio station – constantly scanning to protect itself from pain or death.

So what does this mean for you?  To the extent you understand the pain of your customer and are here to help him solve it, he will listen to you or read what you have to say.

Let’s come back to your marketing message for a moment.  How can you use this insight for your next ad, press release, email or your website?

First, you are going to stop wasting your most valuable real estate talking about your products, your background, your brand, your philosophy or who you have been certified by.  Your clients do not care.  If this box represents 100% of the time and space that you have to get your message across right now, you need to spend 80% of it:

–          Showing your customer you understand his pain

–          Recreating his pain

–          And offering THE solution with proof you can deliver

This means that you should never waste it with a lame opening statement like “Introducing our new spring line”, “welcome to our newsletter” or “here are our latest clearance items”.  While important to you, they mean nothing to the part of your customer’s brain that decides.  They are like a bedtime story for your customer.

If you are using photos or video, and I highly suggest you do for reasons that we will cover in a session together very soon, you want to select visuals that support what?  That’s right – recreating or demonstrating you understand your customers pain.  This is not the time or place (if you are an electrician for example) to show a picture of you and your van.  That photo is about you and not your customer’s pain.  Remember your customer is tuned into WIFM radio station.

Also, if you are going to feature your brand or logo, it does not belong up here in this important 80% area.

That leaves only 20% for your call to action and contact details, which is plenty of space if you have captured your prospects attention up top in the 80% zone.

Do you remember when I made the bold claim that 95% of your prospects don’t really understand your message?   As you can see, the reason for that is really very simple – your customer has come to you in pain (in some aspect of his life) and his crocodile brain is solely fixated on finding THE solution.  This part of his brain, which is responsible for decision making does not have the time or patience to sit around reading or listening to information that is all about you.  If you don’t capture his attention in the first 30 seconds with something that is relevant to his pain, you’ve lost him.  He can’t possibly understand your message no matter how clever or funny it is because he’s not even paying attention – his reptilian brain has already moved on to look for the solution that will keep him alive or cure the pain .

I want you to assume for a moment that you are dying of thirst. Would you be willing to sit for an hour while I substantiate my credentials, talk to you about why I started my company and educate you on the value and qualities of my pure spring water?   Or would you simply get up, walk across the street and find the water that you need to survive?

What if you were dirty and itchy?  Would you be any more willing to listen to me focus on my brand or my product for an hour?  How long would it take before you just got up and found something to wash yourself with?

And what if your house were on fire?  Would you kick back and read 3 pages of stuff on my website about how great my water is or would you rather find someone right now who can help you put out the flames?

The bottom line is this – the quickest way to connect with your customer and get the attention of the decision making part of his brain is to let him know immediately that you understand his pain and can cure it.  If you do this well upfront, he will listen to whatever it is that you have to say.

This insight will help you go from boring your prospects to convincing them and that’s good for your business.

ImagineeringNow
About The Author
Rhondalynn's life changed forever after the loss of her mother due to a senseless tragedy in 1992. She decided that despite her formal training and a promising career as a lawyer and chartered accountant, she wanted to do something more. So despite the fact she had already invested 10 years of her adult life in university and articling, she did the unthinkable. She left her high paid job as Commercial Manager for one of the largest corporations in the country, she re-trained herself in the sciences of the mind and she discovered a passion for writing and sharing her knowledge with business owners and executives. Rhondalynn has distilled the secrets to business success - that she learned from her life experience and working in GM level roles with Price Waterhouse Coopers, Max Factor, Village Cinemas, and Coles Group Ltd. - and produced a simple step-by-step process that you can apply to your business to boost your sales and bottom line. Rhondalynn can help you put strategies in place to grow your bottom line and ensure that your customers would never think of going elsewhere. She is the leading expert on harnessing the power of your brain and using it to improve your financial results in business. Rhondalynn is the author of On The Shoulders of Giants, Imagineering Your Destiny, Sobre Hombros deGigantes, Financial Foreplay, and Sales Seduction. She has appeared on CNN, Bnet/CBS, Channel 7, Channel 9, Kochie's Business Builders and 3AW, and writes for Yahoo, MYOB, Fast Thinking, Sunday Life, Dynamic Business, Business Spectator and Australian Retailer.

6 Comments:


  • By Was Savage 23 Feb 2012

    OH MY GOD! I see so many people doing exactly this with their websites. Even ours is not as customer focused as it should be. Thanks for the BFO!

  • By Byrne Petropsky 24 Feb 2012

    I was very happy to find this web-site. I definitely enjoying every little little bit of it and I’ve you bookmarked to check out new stuff you blog post.

  • By Fern Dresher 29 Feb 2012

    I am a life coach – love this article. Hope you don’t mind if I share it with some of my clients?

  • By Devan Hepburn 10 Mar 2012

    Def bookmarking this one!

  • By Renato Tamaso 10 Mar 2012

    Enjoyed this one appreciate it for putting up.

  • By Google Uses Neuromarketing Insights to Revolutionize SEO, According to Business Marketing Expert Rhondalynn Korolak : Negocio Multinivel En Mexico 15 Mar 2013

    […] MELBOURNE, Australia, March 14, 2013 /PRNewswire/ – In the past year, Google has revolutionized the game of SEO with a series of updates known as “Penguin” and “Panda”.  In the past, businesses could literally stuff their website with low quality, repetitive articles that were keyword-rich but content poor.  According to Rhondalynn Korolak, author of Sales Seduction, “these updates mean that the search results you are presented with are much more likely to engage the part of your brain that makes decisions and takes action.” […]

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