Boost your confidence using irresistible body language.
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What’s in a name?
By Guest Blogger: Ann Convery
Why NAMING Your Systems, Services, Programs and Procedures Can Increase Your Profits.
Why name what you do? Because if done right, it will make you more money.
Tell me, what would you rather have?
— A cup of coffee or a Tall, Grande or Vente? Frappucino?
— A hamburger or a Big Mac?
— A glass of water or l’eau mineral? How about H2OM?
— Running shoes or Nike Zoom Mawlers?
— Mascara or Volumizer? (Note how the transformation is contained in the 2nd name.)
— A cell phone or an iphone? (Note how the ultra-cool brand is contained in the 2nd name.)
— Would you rather “do research” or Google?
— Join a membership site or a Diamond Mastermind?
9 Reasons To Name Your Products, Systems, Products And Procedures.
- A name creates contrast – an Old Brain tool that makes decisions easy.
- A name creates exclusivity (I have it, you don’t.)
- A name creates a community – (Want to hang with the In crowd”)
- A name creates a seductive gap between you and others – essential for creating desire. (If you had this you’d be happier/richer/healthier/smarter/etc.)
- A good name should be either exotic or simple street language – another Old Brain favorite. (Makes you feel comfortable – or – chic, cool, savvy)
- A great name is visual – most brains process visually.
- A great name contains the transformation that occurs. (Volumizer, Pampers)
- A name is proprietary – name it and you claim it. Forever! (ask Steve Jobs)
- A great name stimulates “gotta have it” emotion – essential!
Notice how many ultra-successful entrepreneurs NAME their systems and programs.
— 6-Figure Teleseminar Secrets – Lisa Sasevich
— Big Mission, Big Sales – Lisa Sasevich
— The Millionaire Protégé Club – Ali Brown
— The Invisible Close – Lisa Sasevich
— How to Charge What You’re Worth and Get It – Kendall Summerhawk
— Life on Your Terms – Anthony (Tony) Robbins
— The Ultimate Edge – Anthony (Tony) Robbins
— Ring of Fire Coaching Club – Howie Jacobson
— Simplifying and Demystifying New Media So You Can Profit from It – Sherman Hu
— Instant Wealth-Wake Up Rich! — Christopher Howard
— Chicken Soup for the Soul – Mark Victor Hansen
Why create a powerful, emotion-driven, trigger word, high-contrast name? So more people will want what you have, urgently. And you can charge more for it.
Thanks Ann, you are so right about the names we select.
Have a great day whatever your adventure
Sharon
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About Ann: Ann Convery’s clients generate up to thousands of dollars in business within weeks with her popular program “You’re So Brilliant! Why Don’t They Buy?” Ann is an international speaker, trainer and author who has delivered trainings in Barcelona, Madrid, Mexico City, and across the U.S. She has been interviewed in The Los Angeles Times, Elle, ABC-TV, Woman's Day, Entrepreneur and other media. For more information, see www.youresobrilliant.com and www.annconvery.com
The face to trust
What is it about someone's face that makes us trust them?
We choose to trust or be on-guard within seconds of meeting someone…. Why? A study by Princeton psychology researchers found we are most likely to trust someone who has a U-shaped mouth and eyes that form an almost surprised look and not trust those faces, that the edges of the mouth curl down and the eyebrows point down at the center.
Sneak a peak at the Princeton psychology researchers computer-generated range scale of Trustworthy Faces.
Communication Relationship Breakthroughs
Susie and Otto's communication secret is "Be totally transparent." Speak your truth yet in a loving way that allows the other person to want to share with you. Often times we get bound up in fear, it takes courage to step out and start new ways of communicating.
It all starts with you; be willing to be the first to own up to whatever "games" you might have been playing. A very common game is the "Gotcha game" where you both "know" you are right and work towards proving you are right and the other person is wrong. As Susie said, "Go on the no-blame diet."
Otto quoted "Everything you do and say is going to move you closer to or further away from what you want." It all starts with your intentions. Work on becoming aware of what's not working. Be willing to ask for feedback. Determine what you want, what is your center and how you want to be — come from the place of love and appreciation.
Choose language that is specific and you oriented – not the other oriented. Stop the drama. Use language such as "I'm wondering if…" or "Are you open to…" instead of "You did…" or "You should…."
This is just the tip of the great conversation Susie, Ottto and I had. Listen in here #BlogTalkRadio at http://tobtr.com/s/1040149
Bio:
Susie and Otto Collins are married partners, authors, speakers and Breakthrough Relationship Coaches–specializing in helping people create conscious, connected, passionate relationships. They are authors of "Stop Talking on Eggshells," "Magic Relationship Words" "Sho…uld You Stay or Should You Go?" "No More Jealousy," "How to Heal Your Broken Heart," "Relationship Trust Turnaround," and "Red Hot Love Relationships."
How do I know what I offer
Through email support I received this question….
Q: I continue to struggle with defining my target market in a way that makes a lot of sense, but your feedback last week was most helpful and I have a meeting scheduled next week to meet with the director at one of the local colleges. She is excited about my thoughts, so I am hopeful that I will come out of the meeting with some clear ideas about needs and how to approach those I can help.
A: Wonderful news about the meeting, even without a target market completely defined keep moving forward — remember as a small business owner waiting doesn't work.
Remember, one way to stand out from the rest to your target is to specialize, really specialize. Most small business people are good at a lot of things, so you may have to choose THE ONE that JAZZES you most – this will make you stronger and do not fear you are omitting something your clients need. If they love you they will always say "Oh, by the way…." and you say "Of course, I can….
If you don't think you have a specialty, then it's probably your natural gifts and those come so naturally to you that you just assume "If I can do it, so can everyone else." Ask friends what your gifts are to them, what are others always asking you to do are a couple of ways to uncover your gifts.
Sometimes what makes us the most special is hiding in plain sight!
Dealing with change in the workplace
Strategy number 1: Be realistic about change. Change will happen. Create ways to work with intention. Always be scanning for new, better ways to work and create new understandings.
Strategy number 2: Be open to feedback and create the place for dialogue. We've all heard misery loves company, but staying around those with that mindset can bring us down. You are who you hang out with! Seek feedback from those that have been down your road. those on the same journey and those that will always love ya! (Make sure those that will always love ya will be those that give you honest feedback, all to often close friends or family give you a pat on the back without offering new perspectives or a view from "the outside looking in."
Strategy number 3: Don't wrap your heart around one central idea. Be flexible, is the key to overcome challenges and know that all roads to success never run smooth, especially if you allow those brain pathways to become ruts.
Listen in to Laura and I – it was a great half-hour on how to adapt to the ever-changing world.
Have a great day whatever your adventure
Sharon
Twitter: www.twitter.com/ssayler
About Laura: At On Impact we are dedicated to bringing products to the marketplace that help organizations successfully maneuver the wild road of change.
Laura Goodrich is an expert in workplace dynamics and change. Greg Stiever is an Emmy award winning producer and director. The core of their work is storytelling. On one side of the house, they produce professional video stories that are internationally distributed. The videos are incorporated into training programs or are used to kick off or close important meetings. Their successful video Seeing Red Cars is internationally distributed. The book Seeing Red Cars – Driving People, Teams and Organizations to a Positive Future (Berrett-Koehler) will release January 2011. On Impact will release their next video in 2010; Shifting Years: Leverage The Power of Generations. On the other side of the house, On Impact, and Laura Goodrich brings to the marketplace products dedicated to creating positive change and to help organizations define the Future world of Work.
Laura Goodrich does a video blog about strategies that help people successfully maneuver the next decade. On Impact has developed Iphone apps, audio stories, ring tones and products that serve as reminders and reinforcement of their messages. Additionally, they have developed a process that helps organizations deal with their most pressing challenges. This process, call Driving It Home, uses a technology portal, video storytelling spaced over time and social tools to engage employees; it is particularly well suited to tackle organization’s most wicked problems ranging from strategy execution, branding, transformation initiatives, and workforce collaboration (i.e. silos, generations, diversity). It is designed to leverage the strengths of employees to take on their most pressing challenges and move the organization’s dashboard needle into the success zone!
Website (1): www.onimpactproductions.com
Website (2): www.seeingredcars.com
Facebook Personal Profile: www.facebook.com/
Twitter: www.twitter.com/lauragoodrich
Develop Mental Toughness
Dr Clint's communication secret is "Get in the same circle with the person you are talking with." Ever heard the term, walk in their shoes? That's what Dr Clint means…. learn to be flexible in the way you communicate.
Dr Clint shared with us today the first four steps in his 8 step Mental Toughness Paradigm
First, create a clear vision of what you are trying to accomplish.
Second, make a decision.
Third, engineer and develop the belief that will accomplish your goals.
Fourth, develop the commitment – know you are not going to quit.
Dr. Clint and I expand of these four plus so much more…. did you know that it doesn't take 21 days to change a habit. Listen in for the 30 minute interview and find out how to obtain mental toughness and how long it really takes to change your brain.
Dr. Pearman's book The Gift is available on Amazon.com and Barnes and Noble.com. Watch for the release soon of his next book Copenology -The New Science of Success. Visit www.clintpearman.com
About Dr Pearman:
Dr. Clint Pearman served more than 31 years in the world’s premier leadership and mental toughness training and development organization — the United States Marine Corps.
While in the Marines, he developed the Mental Toughness Paradigm – applying cutting edge brain science research to teach people how to get their minds and brains to help them accomplish extraordinary things.
While working on his soon to be released book on the Mental Toughness Paradigm — Copenology -The New Science of Success, he became side-tracked. In an attempt to provide his daughter with some insightful advice that would empower her to achieve her dreams and goals, he started writing her a letter. After 30 days of steady writing, the letter was over 300 pages long.
In 2009, The Gift – Twelve Ingredients to Improve Your Life was published after Dr. Clint was convinced by an editor to share the private book meant for his daughter with the world. Today Dr. Clint speaks to groups, large and small, about the Mental Toughness Paradigm, Copenology – The New Science of Success and his book The Gift.
You Can’t Believe Everything You Read
I was attending a presentation of “How To Give Effective Presentations” last Tuesday. You may wonder why I would attend, well, I’m a firm believer that there is always something to learn. I’m always looking for new or improved information, tips or tricks to bring you…. I was disappointed though, as the “professional” quoted a long-held belief about non-verbal communication.
(I won’t get into my rant about beliefs and questioning what we think we know, what we know we know, and what we believe we know—that would be a whole other note to you.)
She repeated the long held belief that "non-verbal communication is 93% of the entire communication,"— well, not exactly…. You may have read that formula numerous times, the numbers are accurate in the context in which they were achieved — remember like in most things context rules.
The often quoted formula for the power of non-verbal communication is:
7% of the understood meaning from the language (the words used)
38% of the understood meaning is from the other auditory components such as tone and volume
55% of the understood meaning is from the visual component such as the non-verbals including gestures
But that is not exactly true in reality and it’s important that we understand why it is not — these numbers came from controlled studies in a lab. Anytime we see numbers, particularly ones we choose to use to guide us, we need to be very clear about how those numbers were formulated. First we have to understand that research studies rarely reflect real life situations. For instance, these numbers came from a series of research studies by Albert Mehrabian, Professor Emeritus of Psychology, and his team at UCLA, that looked at how we use and understand interpersonal communication. He was interested in how listeners get their information when listening to a speaker, some questions he was looking to answer were:
- Was it from his/her "attitude"?
- Was it from their facial expression, their tone, or their words – or a combination of those?
- And what if they were sending mixed or conflicting signals – their body did not match their words?
The researchers found they could not truly segregate the different components. The measures they came up with by combining studies was they did come up with the measures of .07, .38, and .55, respectively but noted that the combined effect of communication had to be taken in consideration. Mehrabian and his team has written about the deep limitation to their research. The notes of the researchers own concerns is rarely stated, now that is it out in the common "knowledge base." So, that’s where these widely (mis)quoted numbers come from.
Do The Numbers Really Matter?
But numbers aside, the fact is that listeners take it all in, the visual, tonal and verbal cues and the percentage derived from each will vary depending on the action of the speaker, the context of the communication, how well they speaker and listener know each other, on and on…even what mood they are in….
Even if we edit the 93% number and only said it was half, that would still be 46.5%, (almost 50%)! No matter what the true numbers are, even if it is 50%, the bottom line is we all know that when someone’s body isn’t matching what their mouth is saying we walk away from the experience wondering in the best case, if we understood what they were saying, and in the worse case, if we can trust them. What we do with our body language including facial expressions, gestures and body movements is important. We need to strive to have our body be an accurate reflection of not just our words, but the true meaning of our words.
References:
Mehrabian, Albert and Morton Wiener, 1967, "Decoding of inconsistent communications," Journal of Personality and Social Psychology 6:109-114
Mehrabian, Albert and Susan R. Ferris, 1967, "Inference of attitudes from nonverbal communication in two channels," Journal of Consulting Psychology 31:248-252.
Daniel Druckman, Richard M. Rozelle, and James C. Baxter. 1982. Nonverbal Communication: Survey, Theory, and Research" Sage Publications 1982, pages 84-85.
5 Essential Strategies for Gaining Clients
Robin Leonard joined me on Beyond Lip Service Radio, listen in to find out how to create Client Loyalty. Robin breaks in down into the 5 Essential Strategies for Gaining Clients for Life. We all know that it is easier to keep and grow our existing clients than attract new ones. So why do so few businesses have a plan to ensure clients for life?
In these times, it is more important than ever to put the customer first. You need to find customers/prospects who have a genuine interest in purchasing your products because they think it can add value to their lives in some way.
1. Put your customers at the heart of your business
2. Know your customers intimately.
3. Do what you say you are going to do.
4. Don’t give them the opportunity to go somewhere else.
5. Communicate, communicate, and communicate!
Listen in as Robin Butler Leonard, a sought-after business marketing coach shows us the key elements to building a stronger and more loyal client base. As a Book Yourself Solid® certified coach, Robin is passionate about helping small business owners and solo entrepreneurs build profitable and sustainable businesses that are primed and ready for future growth.
With over twenty years of marketing experience, Robin has directed public relations, marketing communications, brand development and strategic planning for countless small businesses as well as numerous Fortune 100 companies including Sony, Ford and HP. A frequent speaker on client loyalty and retention programs, Robin helps her clients attract, retain and grow their client base. Learn more about Robin at www.greenlightideas.com.
Find out more about Communication Coach Sharon Sayler's work at: www.sharonsayler.com
