dinsdag 12 januari 2016

15 Psychological Triggers to Convert Leads into Customers

In every sales situation you can use these psychological triggers to convince, persuade and convert your leads and prospect into happy paying customers

Here you find 15 tips and tricks that play on the subconscious mind of your leads. This is a easy and quick summary based on an article from Kissmetrics and Entrepreneur.


Understanding these and knowing how to use them in your sales pitch will help you to win over customers and grow your business. 

1. The Driving Force of All Human Behaviour


  • Need to avoid pain
  • Desire to gain pleasure

We do thing because it gives us pleasure. In order to influence “them”, you need to know what already influences them
  • A to Z Technique
    • A: Where they are now
    • Z: Where they want to be

2. Novelty

Exposure to something new and unfamiliar increases the release of dopamine in the brain

3. Explain Why

Our rational mind is always searching for meanings. People are willing to do more if you give them a reason.

4. Tell A Story

It triggers emotion and we are emotional creatures.

5. Simplify Your Solution

People will always choose the least demanding course of action.

6. Create A Common Enemy

And Ally with your prospect against it. 
The common enemy is the reason they are not getting the results they want.
  • We create common enemies because it unites us with groups of people we believe to be like us.
  • Plus it gives an explanation why bad thing happen in the world.


7. Inspire Curiosity

Based on the information gap theory: What we know and what we want to know.
Curiosity inspires action and triggers activities.
It’s also associated with pleasure.

8. Build Anticipation

Create publicity for you products before they are released to get people exited about them.

9. Use Social Proof

Human beings are social creatures, we look to others to determine what actions we should take.

10. Create References

We focus on the relative advantage of one thing over another and estimate value accordingly.

11. Make Your Potential Customer Feel Significant 

Make them feel important by letting them know we care about them.

12. Build A Community

We have an inherent need to be part of a social community and feel connected to others.
Give the prospect the feeling that you service/product will help them get what they want.

13. What is Hot of the Press?

We react to what is more prevalent in our minds.
The more we are triggered about a product/idea the more we will talk about it.

14. Implement Scarcity

The less there is of something, the more people perceive to be a highly valued commodity. Which in turn means that the more they will want to buy it.

15. Build Controversy

Mild controversy in your marketing engages audience triggers curiosity and anger.

Challenge 1 of the 3 B’s: Behaviour, Belief or Belongings.


woensdag 19 maart 2014

The Power of Habit

Why we do what we do and how to change  


I just finished this book: 'The Power of Habit' and it's really mind blowing.

Everybody has habits, good and bad ones. We don't think about how they were born or created, but always we would like to change our bad habits.

Habits can be described as for example riding a bicycle, driving a car, smoking, nail biting.... everything we do actually can be described as habit.

But have you ever thought about it how our habits started to exist?

Well I have, and that was the reason why I bought this book. For years and years I've been smoking cigarettes, even if i know they are bad for my health (like everybody knows). But that doesn't stop us from keep on smoking, right?

When I started to read this book, I had one goal in mind: how to stop smoking and change this bad habit.

Every habit starts with a cue, which kickstarts a routine, which in turn gives back an award.


The clue is if you want to change a habit or create a new one, you should find your trigger(s) - cue('s) which kickstarts your routine and gives you the reward you want. Remark, the reward is not always what you expect.

Like in my example, smoking cigarettes, the cue or trigger can be a couple things: boredom, stress, social environment, food, situations, when drinking and friends. The routine, or in other words, my answer on these trickers was to light up a cigaret. The reward I received is different for every cue, e.g. for boredom I felt less bored and had 'something' on hands, for stress it 'calmed' me down (by the way, you know that if you smoke a cigaret you actually get more stress? Read the book 'Allen Carr's Easy Way to Stop Smoking' by Allen Car), for social environment it gave me a sense of belonging to a group, after food it gave a feeling of closure (but I soon realize that I don't have it when I'm with not smokers).

Once I had figured out my cues/triggers, I knew that at that time I was vulnerable to smoke a cigaret, and that I had to do something. So what I did is created different 'routines' whenever I felt the urge to light up a cigaret.

Anyway to make a long story short, the book is a must read for anybody who want to quit a bad habit or anybody who wants to start a good habit (like exercising in the morning or meditating or .... you name it).

Here you can find 2 easy charts on 

How to CREATE a habit:



How to CHANGE a habit:





maandag 9 december 2013

We only exist to serve

Selling and CSRS

Stay close to your customer and help them solve their problems.
  • Business opportunity comes from the difference between 
    • the current reality and the desired future – it is the tension or energy that is created that causes action.
  • There is no such thing as a 'problem' - a problem is an opinion, i.e., it is a subjective view. A hole in your tooth might appear like a problem to you, but for a dentist it is a business opportunity.
  • The reason companies exist is to help people… whilst I have always said we are in business to solve a customer problem, Fred argued "the customer solved his problem with our help"… “We only exist to serve”.

woensdag 4 december 2013

Creativity is....

Let’s talk about the different aspects of creativity: What is creativity? What does it mean and encompass? How do we know if something is creative? What are the key aspects of creativity? And what can you do, to boost your creativity?

1. Creativity is… useful.

“The value of an idea lies in the using of it”, said the American inventor and entrepreneur Thomas Edison. A great creative idea must be useful; it must be meaningful and make the world a better place; it must address a worthwhile issue in a relevant, appropriate, functional way. How do you know if your idea is useful? Here’s Edison again: “Anything that won’t sell, I don’t want to invent. Its sale is proof of utility, and utility is success.” And “The Father of Advertising”, David Ogilvy, echoed this when he said, “If it doesn’t sell, it isn’t creative.”
Questions: 
How much meaning do your value propositions make? How to make your products and services more meaningful and useful? What does your sales trend tell you about the usefulness of your products?

2. Creativity is… fresh and new.

“Creativity is seeing something that doesn’t exist already. You need to find out how you can bring it into being and that way be a playmate with God,” said Michele Shea. All truly creative ideas are really new. While they usually build on existing concepts, creative ideas are fresh and unprecedented. And like fresh milk, ideas should be dated so you can act on them before they go bad.
Questions: 
How fresh are the ideas that your business is built on? What’s their expiration date?

3. Creativity is… original and unique.

If it’s not original, it’s not creative. Albert Einstein was joking when he said, “The secret to creativity is knowing how to hide your sources.” Truly creative ideas are one-of-a-kind. They are unique. And like those ideas, the geniuses who produce them are themselves one-of-a-kind, and they celebrate what makes them unique — even when it means being deemed misfits or “black sheep” who do not belong in the herd.
Questions: 
How original and unique are the things that you offer to your customers? Are you offering “me-too” products and services, or are they original, unique creations? How much of your originality and uniqueness do you display in your work?

4. Creativity is… beautiful.

R. Buckminster Fuller said, “When I’m working on a problem, I never think about beauty. I think only how to solve the problem. But when I have finished, if the solution is not beautiful, I know it is wrong.” Aside from being fresh, original, useful and functional, the best creative solutions are beautiful.
Questions: 
How beautiful are the products, services, and solutions that you provide to the market? How can you make them more beautiful, even sexy?

5. Creativity is… simple.

Leonardo da Vinci said, “Simplicity is the ultimate sophistication.” Simplicity is another hallmark of creativity. But why? “Any intelligent fool can make things bigger, more complex, and more violent. It takes a touch of genius — and a lot of courage — to move in the opposite direction,” said Albert Einstein. Some of the most creative products or solutions are notable for their simplicity. 
Questions: 
How simple or complex are your market offerings? How can you add more value to your clients and yourself by making things simpler?

6. Creativity is… playful, funny, and fun.

“The creation of something new is not accomplished by the intellect but by the play instinct acting from inner necessity. The creative mind plays with the objects it loves,” said the Swiss psychologist Carl Jung. Having a surprising insight or conceiving a new, original idea is often a by-product of creative play. As my fellow creativity coach Mitch Ditkoff said, “It’s no accident that AHA and HAHA are spelled almost the same way.” Because creativity and play go hand in hand, outstanding creative concepts contain elements of fun, wit and playfulness, and most creative geniuses are witty, playful people, too.
Questions: 
How playful and humorous is your workplace? How much fun is it for your clients to do business with you? How can you increase the fun factor at your company to make it more creative?

7. Creativity is… pleasurable, addictive, hedonistic, and sexy.

“Creativity is a drug I cannot live without,” said the Hollywood movie producer Cecil B. DeMille. Living a creative life is addictive and pleasurable, which is why anyone who has the courage to live life creatively cannot go back to working in what Scott Adams calls “Cubicleville”. The pleasure that creativity gives those who create is often reflected in outputs that are pleasurable to watch, use, and interact with, and may even have sex appeal. Deepak Chopra said, “Creativity is ultimately sexual — I’m sorry — but it is!”

Questions:  
How addicted to creativity are you? How can you make your value offerings more pleasurable and sexy?

8. Creativity is… the courage to fail. 

“An essential aspect of creativity is not being afraid to fail”, noted the American inventor and founder of Polaroid Edwin H. Land. Other famous inventors like James Dyson (“The key to success is failure… Success is made of 99 percent failure”), Charles F. Kettering (“It is not a disgrace to fail. Failing is one of the greatest arts in the world”) and Thomas A. Edison (“’I have not failed. I’ve just found 10000 ways that won’t work”) likewise emphasized the importance of temporary setbacks and failure as essential part of a rapid prototyping approach and of the creative (learning) process on how to eventually create new value and make things work.
Questions: 
When have you failed the last time? What have you learned from your failure? How may you vary your approach to succeed the next time? How does your company look at failure? How often do you dare to be wrong?

9. Creativity is… the interplay of creation and destruction.

“The difficulty lies not so much in developing new ideas as in escaping from old ones,” noticed the famous British economist John Maynard Keyes. Everyone knows that great creativity creates something new and useful, but few are aware that great creativity often starts with destroying the old to make space for the new. 
Questions: 
What is an “old idea” that makes you feel scared? What deserves being destroyed to make space for a new, better creation?

10. Creativity is… perfect imperfection.

“Perfectionism is the enemy of creation,” believed the writer John Updike. And he is not alone. “Artists who seek perfection in everything are those who cannot attain it in anything,” commented the French artist Eugene Delacroix. Likewise, the Spanish artist Salvator Dali advised: “Have no fear of perfection – you’ll never reach it.” Truly excellent creative concepts often border perfection, yet resemble more a state that I call “perfect imperfection”, which is in line with Vince Lombardi’s insight that: “Perfection is not attainable, but if we chase perfection we can catch excellence.”
Questions: 
How much of a perfectionist are you? In what ways does the aim for perfection restrain you in creating ideas and outputs, and in living a creative life?

11. Creativity is … pure passion.

”Creativity is the quality that you bring to the activity that you are doing. It is an attitude, an inner approach – how you look at things . . . Whatsoever you do, if you do it joyfully, if you do it lovingly, if your act of doing is not purely economical, then it is creative,” observed the spiritual teacher Osho. Clearly, it’s passion for their chosen creative work and the joy from successfully resolving a creative challenge that drives Creatives, and not money. “People will be most creative when they feel motivated primarily by the interest, satisfaction, and challenge of the work itself — and not by external pressures,” summarized the American psychologist Teresa Amabile her research findings into the motivational side of creativity.
Questions: 
How passionate are you about your work? Do you do what you do just because of the money? Or do you love what you do and follow your work with all your heart and full of creative zest?

12. Creativity is… sensitivity to problems and opportunities.

“Creativity is… seeing something that doesn’t exist already. You need to find out how you can bring it into being and that way be a playmate with God,” noted Michele Shea. A central aspect of a creative mind is problem or opportunity sensitivity, the ability turn a problem into an opportunity or to spot an opportunity to create something new and valuable out of nothing. “Anyone can look for fashion in a boutique or history in a museum. The creative explorer looks for history in a hardware store and fashion in an airport,” suggests Robert Wieder. But note that finding a problem or opportunity alone is only a starting point to creation, as the American poet James Russel Lowell reminds us: “Creativity is not the finding of a thing, but the making something out of it after it is found.”
Questions: 
How sensitive are you to notice problems and sport opportunities? When was the last time that you turned a problem into an opportunity, or pursued an opportunity to create new value?

13. Creativity is … playing with constraints.

“Creativity arises out of the tension between spontaneity and limitations, the latter (like the river banks) forcing the spontaneity into the various forms which are essential to the work of art or poem,” noted Rollo May. Playing with this seemingly paradoxical balance between freedom and constraints is a key creative strategy. For example, when we ask “What if”-questions such as “What if you had to double your revenues within a year? Or within a month?”, we impose a time constraint, while with the question “What if senior management tripled the budgets for your division?”, we remove a monetary constraint. In both cases, this play between imposing and removing limiting constraints is a surefire way to set your imagination on fire.
Questions: 
What limiting constraints could you remove to free your imagination? What limiting constraints could you impose to get you going and move out of your comfort zone?

14. Creativity is… freedom.

The Russian expressionist Wassily Kandinsky noted: “There is no must in art because art is free.” Imagine an institution or society that limits and restricts the open access to certain types of information, and monitors what information people view and share; that expect their people not to ask a lot of questions (and particularly not impermissible ones). Do you expect the people that live and work inside such a tightly controlled box to really think out-of-the box? To come up with outstanding creativity? “Creativity is the greatest expression of liberty”, believes the American author Bryant H. McGill rightly. Clearly, creativity is all about freedom and florishes in free environments and societies. 
Questions: 
How much freedom does your company provide to your employees?

15. Creativity is… you.

“There is a genius in all of us”, noted Albert Einstein. I agree. Although you may not agree with Einstein and me, there is also a creative genius in you. At least, you were a highly creative beginner when you were a young child, as we all were.
Questions: 
How creative are you these days? How creative were you as a young child? What can you do to reconnect to your inner creativity? How can you start living a more creative life?

Conclusion:

“Creativity is inventing, experimenting, growing, taking risks, breaking rules, making mistakes, and having fun,” as the American author Mary Lou Cook summarizes it in one line. When would now be a good time to indulge in some creative activity? And what other key dimensions of creativity have you noticed? Please note that this list of sixteen principles of great creativity is by no means conclusive — so feel invited to add to your own views on what “Creativity is…” for you.

This article was first published in the Bangkok Post on 4 July 2013.
© Dr. Detlef Reis / Thinkergy Limited 2013.

woensdag 27 november 2013

6 Principles of Consultative Selling

Régis Lemmens from Sales Cubes enlightened me about 6 Principles of Consultative Selling, it reminded me of the 9 Laws of Attraction.

These 6 principles can be used and will always work to persuade your customer, here they are
  1. Likability: flatter your customer, let him feel important, like attracts like
  2. Consistency: conditioning, if you say this is important to you, you should also act to it
  3. Reciprocity: Somebody does something for you, you feel like doing something back
  4. Scarcity: Now or never, let him think that this it's now or never, people will feel like if they don't buy it, they are missing out of something...
  5. Credibility: proof your credibility or start with a weakness its shows honesty, and then you build up to your strengths...
  6. Crowd: people do what others do, other companies such as ... or competitors use this product/service also...
You can use these principles in your sales meeting or sales visits, the best one is Consistency, this together with the SPIN selling technique (what problem do you have, so what could be a solution, what is your need... OK, I have this solution for you problem and it will give you this benefit that suites your need --> consistency!!!) and don't forget to flatter your customer (what a nice office) or look for same interests (doing same sport, reading the same book, and so on.)

More on Régis Lemmens visit his blog

maandag 25 november 2013

Danny Brown's - Sunday Slide Share

A while ago I stumbled on this blog of a famous Sociale Media and Marketing expert, Danny Brown. His blog is the 1 # marketing blog in the world.
Every Sunday he shares his favorite Slide Share about marketing.
I've been following him now for a couple weeks, and every week I learn something new.
Here are the last 3 very interesting insights and information about Mobile Marketing and online campaigns:
* Say Goodbye to the Campaign Calender
50 Amazing Facts About Mobile Marketing
5 Reasons Why You Need to Be Mobile Ready for 2014

zaterdag 31 augustus 2013

Bangkok Life Day #192

Allright Day 192 in Bangkok 
At a poolparty in Sofitel So :) 
Every last saturday of the month @250THB