Speak Your Business in 30 Seconds or Less ™ Ann Convery.

Speak Your Business inSpeak Your Business in30 Seconds or Less30 Seconds or Less™™

Ann ConveryAnn Convery

What doyou do?

What do you do?

What is the average human attention span?

What is the average human attention span?

ANSWER: 9 seconds

That’s the attention span of a goldfish.

PurposePurpose

TO COMMUNICATE IN

BUYER’S LANGUAGE

• CREATE a short 30-second hook, using verbs, numbers and PR techniques, that touches the subliminal needs in your prospect’s mind and leaves them hungry…leaves them wanting more.

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1. The Zygarnik Effect - People remember incomplete tasks better than completed ones.

2. Curiosity is the single biggest factor in sales.

3. Human beings are about pattern recognition. “Speak Your Business” is about pattern interrupt.

“I’ve called all my members last week, and I’ve only got 4 positions left at

$100,000 each. Are you in?”

12-12-12 Rule12-12-12 Rule

12 feet – You decide who the person is.

12 inches – You make up your mind.

12 words – You write them off.

Why People Don’t Listen

THE DIFFERENCE BETWEEN TELLING, THE DIFFERENCE BETWEEN TELLING, SELLING AND “HOOKING”SELLING AND “HOOKING”

TELLING: “I'm a realtor. I help people find their dream homes, refinance, or buy investment property.”

SELLING: “If you want to buy a house, no matter what your credit history, I can find you a loan that will get you a home.”

HOOKING: “Most people have to work until July until they start making money. I teach people to start making money in 60 days.”

POST-HOOK: “I teach people not to use their insurance. I usually save people from $12,000 to $30,000 in the initial meeting. We’ve saved our clients over 40 billion in the last 20 years.”

“I’m a mortgage broker. I help people build their dream homes.”

“I’m a mortgage broker. I help people build their dream homes.”

“I teach people 5 secrets of wealth and cash flow so they can leverage other people’s money and hang on to more of their own.”

DO NOT LABEL YOURSELF

I transform I accelerate I teach

“My surgeon has performed over successful operations with a % success rate. He patented of the techniques now used by doctors in different countries. People fly in from continents to see him. He has a -month waiting list.”

“Our surgeon really helped my husband. People fly in from all over to see him. He’s an amazing doctor.”

The media conditions us to hear numbers.

Numbers cause ANXIETY.

Don’t Give ThemYour Laundry List

Average Message: We recover lost files for our clients. We also store files and monitor their computer systems to maintain smooth operations at all times.

Dollarized Message:One $30,000 employee who surfs the Net, or sends personal emails for 2 hours a week, is costing companies $2,065 a year. One of our clients was losing over $100,000 a year in lost revenue. We plugged up the leaks in their computer system and saved them half a million in 5 years.

Average Message:Average Message:We save all our clients money.We save all our clients money.

Dollarized Message:Dollarized Message:We have one simple technique that has saved an average of $12,700 per client.

Did you know that 92% of people who buy insurance are paying too much?

This insurance policy has saved thousands of families from financial ruin and losing their homes.

Did you know that preventative care insurance helped keep people from 30 to 40% healthier and saved thousands of dollars in doctor’s bills?

When you have a simple heath question, using your insurance hotline can save you hours of time at the doctors office.

MONEY

LOVE/ RELATIONSHIPS

HEALTH & MONEY

TIME

The SPEAK YOUR BUSINESS System

It’s not about you.

It’s about the dollarized / quantified results you can produce for them.

1. STATUS

2. EXPERTISE

3. CURIOSITY

4. COMPLETE ATTENTION

5. THEY SHOULD BE WORKING WITH YOU

Why should you educate?Why should you educate?

5 Reasons Why Stories Work Like 5 Reasons Why Stories Work Like Rocket Fuel in Your MessageRocket Fuel in Your Message

1) Lower our unconscious

2) Facts tell, stories sell

3) Credibility and expertise

4) Terrific anecdotal evidence

5) Enhance status and power

“I use these air filters myself, and I no longer have to dust my house.”

“I can't keep this skin cream in stock. A lot of my clients are asked if they've had facelifts.”

“There are so many stories from using these supplements I can't name them all. My customers tell me their fatigue is gone, their sleep problems disappear, they lose weight -

one woman lost 45 pounds in three months.”

“One woman told me the first time her husband saw her in the tear-drop earrings he took her to dinner at the Bel Air.”

“My surgeon has performed over successful operations with a % success rate. He patented of the techniques now used by doctors in different countries. People fly in from continents to see him. He has a -month waiting list.”

“My surgeon is one of the best in his field. Thank God we found him. He saved my husband’s life. People fly in from all over the world to see him.”

What do you

do?

I find buried

treasure.

You do?Where?

On average, I find $50K to $100K in assets that my clients didn’t know they had. Then I teach them

how to invest it for a safe and comfortable future.

Brain TeaserBrain Teaser

Riddle QuestionsRiddle Questions

Pet Food Salesperson: “Did you know 22% of pet owners feel closer to their

pet than their spouse?”

Hotel Linen Supplier:

“Do you know the number one

reason people won’t return to

a hotel?”

Insurance Salesman:

“I guess you’ve heard that

only 5% of people will

retire wealthy?”

HEADLINE FOLLOW-UP

MESSAGE: “Many professionals can't grow their business because they hate to sell. I teach 10 easy steps to turn conversation into clients. One of my first clients doubled his sales in 30 days.”

HEADLINE FOLLOW-UP: “All the techniques in the world won't teach you how to sell if you don't know the biggest secret to sales.”

SUCCESS STORY FOLLOW-UP

MESSAGE: “I teach our clients how to recover up to $400,000 on their phone invoices. When they work with us, they never have to speak to a telephone sales rep again.”

SUCCESS STORY FOLLOW-UP: “Three years later our client asked us to review their new phone contract, and we found another $69,000 in billing errors.”

NEW LEVEL FOLLOW-UPIndicate That Your Success Has Brought You to a New Level

“They call me when the bank says no.”

“The business has grown so fast we've had to re-think our original model.”

RANGE FOLLOW-UP

“We just took a company from 4 Million to 103 Million in 36 months.”

MINI-TESTIMONIAL FOLLOW-UP

“The business has grown so fast we’ve outgrown our original model. It’s amazing. We’re working with a whole new level of clients.”

YOU-KNOW FOLLOW-UPYou Know What It’s Like When…(Slightly nod your head)

“When I arrived at EZ Rent-a-Car, there were 4 franchises. When I left, there were 110.”

Comebacks: What to Say if They Already Have What You Do

“My clients save up to $70,000 a year in on-going taxes.”

Allow them to think if they’re not flying Allow them to think if they’re not flying with you, they’re not flying first class.with you, they’re not flying first class.