The Decision to Say 'Yes' or 'No' to Any Offer Takes Between 3 and 21 Seconds!
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The Decision to Say 'Yes' or 'No' to Any Offer Takes Between 3 and 21 Seconds!

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The brain appears to make binary (yes/no) decisions every 3 seconds when considering to do, or not to do, business with someone new. 
 ...

The brain appears to make binary (yes/no) decisions every 3 seconds when considering to do, or not to do, business with someone new. 


Studies further suggest this logic is used when reviewing new opportunities, deals, web site, purchases, etc.

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The Decision to Say 'Yes' or 'No' to Any Offer Takes Between 3 and 21 Seconds! Presentation Transcript

  • 1. The
Decision
to
Say
 'Yes'
or
'No'
to
Any
 Offer
Takes
Between
 3
and
21
Seconds!
 ©February
2012.
All
Rights
Reserved
by
INCAPX®
and
may
be
only
be
reprinted
with
permission.

 Contact
www.incapx.com


  • 2. The
brain
appears
to
make
binary
(yes/no)
decisions
every
3
seconds
 when
considering
to
do,
or
not
to
do,
business
with
someone
new.

 IF
TIME
=


3
seconds
AND
First
ReacKon







=
Yes

THEN
Decision
=
ConKnue
























ELSE
Quit 

 IF
TIME
=


6
seconds
AND
Second
ReacKon


=
Yes

THEN
Decision
=
ConKnue
























ELSE
Quit 

 IF
TIME
=


9
seconds
AND
Third
ReacKon






=
Yes

THEN
Decision
=
Respond
OR
ConKnue

ELSE
Quit
 IF
TIME
=
12
seconds
AND
Fourth
ReacKon



=
Yes

THEN
Decision
=
Respond
OR
ConKnue

ELSE
Quit 

 IF
TIME
=
15
seconds
AND
FiUh
ReacKon







=
Yes

THEN
Decision
=
Respond
OR
ConKnue

ELSE
Quit
 IF
TIME
=
18
seconds
AND
Sixth
ReacKon






=
Yes


THEN
Decision
=
Respond
OR
ConKnue

ELSE
Quit

 IF
TIME
=
21
seconds
AND
Seventh
ReacKon
=
Yes


THEN
Decision
=
Respond
 Studies
further
suggest
this
logic
is
used
when
reviewing
new
 opportuniKes,
deals,
web
site,
purchases,
etc.

  • 3. Study
Basis
 •  In
the
1980's
I
made
a
20‐card
deck
to
test
the
effecKveness
of
various
 combinaKons
of
headlines
and
font
styles.

 •  Everyone
that
parKcipated
made
their
decision
in
one
minute
(3‐seconds/ card)
and
90%
agreed
on
the
top
3
cards.
 •  In
the
early
1990's
I
a`ended
a
Geneva
CorporaKon
conference
where
 they
discussed
a
study
that
conclude
the
fastest
way
to
achieve
brand
 recogniKon
was
to
do
7
mailings
spaced10
days
apart.
I
created
a
similar
 7x10
Program
that
was
wildly
successfully
in
several
unrelated
businesses,
 but
I
never
understood
why
it
worked.
 •  Harvard
University
research
in
the
early
2000's
found
the
decision
of
a
 visitor
to
stay,
or
not
to
stay,
on
a
Home
Page
was
made
in
less
than
3
 seconds
 •  StarKng
in
October
2012,
I
spent
3
months
tesKng
every
conceivable
 opKon
on
Linkedin
to
build
traffic
for
INCAPX.
I
was
stunned
to
discover
 making
"trusted"
connecKons
only
resulted
in
a
20%
conversion
to
INCAPX
 Members,
while
my
3‐second
response
method
produced
a
90%
 conversion
instantly.
I
asked
some
young
hot‐shots
for
advice
on
 moKvaKng
Members
to
fully
parKcipate.
Their
answer
was
simple;
it
has
to
 "play"
like
a
"game"
(an
infinite
series
of
3‐second
choices).
 •  At
last
I
found
out
why
my
old
snail‐mail
7x10
program
drew
such
a
 posiKve
response,
it
incorporated
everything.

  • 4. Summary
 •  Just
1
"No"
in
3
IniKal
ReacKons
=
Lost
Opportunity
 •  Between
3
and
6
PosiKve
ReacKons
=
Possible
Response
 •  7
PosiKve
ReacKons
in
21
Seconds
=
PosiKve
Outcome
 Knowledge Beats Luck Any Day! 
  • 5. ©February
2012.
All
Rights
Reserved.
May
be
reprinted
only
with
permission.

 Contact
www.incapx.com

 I
Hope
You
Found
This
PresentaKon
Helpful.
 Bill
Hulbig,
Founder
and
CEO
InternaKonal
Capital
Exchange
(INCAPX®)
 www.incapx.com