The Value of Emotion Is The Message

People don’t want to do business with you. They want to do business because of you. work the message value . - Inspired from the Twitter stream, author reveal yourself.

But first you need to identify what to say. Then you can discover how to say it .

What to say and how to say it well, becomes the magnet. It attracts what works for everyone.

! This gets to the magic of the because .

+ + Prospects learn about you. If you attract them, great. If not, maybe it’s better. It’s all good.

? So how does this law of attraction work.

Identify the what: + = Opportunity. Process. Culture. Emotive. Qualify. Payoff. The value magnet. Discover the how:

But first, let’s be practical . This is about credibility.

The What Opportunity . What value will your prospects get from you. It’s about their opportunity. Not yours.

The What Process . How do you deliver the goods? Without a plan, there’s no value.

The What Culture . Is there a style fit with the prospect? Without chemistry, there’s no fusion.

Now let’s get emotional . Emotion activates the magnet. Not strategy.

The How Emotion . Lead with passion. Prospects want what gets you out of bed in the morning. This is the first attraction.

The How Qualify . Close on the heels of emotion is what drives it. This is tight execution of emotion and qualifying content.

The How Pay Off . Only the prospect can decide this. But you offer a compelling setup of emotion and qualifying it.

So how do you capture all this what and how . ?

You map it.

Mapsheet: Opportunity Value Attribute [Client] is… [Client] is not… 1 2 3 4 5 Where you can grow and prosper A learning organization. Where you “opt out” after a few years. Where you can grow and prosper A learning organization.

Opportunity Mapsheet: Tier 1: Emotion 1 2 3 4 5 Where you can grow and prosper A learning organization. Expect more!

Opportunity Mapsheet: Tier 2: Qualify 1 2 3 4 5 Where you can grow and prosper A learning organization. A learning organization where your personal development grows through continuous training.

Opportunity Mapsheet: Tier 3: Pay Off 1 2 3 4 5 Where you can grow and prosper A learning organization. Your career path will be set in a direction that’s fulfilling and rewarding.

Mapsheet: Process Value Attribute [Client] is… [Client] is not… 1 2 3 4 5 You get to see the Impact of your work. Results implemented within the organization Where you get isolated In a vertical role You get to see the Impact of your work. Results implemented within the organization

Process Mapsheet: Tier 1: Emotion 1 2 3 4 5 You get to see the impact of your work. Results implemented within the organization You Accelerate!

Process Mapsheet: Tier 2: Qualify 1 2 3 4 5 You get to see the Impact of your work. Results implemented within the organization Team oriented, collaborative work environment.

Process Mapsheet: Tier 3: Pay Off 1 2 3 4 5 You get to see the Impact of your work. Results implemented within the organization You learn collectively from others to accelerate your skills and experience equity.

Mapsheet: Culture Value Attribute [Client] is… [Client] is not… 1 2 3 4 5 You exceed your personal benchmarks. You’re engaged with a group of smart, driven people. Where you can glide on autopilot. You exceed your personal benchmarks. You’re engaged with a group of smart, driven people.

Culture Mapsheet: Tier 1: Emotion 1 2 3 4 5 You exceed your personal benchmarks. You’re engaged with a group of smart, driven people. Go beyond.

Culture Mapsheet: Tier 2: Qualify 1 2 3 4 5 You exceed your personal benchmarks. You’re engaged with a group of smart, driven people. Individual achievement is a collective goal.

Culture Mapsheet: Tier 3: Pay Off 1 2 3 4 5 You exceed your personal benchmarks. You’re engaged with a group of smart, driven people. Your career advancement will accelerate much faster.

Opportunity Messaging Matrix 1 2 3 4 Emotion Qualify Pay Off Where you can grow and prosper A learning organization. Executional Tiering Expect more! A learning organization where your personal development grows through continuous training. Your career path will be set in a direction that’s fulfilling and rewarding.

Process Messaging Matrix 1 2 3 4 Emotion Qualify Pay Off Executional Tiering You get to see the impact of your work. Results implemented within the organization Team oriented, collaborative work environment. You Accelerate! You learn collectively from others to accelerate your skills and experience equity.

Culture Messaging Matrix 1 2 3 4 Emotion Qualify Pay Off Where you can grow and prosper A learning organization. Executional Tiering Go beyond. Individual achievement is a collective goal. Your career advancement will accelerate much faster.

glenn raines [email_address] rippleblog.typepad.com Twitter: @rainesmaker linkedin.com/in/glennraines Learn more. Reach out . work the message value .

The Value of Emotion Is The Message

by Glenn Raines on Mar 21, 2009

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