Silicon Valley NACE 2013 - The Power of Perception by Jason Spencer

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Silicon Valley NACE 2013 - The Power of Perception by Jason Spencer

  1. 1. THE POWER OF PERCEPTIONThe Power of Perception by Jason Spencer 1
  2. 2. The Power of Perception by Jason Spencer 2
  3. 3. The Power of Perception in a nutshell Why Price Doesn’t Matter & When It Does Matter 5 Ways To Create More Value 3 Hypnotic Words That Influence The Subconscious Mind Emotional Wants and Why They Matter The Single Most Powerful Word For Your Business Killing The Curve Under Promise, Over DeliverThe Power of Perception by Jason Spencer 3
  4. 4. Only 2-3 people in this room are going to listen to me, then go out and execute, because what I talk about, which is mostly one-to-one marketing, is ridiculously hard. Gary Vaynerchuk Author, The Thank You EconomyThe Power of Perception by Jason Spencer 4
  5. 5. Why Price Doesn’t Matter They All Do The Same Thing, Right? Three-Day Rental in Vegas Economy Car, Kia Rio vs $64.88 $120.12The Power of Perception by Jason Spencer 5
  6. 6. When Price Does Matter Pay More To Get More Best Deal = Shopping Best Quality = What’s Important vs $64.88 $120.12The Power of Perception by Jason Spencer 6
  7. 7. 5 Ways to Create More Value Measure Lead Teach Inspire Active ListeningThe Power of Perception by Jason Spencer 7
  8. 8. Jason is professional, courteous, thoughtful and friendly - everything a wedding DJ should be. Here’s A Real Review From a Real Non-Client - Active ListeningThe Power of Perception by Jason Spencer 8
  9. 9. He also did not make any assumptions about the big day, like he never said “Well you’ll have your cake cutting music blah blah blah.” We’re having pies and cupcakes - not cake. Here’s A Real Review From a Real Non-Client - Active ListeningThe Power of Perception by Jason Spencer 9
  10. 10. I appreciate that he listened to me first and made suggestions later. Here’s A Real Review From a Real Non-Client - Active ListeningThe Power of Perception by Jason Spencer 10
  11. 11. 3 Hypnotic Words IMAGINE YOU BECAUSEThe Power of Perception by Jason Spencer 11
  12. 12. Combine to Visualize The Benefits Three Key Phrases: Imagine What This Means To You... That Is Important For You To Know Because... You Will Love This, Because It Will Help You...The Power of Perception by Jason Spencer 12
  13. 13. Establishing Trust & Authority Understand that customers often know nothing about you or your service.The Power of Perception by Jason Spencer 13
  14. 14. Establishing Trust & Authority “You can trust us to do the job well for you.” Increased Trust by 33%The Power of Perception by Jason Spencer 14
  15. 15. Establishing Trust & Authority TRUST TRIGGER WORDS TRUST CARING COMPETENCY QUALITY WORKThe Power of Perception by Jason Spencer 15
  16. 16. Just 5% of Decisions Are Based on Logic Source: Gerald Zaltman, Harvard People Buy on Emotions Market to the whole customerThe Power of Perception by Jason Spencer 16
  17. 17. Apple’s Holiday 2012 Commercial I’ll Be Home For ChristmasThe Power of Perception by Jason Spencer 17
  18. 18. Address Emotional Wants People Don’t Buy What Products Are (TOOL) People Buy What That Product Will Do (SERVICE) What YOU do = TALENT What’s Your “Why” ?The Power of Perception by Jason Spencer 18
  19. 19. Rosaura Sandoval Photography “Why” Matters to Your Clients Sell the why. That’s what they are buying.The Power of Perception by Jason Spencer 19
  20. 20. The Single Most Powerful Word In Your Business Is... NO! Unsuccessful entrepreneurs say YES ten times more than they say NO. Successful entrepreneurs say NO ten times more than they say YES.The Power of Perception by Jason Spencer 20
  21. 21. The customer is NOT always right, however... The RIGHT customer IS always right! Mike Michalowicz Author, The Pumpkin PlanThe Power of Perception by Jason Spencer 21
  22. 22. This Does NOT Represent Customer Demand Source: The Pumpkin Plan It represents the demand based on the supply. It’s not what people want; it’s what their best option is among the things that are available. Killing The Curve What It Really RepresentsThe Power of Perception by Jason Spencer 22
  23. 23. INNOVATION Kills The CurveThe Power of Perception by Jason Spencer 23
  24. 24. Think different.The Power of Perception by Jason Spencer 24
  25. 25. UPOD Under-Promise, Over-DeliverThe Power of Perception by Jason Spencer 25
  26. 26. “Surprising someone with a small gift is one of the best ways to create a lasting bond and a reciprocal relationship.” Norbert Schwarz PsychologistThe Power of Perception by Jason Spencer 26
  27. 27. Do Not Go Gentle Into That Good Night Dylan ThomasThe Power of Perception by Jason Spencer 27
  28. 28. How To ReachJASON SPENCER And See Some Notes... Facebook.com/TheBarkingPig BarkingPig.Tumblr.com jason@spencerweddings.comThe Power of Perception by Jason Spencer 28

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