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Getting From Chat, to Cha Cha


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Adviser Edge 2014 presentation on the things you need to know and do in order to successfully move online engagement, or lead generation, successfully offline into the real world to generate actual clients.

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Getting From Chat, to Cha Cha

  1. 1. Getting from “Chat” To ChaCha Baby! Finding Mrs Right… …and getting to Mrs Right Now!
  2. 2. In this session…. Strangers are strange…why do they do what they do? Dating for mating….how can we arouse interest Getting “Lucky”….using the Casanova Strategy
  3. 3. Coded Behaviour: TheAmygdalaInAction Fight or Flight Quick think Triggers Conditioned Responses & Coded Behaviour
  4. 4. Combatting Coded Behaviour De Bono’s explanation of Collaborative ThinkingArgumentative Theory
  5. 5. September 2013| Page 5 The 4 Processing Styles (Honey & Mumford 1985) Let me think more about it, I need to understand all angles before I try it. If this was combined with that, it could really fly! Prove it works, then I’ll do it right away Sounds good, I’ll do it! Activist Theorist Reflector Pragmatist Time Speed Information Evidence
  6. 6. Know…Like….Trust: takes time…and “touch”
  7. 7. ATTENTION INTEREST (Intrigue...) DESIRE... ACTION Publicity, Advertising, or Presence Google you View LinkedIN & website Views Video Listen to Podcast or webinar Download Whitepaper Newsletter or ezine subscription Follows on Social Media Follow Blog 1 on 1 interaction SALES PROCESS Engagement Process
  8. 8. Aug 19, 2014 | Page 8 The 4 Decision Making Stages:
  9. 9. Aug 19, 2014 | Page 9 Social Engagement + Relevant Content = Opportunities
  10. 10. The Basics of ANY successful relationship
  11. 11. Taking it offline: Establishing Common Understanding • Common Problems lead to common understanding. • Common Problems are most powerful in the 3rd Person Perspective (‘them”, “they”) • 3rd Person provides “distance”, and negates argumentative or challenging conversation • Your opposite chooses to engage when ready, without revealing weaknesses • You establish empathy and understanding • Yet….it is still personally relevant COMMON PROBLEMSTORIES FORMULA
  12. 12. Core Professional Social Skills Online OR offline….
  13. 13. YouNEED: Collaborative Thinking + 4 Processing Styles + Engagement Process + Relationship Basics + Common Problem Stories + Social Skills Now we Baby!Cha