28 Kasım’da İstanbul’da Patrick Renvoise tarafından gerçekleştirilecek olan work-shop, müşterinin nasıl karar verdiğini bilimsel olarak inceleyen dünya çapında tek workshop olma özelliğini taşıyor

1. 28 Nov 2012
Neuromarketing
Workshop
BY
© Copyright 2002-2010 SalesBrain

2. the book
• First book on
Neuromarketing
• Translated into 10 languages
• Over 32,000 professionals
Trained

3. awards
• 2008 Vistage
“Above & Beyond” Speaker Award
• 2009 American Marketing Association
“Next big thing in marketing” award
07
• 2011 Advertising Research Foundation
“Innovation Research Distinction” Award
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4. Marketing doesn’t work
What do
you want? ?
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5. NeuroMarketing MRI
Facial Decoding
EEG
Eye tracking
Skin conductance
Voice analysis
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6. Applied NeuroMarketing
yes!
STIMULUS
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7. a buy button
IN THE brain!
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8. © Copyright 2002-2010 SalesBrain

9. Understanding the BRAIN TO improve
YOUR MARKETING

10. Your
Customers'
BRAIN
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11. © Copyright 2002-2010 SalesBrain

12. © Copyright 2002-2010 SalesBrain

13. We are one of the
leading providers of
integrated, flexible,
easy to use…
?
Vendor Customer

14. You will get: Now I need
1. Better to rationalize
2. Stronger my decision!
3. Faster
Yes!
Vendor Customer

15. what stimulates
the reptilian
brain?
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16. six stimuli
To the Reptilian BRAIN
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17. six stimuli
To the Reptilian BRAIN
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18. SELF-centered
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19. six stimuli
To the Reptilian BRAIN
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20. CONTRAST
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21. six stimuli
To the Reptilian BRAIN
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22. TANGIBLE
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23. six stimuli
To the Reptilian BRAIN
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24. Attention
Retention
TIME
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25. six stimuli
To the Reptilian BRAIN
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26. six stimuli
To the Reptilian BRAIN
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27. six stimuli
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28. FROM 6 STIMULI
To four steps
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29. four steps
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30. STIMULUS #1
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31. Is it about?
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32. PAIN Exercise
1.1 Imagine…
1.2 List frustrations, PAINS,…
1.3 Rewrite slogan to cure top
PAIN
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33. THE ICEBERG
Middle New
Decision
Drivers
UNconscious
Conscious
PAIN
Reptilian
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FEAR

34. Re-enact
the PAIN
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35. Your customer true PAIN
Want
Your
Product
Pain
THEIR
3rd PAIN?
?
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36. PAIN Exercise
Dig, Dig and
keep digging
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37. four steps
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38. STIMULUS #2
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39. CLAIM Exercise
2.1: Your top 3 CLAIMS
Therapeutic to Pain
Original to you
Provable
2.2: Your Competitors’ CLAIMS
2.3: Wordsmith CLAIMS
2.4: “We are the only company…”
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40. STIMULUS #3
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41. 3 Sources of Value
Financial
Strategic
Personal
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42. © Copyright 2002-2010 SalesBrain

43. WHAT Value/Proof?
CC Demo Data Vision
$
S
P
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44. WHAT Value
What Proof?
CC Demo Data Vision
$
S
P
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45. © Copyright 2002-2010 SalesBrain

46. GAIN Exercise
For each of your CLAIMS:
3.1 Unveil all the Benefits
3.2 For each Benefit Quantify
its:
– Financial VALUE
– Strategic VALUE
– Personal VALUE
3.3 Prove the VALUE with:
– Customer Case
– Demo
– Data
– Vision
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47. GAIN Exercise
Prove your case
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48. four steps
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49. All STiMULI

50. building and delivering
Your
message
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51. Reptilian Exercise
Hit your
Target
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52. MESSAGE
six BLOCKS
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53. message 7 boosters
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54. What do you think?
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