According to the late Walter Hailey, a behavioral scientist and sales and marketing consultant, “People have 12,367 thoughts per day. Of those, 90 percent are automatic, and 84 percent are negative.” More than 12,000 thoughts! That’s a lot of self-talking going on.
The first rule of successful communications is that you must immediately win your audience’s attention, capture their imagination, engage them, and answer their “What’s-In-It-For-Me” question. In other words, hook them into giving you their attention.
In a previous article, I shared with you the five points of experiential marketing. Here are the five points again:
1. Reputation. There is one primary “unspoken” question that every prospect has about every person or company they do business with.