ANNIVERSAY ISSUE 0717

BUSINESS
It’s Not What They Say,
It’s What You Hear
By Jordan Summers
Ann Convery blends the rules of the ancient Lizard
Brain with her clients’ signature marketing or business
message. As a result, the entrepreneurs and business
owners she works with experience a steady increase in
prospects, customers, and business.
In Entertainment asked Ann to share some of her secrets.
What’s the Lizard Brain?
It’s the 450,000 year old reptilian brain. It’s our survival
brain. We now know that the Lizard Brain actually triggers
every decision we make, from what we eat for breakfast
to who we marry. It’s the part of the brain that triggers
the “buy” signal.
How do you talk to it?
It’s actually easy. There are very specific
rules to communicate with this
brain. But it’s so contrary to the way
that most of us talk in business, that
people have to train themselves to do
it.
So when you talk to the Lizard Brain,
you’re addressing the brain that buys?
That’s right. No one’s going to buy
your service or product when you first
meet them or when they jump on your site. But if you
communicate with the Lizard Brain, you can trigger a series
of little “yes” decisions. Yes, they’re interested. Yes,
they want more. Yes, they want to talk. You can keep
this up until they decide to engage, buy, or sign.
What’s a non-Lizard Brain message?
One client came to me saying: “We’re a mid-cap insurance
brokerage. We cater to manufacturers, distributors,
health care, construction, real estate, transportation,
municipalities”... etc. Zzzzzz
What was the Lizard Brain message you created with him?
Here’s the message that increased his referral rate:
“Typically I find between 10K to 30K my clients didn’t
know they had in 60 minutes or less.”
How do you work with people?
I work on two levels. First we grab attention. Together
with my client, I re-word their pitch, introduction, speech,
or any communication they have. We create messages that
are all about your customer or prospect. This captures
attention within 8 to 20 seconds.
Really? 8 seconds?
That’s the human attention span. It’s not only possible to
capture attention in 8 seconds, it’s essential. And profitable.
What’s Step Two?
That’s my Secret Sauce. I embed simple neuromarketing
techniques in every message you deliver. These techniques
specifically target the Lizard Brain. So, you’re talking
to the “decision-maker” every time you speak. It
works online or off.
Is communicating with the Lizard Brain effective?
If you do it right, it’s so effective it should be illegal.
People get more clients within two to four months. They
increase their customer base. One client in Germany used
these techniques and made 200K Euros
in 24 hours.
Who do you work with?
I work with serial technology entrepreneurs
– brainy types who need to pitch
their new app or service to build a following,
get more customers, and pitch
to investors. I work with entrepreneurs
and business owners who want more
clients.
How did you start?
I started in media training – I prepared executives, professionals
and authors to go on CNN, The Today Show,
Good Morning America, the Wall Street Journal, the New
York Times, and many other outlets. The techniques I
used in media training to make sure my clients gave great
interviews are almost the same techniques I use to create
irresistible messages.
Were you surprised?
At first, I was shocked that it worked so well in business.
Then I discovered neuromarketing and realized that I’d
been teaching neuromarketing principles all along. The
system is based in solid brain research.
Any parting thoughts?
Yes. Go Lizard. You’ll never go back.
For more information
contact Ann at (323) 644-7955 or
ann@speakyourbusiness.com