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Faculty, UCLA Business and Management Continuing Executive Education and entrepreneur; former marketing
executive with The Coca-Cola Company, host of International Business on public radio, president of the Medical
Marketing Association and Fortune 500 technology sector marketing director.
 
 










"Marketing at Ingram does
not follow the traditional
approach yet Nance was
able to customize and
personalize the material.
Our associates said:
Fabulous! Have her back
again and again."

M. Stern, Sales Trainer,
Ingram Micro


"The feedback received
from our membership is
overwhelming. Your
presence
helped make our September
meeting a great success."

Ken Noland, President
Association of Professional
Consultants


Nance's Tip of the Day Archive!

 

The foundation of success is knowing what you want for yourself and from others.


An open mind can be dangerous. While everyone is talking, you may be vacuuming up the litter in their minds.


Before every interaction, take a moment to get an ideal outcome in mind. Then, identify and deliver content that drives your audience to take action.


Success is a two-part equation: actions plus interactions. Be good at what you do and even better when you have the opportunity to speak up.


Prepare your very own Library of Success. Put together all the data, success stories, examples, tips, FAQs and everything you'll need to be ready to Speak Up and Succeed at a moment's notice.


Listening can be dangerous. Don't allow someone to talk on and on while you get stuck in a listening trap. Use a showstopper to turn the conversation to your desired outcome.


A great showstopper is a "pivotal question," using a "would-if" sequence. For example, you ask, "Would our employees feel more empowered and be more productive if we involved them in this decision about purchasing new equipment?"


Focus on the players in your life: the people who can say "yes" and accelerate your journey to success, or say "no" and stop you in your tracks. Choose a relationship outcome for each player: then use every interaction to advance your progress.


Speak up with your players' profiles in mind. Ducks like success stories. Peacocks like graphics. Woodpeckers like facts and figures. Owls like roadmaps and timelines. Chicken Littles like third party endorsements.


Expect indifference and resistance from any audience. Choose the right interaction style – the wrong one will delay results or deny you them entirely.


Transforming a negative or indifferent player into a positive mindset? Use persuasive-style content: success stories, product demonstration and third party endorsements.


Transforming a self-centered player into a group goal-oriented mindset? Use team-style content: group experiences, interactivity and role-play.


Transforming a deficient player into a proficient and confident mindset? Use training-style content: step-by-step instructions, tips and techniques, and questions and answers.


Transforming a stuck player into a proactive mindset? Use briefing-style content: comparison of alternatives, contrary data and risk analysis.


To get anything what you want, drive your audience through the five stages of the Transformation Channel: 1) attention, 2) knowledge, 3) preference, 4) conviction, and 5) action.


There are three ways to slip your audience into stage one of the Transformation Channel (attention). Share a story about your heroic achievements, reveal a startling statistic or deliver a dramatic quotation.


Move your audience into stage two of the Transformation Channel (knowledge) by delivering facts and figures, third party evaluations or step-by-step instructions.


Get your audience into stage three of the Transformation Channel (preference) by providing a comparison of alternatives, data with analysis or a role-play exercise.


Launch your audience into stage four of the Transformation Channel (conviction) by sharing success stories, a list of rewards and result, an attractive total cost of purchase and use analysis or a roadmap and timeline where they will see rapid results.


Plunge your audience into stage five of the Transformation Channel (action) by offering a "sweetener" that they receive for taking action now. You might offer a special report, limited time access to free additional services, introduction or connection to an expert they want to meet, or an opportunity to win a prize.


 
 

"There are many reasons why we have asked you back FOUR TIMES. Nance, you are the most versatile, informative and motivational speaker!"

Duncan Millar, President American Marketing Association, OC Chapter

 
 
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