Million Dollar Sales Funnel (Using The 6 Emotional Needs) - Hawk Mikado

Summary

This script delves into Tony Robbins' concept of the six emotional needs - safety, variety, recognition, love and connection, growth, and contribution - and their critical role in connecting with and selling to prospects. It emphasizes understanding a prospect's 'blueprint' or primary emotional needs to tailor interactions and offers effectively. By assessing these needs, the speaker illustrates how to create tailored programs, webinars, or products that resonate with prospects, ensuring successful sales. The script also touches on crafting compelling opt-in gifts and leveraging emotional needs in sales strategies, showcasing real-world applications of these principles for impactful marketing and sales outcomes.

Takeaways

• 😀 If you know your prospect's emotional needs blueprint, you can connect with them deeply and sell them anything
• 👥 The 6 core emotional needs are: safety, variety, recognition, love/connection, growth and contribution
• 🔎 Low numbers in the blueprint indicate high importance/need in that area for the prospect
• 📝 You can create an effective lead magnet by structuring it around the prospect's top 3 emotional needs
• ✨ An effective lead magnet should provide maximum value while taking only 5-7 minutes for the prospect to consume
• 🎯 Tailor your sales messaging to connect each product/service benefit to the prospect's core emotional needs
• 💡 Use the framework: the problem > 3 key secrets/solutions > sub-points under each > call to action
• 🤝 Ethically sell anything to anyone by aligning the offer to the prospect's needs and constraints
• 😊 Make the prospect feel understood by discussing their ideal future state and how your offer helps achieve it
• 😉 Embed humor even in a sales situation to humanize yourself and make memorable connections

Q & A

What are the six emotional needs according to Tony Robbins?

The six emotional needs according to Tony Robbins are: safety, variety, recognition, love and connection, growth, and contribution.

What is a blueprint and how can it help sell products?

A blueprint refers to understanding a prospect's core emotional needs. Knowing someone's blueprint allows you to connect with them and sell them anything by appealing to those needs.

How should an opt-in gift be structured?

An opt-in gift should be consumable in 5-7 minutes. Over-delivering with a long opt-in gift can make customers less likely to purchase.

What three components should you focus on when selling to a prospect?

Focus on the prospect's three most important emotional needs, which are indicated by the lowest numbers on their blueprint. Address those needs in your pitch.

How can you apply the six emotional needs when selling a product?

Connect at least one component of your product or service to each of the six emotional needs. Focus most on connecting to the prospect's top three needs.

What makes the sales story about selling a TV effective?

The TV sales story connects the benefits of the TV and add-on purchases to the customer's core emotional needs for safety, connection, and recognition.

What is the key to being able to sell any program ethically?

You must ensure the program legitimately supports the prospect's most important emotional needs that you have identified.

What is the purpose of asking prospects why they want something?

Asking prospects why they want something allows them to tell you the benefits having it would bring, which you can connect back to their emotional needs when selling.

What happened between the speaker and his former business partner?

The speaker used to work with the business partner but no longer does because of some unspecified dispute, although they still consider each other colleagues.

What was the humorous story the speaker told at the end?

The speaker told a joke his former business partner made about having patients wait a long time to be seen, relating it to the word "patients."

Outlines

00:00

😎 Understanding the 6 Emotional Needs for Effective Sales

The first paragraph explains Tony Robbins' 6 core emotional needs - safety, variety, recognition, love/connection, growth and contribution. It states that by understanding a prospect's emotional blueprint, you can connect with them deeply and sell them anything. An example is provided of selling various expensive electronics to someone in Best Buy by appealing to their core emotional needs.

05:00

😆 Keeping Opt-In Gifts Consumable In 5-7 Minutes

The second paragraph recommends keeping opt-in gifts to 5-7 minutes of content. If it takes longer to consume, customers may feel they have gotten too much value upfront and won't purchase afterwards. An example is shared of paring down a 6 month training program to key 5-7 minutes of content.

10:01

😱 Selling a $10K TV Setup by Understanding Emotional Needs

The third paragraph gives a detailed example of selling nearly $30K worth of electronics to someone only looking to buy a $500 TV. By understanding and appealing to the customer's emotional needs for safety, love/connection and recognition, several very expensive items are recommended in a way that compels the customer to purchase them.

15:04

😄 Making Sure Products Connect to 6 Core Emotional Needs

The fourth paragraph summarizes that you can sell any product to a customer as long as you understand their emotional blueprint and craft your product messaging to connect with their core 6 emotional needs. An unrelated joke is shared about working with chiropractors to shift their mindsets to raise prices and make more money.

Keywords

💡blueprint

The term 'blueprint' refers to understanding a person's core emotional needs and desires, according to Tony Robbins' model of six human needs. Knowing someone's blueprint allows you to connect with them and sell to them more effectively. For example, the speaker says 'if I know your blueprint I can literally walk up to you in a Best Buy...and I could sell you anything.'

💡safety

Safety is one of Tony Robbins' six core emotional human needs. It refers to feeling secure and having one's basic needs met. The example blueprint ranks 'safety and security' as the top need, indicating this person strongly desires stability.

💡variety

Variety is another of Tony Robbins' six human needs. It refers to seeking adventure, challenge, and new stimuli. Although not the top need for the example blueprint, variety is still an important emotional motivator.

💡recognition

Recognition means wanting respect, validation, and to feel significant. For the sample blueprint, recognition is ranked after safety and love/connection, indicating this person has a strong desire to feel respected.

💡love and connection

Love and connection is a human need for developing close bonds and relationships. It is the second highest need for the example blueprint, meaning this person strongly wants meaningful connections.

💡growth

Growth refers to self-improvement, learning and enhancing one's potential. While not the top priority, the blueprint still indicates a desire for personal development.

💡contribution

Contribution means giving back and leaving a positive impact. Contribution provides meaning and fulfillment for many people. The example blueprint shows a moderate desire to contribute.

💡prospect

A 'prospect' refers to a potential customer. Understanding prospects' blueprints allows marketers to appeal to buyers based on their core desires and tailor pitches accordingly.

💡emotional needs

Tony Robbins identified six core 'emotional needs' that drive human motivation and behavior - safety, variety, love, growth, contribution and recognition.

💡call to action

A 'call to action' refers to clearly telling the audience what you want them to do next, e.g. buy your product. The speaker reminds the viewer not to forget including a call to action when structuring a sales pitch.

Highlights

Tony Robbins talks about six emotional needs - safety, variety, recognition, love and connection, growth, and contribution.

If you know your prospects blueprint you can easily connect with them and sell them anything.

I can literally walk up to you in a Best Buy and sell you anything in the store.

The lowest number is the most important emotional need because that's the one they have the least of.

Take your customers through symptoms and subsymptoms and offer solutions for each one.

Opt-in gifts should be consumable in 5-7 minutes. Overdelivering will make customers less likely to buy.

Talk to customers based on their beliefs, not their actual situation.

Connect each part of your product to the six emotional needs.

Focus on the three most important emotional needs of your target customer.

Ask customers what they want, why they don't have it, and what their life would look like with the solution.

You can sell any program ethically if it meets customer needs at the right price.

Come up with one component in your product addressing each of the six emotional needs.

Primary focus should be on the top three emotional needs.

Low number indicates higher emotional need.

Sell as long as product fits customer needs and is priced appropriately.

Transcripts

there are six emotional needs by Tony

Robbins talks about safety variety

recognition love and connection growth

and contribution if you know your

prospects blueprint you can easily

connect with them and you can sell them

anything literally anything if I know

your blueprint I can literally walk up

to you in a Best Buy I like Best Buy

obviously because I like to buy lots of

technology and I could sell you anything

in the store and probably have you

walking out of there with as much as you

have spent on your house now if you know

their blueprint this is an example

blueprint of one of our prospects and we

have different prospects for different

products but this is one of them I have

no idea which one but their primary by

the way low means that they need it the

most so if you have your if you can have

your ideal prospect go through this and

again Facebook me facebook.com slash

Hawk Mankato I will send you the whole

blueprint and we have a like a 30 45

minute training it's actually in the

funnel genius group as well I did it in

there so the lowest number is the most

important because that's the one they

have the least of so this person needs

more safety and security they need more

loving connection which is basically

more group activities and where's the

other one and they need more recognition

so they need to feel like an expert so

want to make more money in and learn in

a group setting so that they can feel

like the experts that they already are

but don't believe that they are yet cool

so if I was to come up with a problem a

large problem and then symptom number

one by the way this could be a webinar

this can be turned into a free report

this can be turned into a training

program there's more slides you'll want

to wait a second you also have in these

if you want to expand it so these are

transitional and this is a whole process

we do with our VIP clients so these are

the three key ones but there are also

three secondary needs and desires that

you can also hit on when you're having a

conversation with them

so if you were to create so knowing that

these are their three most important and

I was to create a program where we had

symptoms one two and three and then each

of those had subsystems

there's sub symptoms you could offer and

go in-depth in each one of these so the

cool thing is is each one of these can

be broken down into a four-part video

series part video series of the webinar

in the end it could be broken up into

training modules it can be broken up

into individual webinars so just so you

know this is technically one of this is

module number three expanded in our

webinar part of our webinar I've gone

into lots of other like actual in-depth

training like in our webinar we don't

really go as debt as deep as we did but

it's basically like I went really deep

into live launches like how do you

actually do it what's the process what

are the different things in it so you're

actually getting parts of our training

program in this cool so here's the the

thing save you a title you can also do a

subtitle main point main point main

point at least choose sub points I

recommend preferably three and then of

course don't forget your call to action

I think that is actually yep so we're

gonna go back to this page so I want you

to not worry about this part but come up

with the big problem what's one big

problem that you can solve for your

customers and you've got you can take

this home with you you can do whatever

you want we're actually going to go back

to this so that that you we can start

with this so what's the big problem you

solve so how to make a ton of money

online without generating without having

to worry about generating leads so the

whole how to without is a great way to

demonstrate your big problem and then

secret number one secret number two and

secret number three cool thing is is

that becomes your

landing page copy then you expand it to

this guy here and this is actually what

we deliver and make it look sexy and

pretty and add a little bit of like

actionable information but this is what

we turn into the deliverable that we

give in that land on that landing page

so how many of you have tried to create

a like a 30 page opting gift

my wife's over there raising your hand

because she just did my dad I know he

just did he created this like really

long thing on how to do all this Fitness

stuff and we basically I took it from

him and I cut it everything out and I'm

like here you go here's here your opt-in

gift back so take your things and this

can become your opt-in one of the best

things when you deliver an opt-in gift

it should be consumable in five to seven

minutes if it takes more than seven

minutes to consume your opt-in gift

you're over delivering and you're

overcomplicating and you're making your

customers feel like they've gotten so

much and they're not going to buy after

that because now they're at her out the

same thing that we had with a six month

program we had to basically go back to

the fact that they really just need five

to seven minutes of consumable

information

so so the I'll give our webinar title

because that's the the easiest one so

how to get your genius out to the masses

without having a large list we have

multiple titles the other title is three

steps to attract the masses I have to

pull it up but it's basically so one of

our symptoms is attract the masses

become the go-to expert and and change

the world or the and the other option is

make a lot of money doing it basically

so safety and security and is

interchangeable with contribution for

for some of our customers yeah yeah

again totally fine I went really fast

through that it's the six emotional

needs by Tony Robbins so safety safety

security certainty variety adventure fun

excitement recognitions significance

reverence basically feeling like you're

revered love connection community family

friends depending on which industries

you're in these are all interchangeable

growth learning development personal

growth personal development education

contribution giving back donations yep

sorry this is masculine energy and

feminine energy so they should be

balanced and this is actually an older

version what we found out is so the the

feminine is a is a combination of these

two masculine is a comma is a is a

average sorry so take the two and then

divide it by two and we found that in

most cases if your customer tells you

that these are higher than that these

are that these are actually higher than

the rest of them that it's usually not

true now we do this from what the

customer believes they're at not where

they actually are that's really key

because you don't talk to somebody where

they where they actually are you talk to

them I have a colleague who is if he has

one cent under a million dollars in his

bank account he goes from wearing

$10,000 suits to telling people he's

broke to wearing sweat pants to like

literally like you'll see and he has

different cult-like like his entire like

demeanor changes and it's like dude like

you're still very rich and he's like

yeah but I don't have a million dollars

in my bank account and then he gets

really into scarcity and his whole sales

technique changes

and but he feels like he's at a

even though if you were to talk to

somebody else they'd be like he's like a

10 like they dude has more money than he

knows what to do with but he has less

than a million dollars in his bank

account so his belief structure around

it is I'm poor I'm broke I'm X when it's

really I'm rich I'm wealthy

I have lots of money and ironically he

teaches people mental skew it so I got

to kick his ass a couple times yeah like

I can sell somebody a TV with this I can

literally walk in if I know your

blueprint of what you like what your

emotional needs are I can talk to so

what's the time so for instance if

safety obviously being a really hard one

when you're selling a product especially

a high ticket products say you wanted an

HD hundred and four inch curved TV that

does 3d and it's only nine thousand nine

hundred and ninety nine dollars and

ninety five cents because we're at Best

Buy and your primary need is safety

which means that you need to make sure

that you're being taken care of

financially emotionally physically and

that you're gonna have a roof over your

head and be able to pay for it you need

a loving connection and you use that one

and you want to feel like you're the

best person in the world so you want to

have your friends over to experience the

best football game or whatever your

sport of choice is and so you say hey

everybody I'm gonna invite you over but

you don't have a TV so you go to Best

Buy you're like I need a TV that's very

nice but doesn't cost me a lot of money

because my child just through

something at my TV and it broke and so

you go into Best Buy and you go okay

well looking for to being you come up to

me and I'm not a Best Buy repping you

know what it's totally cool you know

what what are you looking for you're

like I just want something basic and I

say well what about what about something

that's really gonna help you bring your

family together and bring your friends

together make sure that you guys have an

incredible time such a great time that

your friends look up to you they look up

to you in such a way that they truly

want to come over all the time because

they know that your house has some of

the best experiences around now the

thing is I know that it's nine thousand

nine hundred and ninety nine dollars and

ninety five cents but don't worry about

that because with the Best Buy credit

card you can do whatever you want to do

you can actually buy it and the cool

thing is you don't even have to pay

interest on it and with things at that

price like we got like twenty four

months financing on something that we

buy it was a bunch of computers and you

know what while you're at it let me ask

you have the cable you have the right

cables for it cool so there are some

really good cables and they actually

connect to your computer and the cool

thing is is that you can also connect it

to an Apple TV and the Apple TV will

connect your phone and you can actually

start to broadcast things like YouTube

and Netflix and all the things that you

want to be able to broadcast so not only

do you not need cable anymore but now

you can connect to the world by the way

have you seen the new iPad because the

new iPad one of the best things about it

is now you can play with your friends

you can connect with your friends and

it's only an extra twelve hundred and

ninety seven dollars and it with than

the the new iPad pro you can actually

draw you can do more business which will

allow you to make more money because

you're making more money you're gonna be

able to have more friends and more free

time to do the things that you want

because when it comes down to it you

just want to be able to give back and

the more you give back the more you

learn and the more ability you have to

go to

vents and seminars by the way I'm

running this really great seminar so

somehow you went in to buy a $500 TV and

I just sold you on twenty seven thousand

dollars worth of stuff no no no III got

fired from every job that I've ever

worked at but there is actually this is

like if you want to break this down and

this is not supposed to be part of this

component of it but there is actually a

sales process that works literally in

any business as long as you understand

you can connect one component of what

you do to each one of these six needs

you can sell any program to anyone as

long as you know that it's going to

support them if it doesn't support them

they won't buy because it's not going to

fit if you have a program that helps

them lose money fast and therein see

it's like hey we're gonna help you spend

tons of money so you can go out and

travel the world they're probably not

going to do it but if we're gonna if

it's like the same by the way same

product we've got such an incredible way

that you can go travel the world

continue your lifestyle and isn't gonna

cost you a ton of money all you have to

do is put a down payment on your hat you

know take it line of equity out of sorry

we were reading this book earlier was

like take equity out of your house so

that you can go and make money and I'm

like that's stupid

sorry completely off track here but you

you can sell as long as it's an int so

here's the secret come up with one

component to each of your products or

each of the line items in your product

that fit each of the six names make sure

that your primary focus is on the three

most whatever the your prospects three

most important things remember the low

number is the most important because

they need more of it and in how this

works and you can get the free training

the Facebook group and then you ask them

what is it that they want why don't they

have it and what would their life look

like when they did have it when they got

rid of this the pain and got the

solution they literally tell you the

benefits of what it would mean to them

to have it you can sell any program to

anybody ethically and responsibly as

long as it's in line with what they need

and then of course it comes down to

price so don't get into a sales

conversation with me basically just what

I'm saying I was a joke nobody ever

laughs at my jokes that was an action I

thought that was a pretty good joke it

wasn't bad okay I just didn't get the

last time so anyways that's that but

then it's not okay so so alright

everybody will laugh at this joke

because it's not a joke it's actually a

story that came out and then it became a

joke so um my old call who I told you as

a colleague who made a million dollars

and so used to be our former partner and

now colleague because I don't talk to

him anymore

the he his main thing is he works with

chiropractors doctors dentists who are

looking to make a lot more money and

they need to change their mindset and

they need to have the right system so we

did all their marketing he did all their

mindset and we're in with or in with a

dark doctor and building out his

strategy and is like okay so right see

you need to see this many people this

many hours of the day this mininum days

a week in order to be profitable and

he's like wow they have to wait a really

long time and I'm like well that's why

we call them patients

so that was my that's my best joke and

it's an original hoc joke