Million Dollar Sales Funnel (Using The 6 Emotional Needs) - Hawk Mikado
Summary
TLDRThis 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
😎 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.
😆 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.
😱 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.
😄 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.
Mindmap
Keywords
💡blueprint
💡safety
💡variety
💡recognition
💡love and connection
💡growth
💡contribution
💡prospect
💡emotional needs
💡call to action
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
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