The Top 3 Things You Need to Implement from Vanessa Van Edwards, Author of Captivate

Mo shares his insights from the habits of Vanessa Van Edwards.

• Charisma can be learned, just like business development skills. Just like anything complex, it is both learned and earned.
• One of the deciding factors in Mo’s father’s restaurant when he was growing up was his ability to tell a good story, and that skill rubbed off. People weren’t coming in for the prices since it is impossible to compete with the farmers, but because there was a story and connection available.
• The first step to learning something is the awareness that you can learn, and then putting yourself on the path to learn it.
• For the people that are high in Openness, you should emphasize the high level concept and the newness of your pitch. For people who are more systems and detail focused, the key thing to emphasize is the lack of change and how your pitch will streamline what they are already doing.
• In the Herrmann Brain Dominance model, the other opposing pair is Facts vs. Feelings. For someone who is focused on the facts you should emphasize that you are high value and worth the price you charge. It’s about being efficient with their time hitting the most important points. For Feelings, you want to emphasize trust and the relationship with the prospect.
• Good rainmakers shift their communication to emphasize what the other side finds important. Great rainmakers emphasize a little bit on all four quadrants and wait for the prospect to lean in on something in particular.
• If we are going to be efficient and effective, we are by nature, always climbing and finding better uses for our time. You should always be trying to level up what you are working on, and by definition, that means eliminating the lower value activities.
• The world has a status quo bias, so we need a mechanism for reevaluating things you should take off your plate and things you should begin doing. Commit some time each month to do the Start, Stop, Continue exercise that Vanessa recommended in the previous episode.
• If you don’t have a system for that right now, that should be your first step. If you don’t have time for this exercise, that’s an indication that you definitely need it. Eliminating even small tasks can result in hundreds of hours each year to start doing new things which could change the game for your business development efforts.

Mentioned in this Episode:

GrowBIGPlaybook.com

scienceofpeople.com/pschool

scienceofpeople.com/captivate