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Understanding The Road To TheUnderstanding The Road To The ClientClient
Communications 101Communications 101
Rob Robinson |wrrobinson@gmail.com
 
Understanding The Road To TheUnderstanding The Road To The ClientClient
2
Communication 101 ConsiderationsCommunication 101 Considerations::
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How does one change/maintain behavior?
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How many contacts are typically required to “close a deal”?
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How do clients best receive information?
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How do clients best retain information?
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How do our minds work?
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How does order of entry effect market share?
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Where are clients on the innovation adoption curve?
In describing today's accelerating changes, the media fireblips of unrelated information at us. Experts bury us undermountains of narrowly specialized monographs. Popularforecasters present lists of unrelated trends, withoutany model to show us their interconnections or theforces likely to reverse them. As a result, changeitself comes to be seen as anarchic, evenlunatic.
Alvin Toffler
 
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How does one change and maintainHow does one change and maintainchange in clientchange in client behavior ?*behavior ?*
*
Dr. Ashtook Jain and W.R. Robinson, Houston, TX, 1995.
Change And Maintain Behavior Curve
EmotionsLogicChange Maintain
Emotional ImpetusStimulates ConsiderationOf Behavior ChangeLogic Translates EmotionalStimulus Into Actual DecisionFor Change In BehaviorLogic Continues To ProvideBasis For ContinuedChange In BehaviorAdditional Emotional Stimulus CanPrevent Change In Behavior If Logic No Longer SufficientDecision To Change Made(Example: Make A Purchase)
   M   o   t   i   v   a   t   i   o   n   T   o   C    h   a   n   g   e
LowHigh
Behavior Over Time
EarlyLate
of 00

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Jed Diamond, Ph.D.

I came across this by chance and found it very interesting. Thank you for putting it up. Come see what I am offering men and the women who love them through my books on men's health and relationships. Jed Diamond, Ph.D.

reply08 / 01 / 2009
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