Slide 1. Slide 2. Slide 3. Words! Words! Words! We ve been conditioned! Say this; Not This Words Count. Words Count!

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Hilary Barker
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The words you choose will influence your patient/consumer positively or negatively. Let s explore your opportunities to Influence, positively!

1 Slide 1 Say this; Not This Words Count Ambiguity! The English language is filled with synonyms and adjectives to choose from. Some words that mean the same have greater influence on emotion than others. The words you choose will influence your patient/consumer positively or negatively. Let s explore your opportunities to Influence, positively! Mark Hinton: eyefacilitate Mark@eyefacilitate.com Slide 2 Words Count! You have the choice to make a decision to dedicate time to thoughtfully craft your patient/consumer dialog! Slide 3 We ve been conditioned! Words! Words! Words!

Your Discount / Your Savings It s Extra or Add-on / The additional benefit You re Eligible / You re also entitled Recommend(ed) / Prescribe(d) It s

2 Slide 4 VSP Service Record Report Slide 5 Words Count! Be Impeccable with your word choice when developing your team dialog! Slide 6 Words That Confuse & Disrupt: Your Allowance / Your Benefit It Allows / It Provides Your Outta Pocket / Your Portion It Covers / It provides Your Discount / Your Savings It s Extra or Add-on / The additional benefit You re Eligible / You re also entitled Recommend(ed) / Prescribe(d) It s Premium / You ll love the advantage of The Overage / Your savings advantage It s Premium / Yours is extraordinary Spend / Contribute Insurance / Your VSP Vision Savings ClubPlan

3 Slide 7 Words WILL Confuse & Disrupt: Slide 8 Say This NOT This! Slide 9 Insurance Vs. Vision Savings Club Insurance is something we buy that we don t want to use! A NHS Eyewear Savings Plan through The NHS Vision Savings Plan sounds pretty great!

Slide 10 Words Count! Words influence Emotion! great and Nice really aren t enough to drive the consumer emotionally! Slide 11 Vision Savings Plan. WOW!

4 Slide 10 Words Count! Words influence Emotion! great and Nice really aren t enough to drive the consumer emotionally! Slide 11 Vision Savings Plan. WOW! Karen, did you know your Vision Savings Plan is one of the top-tier Vision savings plans? Unlike many, yours doesn t Limit or Restrict YOUR choices! In fact yours even provides you benefits for sunglasses too! Other s with this same plan love the benefits & savings! Let s make this terrific for you! We ll find your favorite frames and I ll SUBTRACT your $xxx frame benefit and show you your savings! So you ll be happy! Now, before we find those ideal frames, when I ask, ladies always share 1 or 2 things they really want to change this time, like style, color, size, fit? What about you, what would you most like to change this time? Slide 12 Vision Savings Plan. WOW! Karen, I can think of 3 frames that just arrived in the new collections, that I can t wait for you to see. The wonderful thing about your NSA eyewear plan is you aren t Restricted from choosing your favorite frames! In fact yours even provides you benefits for sunglasses too! Other s with this same eyewear plan love the savings! Let s make this terrific for you! We ll find your favorite frames and I ll SUBTRACT your $xxx frame benefit and show you your savings! So you ll be happy! Now, before we find those ideal frames, when I ask, ladies always share 1 or 2 things they really want to change this time, like style, color, size, fit? What about you, what would you most like to change this time?

5 Slide 13 Our EMOTIONAL brain drives us! Hi and welcome, my name is Tom, what s yours? Bill! I saw these sunglasses and I ve been needing sunglasses. You have a better than average eye for style Bill, and I ll share this, the main reason my other clients return again and again for this brand is 3 advantages: They eliminate 100% of ultraviolet radiation to keep your eyes protected and reduce your risk of developing lid and eye cancers, they keep you safe on the highway by eliminating blinding glare, they always fit and are incredibly comfortable; these are the reasons people love these sunglasses and there s a bonus, there s a rare 20% savings promotion available for you; here try them and see for yourself! How long is the sale running? It s unusual because it s a promotion from the manufacturer introducing the new collection, it s been running for 3 weeks and if timing means anything, yours is excellent because it ends this evening; Bill, I have this one, that caught your attention, in 3 colors, but I only have 1 color left in 2 of them, so try this one first and then decide which color you d love to sport every day! Slide 14 Our EMOTIONAL brain drives us! Hi and welcome, my name is Tom, what s yours? Bill! I saw these sunglasses and I ve been needing sunglasses. You have a better than average eye for style Bill, and I ll share this, the main reason my other clients return again and again for this brand is 3 advantages: They eliminate 100% of ultraviolet radiation to keep your eyes protected and reduce your risk of developing lid and eye cancers, they keep you safe on the highway by eliminating blinding glare, they always fit and are incredibly comfortable; these are the reasons people love these sunglasses and there s a bonus, there s a rare 20% savings promotion available for you; here try them and see for yourself! How long is the sale running? It s unusual because it s a promotion from the manufacturer introducing the new collection, it s been running for 3 weeks and if timing means anything, yours is excellent because it ends this evening; Bill, I have this one, that caught your attention, in 3 colors, but I only have 1 color left in 2 of them, so try this one first and then decide which color you d love to sport every day! Slide 15 We ve been conditioned! The dynamics of word dialog development involve engaging and fascinating consumers with sincere interest and telling them a brief story of why and how they may benefit from the service or product, or how they may avoid something unpleasant!

they can begin to imagine themselves wearing them! Slide 18 Imagine!

6 Slide 16 Feature Vs Benefit What s the difference? Slide 17 Imagine! Imagery: Help them buy when you paint a mental picture of how they will look and feel, so they can begin to imagine themselves wearing them! Slide 18 Imagine! Imagery: Help them buy when you paint a mental picture of how they will look and feel, so they can begin to imagine themselves wearing them!

7 Slide 19 Imagine! Donna, the new seasonal collections have just arrived in the Optical Dispensary and ladies absolutely LOVE the way they look and feel when they see themselves in the mirror wearing that fabulous new design; let s have fun and find your favorites, too! Slide 20 Contact eyefacilitate Mark Hinton eyefacilitate Plan Your Team Retreat: mark@eyefacilitate.com Thank You!

Heat Camera Comparing Versions 1, 2 and 4. Joshua Gutwill. April 2004

Heat Camera Comparing Versions 1, 2 and 4 Joshua Gutwill April 2004 Keywords: 1 Heat Camera Comparing Versions 1, 2 and 4 Formative Evaluation