Capturing Attention When Prospecting
This mini-post presumes you have already found a person to hunt. You may even have already connected with that person with formally or otherwise.
Question is how do you really reverse the engagement cycle and put the power back in your hands to command the prospect’s attention.
Is there a secret formula you can apply that motivates prospects to reach out to you?
Of course there is. It’s not like putting on skin creme where the wrinkles just disappear over time.
Here it’s a game of finesse where you have to nuance your words to stimulate a desire in the eyes, ears and nose of the prospect where all those senses work in concert on the mind and the heart to set the prospect up for the pursuit of a relationship.
Here’s how it works.
The beginning is simply knowing your goal. and that’s easy. You have to use some mystery to encourage desire.
If you just put all your cards on the table, it’s boring.
You have to dress sexy but not reveal too much.
Show the curves but not what’s underneath.
You get to be bold and daring and stir up the excitement but you don’t go too far.
It’s like opening up the door a little to show all the light shining in the other room.
And from marketing 101, you also try not to talk about yourself as much as what you can do for other people.
So short, sweet Twitterlike statements that tweak your prospects and get them to react in a way they had not been expecting is the starting point.
You have to rock their boat and disrupt their equalibrium because otherwise you won’t get any attention.
You can target the fear channel or love channel as long as you don’t appear mundane.
Say something that suggest you have something valuable they should be listening to.
Back it up with some panache so you appear to have that uber confidence thing going.
Remember that any real buyer (for you) wants what you are selling, otherwise they wouldn’t be buying.
So the last step in the tripod of “attention getting” is to be believable. Just because you appear to have the solution to their needs – it isn’t enough. Back up your claims with some form of legitimacy.
Like a good scuba dive, you plan the dive and dive the plan.
Here it’s just as simple.
You say what you are going to say.
then actually say it.
then back it up with any credibility that you aren’t giving away any secrets and you are practically forcing the listener to say “I want more”.
Remember, your goal is to pique their curiousity and push them off edge.
My friend Joe can reduce Workers Comp premiums by 30% a year and he doesn’t even selling Workers Comp insurance.
Can you imagine the kinds of one-liners he can open the door with?
If he simply proclaims “I have a proven solution to wipe out 30% of your Worker’s Compensation fees and it won’t cost you a penny” he will certainly arouse interest. But will he sustain their attention without some believability? Probably not. So he can just modify this and mention names like Hilton Hotels and instantly transform the conversation into an “I want more” situation.
Don’t leave it up to chance though.
Encourage the calls to action in your social media profiles. Don’t just wait for them to connect with you. Force the issue a bit.
Use the proven engagement phrases.
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