4 Simple Ways to Get Your Prospect’s Attention
If you’re anything like me, you struggle with how to grab the attention of your prospects.
Being able to speak and write in a way that gets your prospect’s attention that keeps them engaged and thinking “what if” is a coveted skill.
When they’re engaged in a conversation, presentation or email, they’ll start to wonder….
- What would my life look like if I joined this business?
- How would things change if I used the product (or service)?
- What will I get out of this? Will something go away? Will I gain something?
- Will it help me reach my life goals?
And this is the sweet spot; when you can get someone to a space where they are in their minds imaging what life might be like if they take you up on your offer.
Today, I’m going to give you four tried-and-true ways to get and keep your prospect’s attention and lead them into giving you a “yes.”
First, let’s talk about the biggest mistake most of us make when communicating with prospects.
It’s not intentional, but we often come across like we are BEGGING to make a sale, which not only seems desperate, but as you can probably guess…
It's not very effective!
Now, being too much one way or another doesn’t work either; too aggressive or too “wishy washy” will just push people away.
So what are we to do? Here are 4 things to keep in mind and PRACTICE.
#1 - The Power of YOU
Simply put, the most powerful word in sales is YOU.
The reality is that we are all very self-consumed. We are more concerned about how we can get a result than how someone else got the same result.
I don't care how cool your story is or how well it ties into your product, you have to be able to tell it as if your reader was living it for him or herself.
The idea is to be focused on your audiences’ needs.
The rule of thumb is that for every 'I' you write or say, there should be 10 “You's.”
In sales, we always need to remember TINY – Their Interest Not Yours.
If you can focus on how you can help someone and how to talk and write to them about THEM and not yourself, you will get more results.
More sales, more business partners, and a growing business.
#2 - Tap into their Emotions
It’s important to know who your target market is and what their pains, fears and frustrations are; as well as their goals, dreams and desires.
When you know this stuff, then you can talk about the benefits of your opportunity or product in a way that resonates with your audience, in a way that’s important to them.
As an example, if I’m talking to someone about ‘attraction marketing’ and how it can impact their business, you can say something like…
“Look, I have a system that can help you attract people to your business, help you sponsor new people, help you grow your network marketing business WITHOUT dealing with rejection.”
…that sounds very attractive!
You’re telling them what they want, and you’re telling them how to get it, without dealing with any of the negative stuff that they don’t want to deal with, which is rejection.
The only way you can do that with your product is when you know what’s going on in their heads; when you know what drives them, what their goals, dreams, and desires are, and what their pains, fears, and frustrations are.
When you really focus in on your prospect, you can show them how your opportunity or your product/service can improve their pains and help them meet their goals.
That’s when you can make your message extremely effective without begging and, at the same time, without being too aggressive.
Moving on to number 3…
#3 - Provide a Reason to Buy/Join
This is how you sell without being aggressive or wishy-washy.
You give people a REASON why you want them to do something. Reasons convert!
Tell your prospect exactly WHY they should consider your product, but keep it about THEM!
You can say something like, “I want you to take a look at this because…”
And then you start giving them reasons by bringing it back to their pains and desires.
Now, the reasons need to be benefit driven. They have to tell people what’s “in it” for them. So how will they benefit from looking at your product or service?
As an example, back to the attraction marketing example I might say, “I want you to take a look at this because it could really help you grow your business without having to bug your friends and family.”
The word because always comes with a reason, and people seem to be hardwired to follow through.
It’s almost like magic.
So if you want somebody to do something, you’ve got to give them a reason; you’ve got to tell them WHY you want them to do it.
Give them those reasons and more!
That brings us to the last point….
#4 - Provide Opportunities for Imagining
Think back to a time when you felt really happy. Maybe you had just gotten engaged or married – maybe you had just landed your dream job or had a big sale – maybe you were just extraordinarily happy at some point in your life.
What did it look like? What did you spend your days doing? Do you remember smiling a lot? Laughing a lot?
Now imagine what it would feel like to build your business to 7-figures and be a top earner in your company.
How would it feel? What would be different about your life?
How would you look? How would you act? What would you do?
Okay – come back to reality. When you were reading that, were you conjuring up pictures in your head?
Did you see yourself smiling? Did you see yourself buying your dream home?
I’m sure it was different for all of us but the point is that writing in a way that people create images in their mind is a skill.
Telling a story in person is one thing, but getting them to a point where they can “see” themselves in a specific time period or emotion can be more challenging.
One very powerful technique in sales is to write and talk to others in a descriptive way, so that your prospect has no choice but to draw images in their head.
This causes the prospect to become engaged and keep engaging.
This also causes your prospect to put themselves in the middle of what you are describing.
It’s like trying on the experience before they jump in. Imaging what it would be like to have more money or more success.
Or if you’re talking products, it’d be like trying on your product in their head, before they buy. Imaging what it would feel like to be 30 pounds lighter or to have flawless skin.
People buy and join opportunities with or because of their emotions, so it's important to play into these emotions.
Practice Makes Perfect (or Better, at least)
By practicing these four methodologies in your conversations with your prospects – no matter where those conversations occur – will allow you to come across as someone who is helping them with their problems.
After all, at the end of the day that’s what we are doing. We are providing opportunities and products to our target prospects that will reduce their pains and frustrations and increase their desires and happiness.
By caring about your prospect and how you can help them, you become perceived as helpful and caring – not aggressive and pushy….and not unsure.
This will attract more of your target prospects to you.
And the more you use these ways of presenting and writing, the more natural they’ll become.
Let’s talk a little bit more about ‘attraction marketing’ while I have your attention. Attraction marketing is a concept where you attract high quality prospects and customers who are interested in what you have to offer.
I highly encourage any and all business owners to get familiar with the concept. Inside the Attraction Marketing Formula manual, you’ll learn how to implement this concept into your business.
So, if you want to learn how you can:
- Attract people to your business
- Sponsoring more team members
- Increase your customer base
- Grow your business
- having to bug your friends and family
- prospecting strangers
- attention networking events
- and dealing with rejection
Then grab your copy RIGHT NOW by clicking here. You won’t regret it.
I’d love to read your comments below, so please write one!