Use The Prospect In Your Approach
Restored from the Empower Network archive (2011–2017), lightly edited to meet our current advertising standards. Views are the original author’s.
Use The Prospect In Your Approach
You have to get their attention. You have to hold their attention. You must arouse their interest. Their ‘s only one way in this world to do that. You must talk in terms of their interest. That’s the way we get a prospect to listen.
But That Is Not A Easy Task
You bet that’s not an easy task, you know why? It’s your natural instinct to talk in terms of YOUR interest. We say I want to tell you about this because “I think..”
When you learn to say You want…You think then you are talking in terms of what your prospect’s interest are. It’s a bit hard I think to check this habit, but you can do it
Tomorrow just count the number of times you say to a prospect, “I want” or “I think” or “I believe.” I’ll bet you’ll be surprised at the amount of times you use those “I” references. That will show you that you are thinking of you first!
It’s Human Nature
I know, it’s human nature to talk in terms of “I” and very hard to cut out such statements in our thinking and approach. When you call on a prospect, you are the intruder. Your taking up his time. If you weren’t calling, they would be doing something else, and in most cases would rather be doing that something else than talking to you. But you are on the phone, and you want them to listen. This is your first problem, think in terms of their interest, why should they listen to you?
So they opted into your capture page…..you make the asumption that they are interested in your product or service. If that is true, tell them quickly about what you have. What you tell them had better be in terms of them. Not what you think or like about your offer. For instance: How would you like a blogging platform that will grow your business for just twenty five dollars a month? How would you like to only work five hours a week with the probability of retiring in twelve to twenty four months? Wouldn’t any of these questions make a fine approach? Every word suggested in terms of the prospect, his interest, his business. You of course would change it up depending on your product or service. Most of us usually know what we should do. It’s how to do it that gets in the way.Here are seven ways you can build your prospect’s interest by speaking in terms of their interest, not yours:
- Talk in terms of his interest
- Ask for information
- Ask for advice
- Ask for help
- Offer to help
- Use honest praise
- Personalize your story
The next seven posts, well there may be a few others mixed in, I will give you suggestions on how to use these interest-building ideas. When you read the examples let your imagination help you figure out how you can use the ideas and incorporate them into getting more”you” into your presentation.