Humans have an instinctual need to explore the unknown. We are attracted to the mysterious, the different, the puzzling and the fascinating. If you can introduce some fact or tidbit that arouses your prospect’s curiosity, you will gain his or her attention and interest which can then lead to a sale. So, how do you pique a prospect’s curiosity? Make them want to know more.
Make an outrageous statement that leads your prospects to wonder what you and your products/services are all about. Just be certain you can back up your claims.
Ask a question that makes them think. During your initial conversation, and even in your advertising, asking a thought-provoking question is often just enough to make someone want to stick around for the rest of your sales pitch. A possible question may be, “Do you have a few minutes to see if you qualify?”
Show them something new. Prospects will be intrigued if you can show them a unique way your product can help them and/or their loved ones. Show them how a “once standard” product can be used in a way unknown to them, such as a life insurance policy with living benefits.
Offer something for free. Everyone loves getting something for nothing. Pique prospects’ curiosity by offering them something for free. The possibilities are endless for what you can offer, but a few ideas to get you started are a no-obligation consultation, book or booklet, small gift card, or report.
If you’re interested, several educational consumer books and booklets covering a variety of topics are available on the PMG Online Shop.
Leave them wanting more. Always end your presentation or pitch with a few loose ends. Those who are truly interested will stick around and ask for more. For example, you could say something like, “Depending on what your goals are, I would go with …. Next time I will show you how it can ….”
Curiosity is key to making any sale. Without finding some way to get people interested in knowing more about you, your products and your services, you won’t be able to make a sale. What strategies do you use to pique your prospects’ curiosity?
Submitted by: Dennis M. Postema, President & CEO of Postema Marketing Group, LLC
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