How To Create Curiosity About Your Business
Have you ever noticed the difference between how you call a dog vs. how you call a cat?
Many times when people call dogs, there is excitement in their tone and an almost frantic pitch to their voice, “Come here boy, come here boy…”
When calling a cat, we tend to take a different approach. Cats don’t come to the same call as a dog. Instead, we add a little intrigue to our voice, “Heerre kitty, kitty, heerre kitty, kitty.” You have to entice the cat to want to come.
Those of you who’ve worked with me privately know that I liken this calling of Dogs vs. Cats to how many of us approach prospects as well. One way tends to turn people off, whereas the other tends to draw people to you.
Can you guess which one I recommend?
People who come across as overbearing, salesy or pushy usually go with the “calling dog” approach. They are too excited, too aggressive, just too much and people tend to shy away from them when they see them coming.
Now, people who go with the “calling cat” approach understand the importance of creating curiosity in the person they’re speaking with before launching into a sales pitch.
Let’s be honest, people are sick of being “pitched” about how what you do is so different, so much better, blah, blah, blah. Everyone says that, and as I mentioned in a previous article, people are skeptics. When someone’s giving you a hard sell, we tend to think they’re trying to pull one over on us.
When you find yourself in the mode of trying to convince someone of how great you are or how much better your product is than the next guy, chances are you’ve already lost them.
What you want to do is draw people to you. Your Savvy Sales Tip this week is, give just enough information to peak their curiosity, so they want to know more.
That means when someone asks you what you do, for instance, give an answer that gives just enough information for them to ask a follow-up question. Of course, they’ll only ask this follow-up question if they really do want to know more.
An example of this is when someone asks what I do; I might say, “I teach people how to recognize buying signals, so they know when to ask for a sale.”
If someone’s not interested to know more, they’ll move the conversation in another direction. If they are interested, they’ll probably ask me, “What’s a buying signal?” Now I have an opportunity to talk a little more about my work.
How you know you’ve been successful in peaking their curiosity is they’ll ask you questions, they’ll lean in, they’ll be genuinely interested in discussing your business/service/product.
The last thing you want to do is come off as someone who approaches selling like you’re calling a dog.
Be strategic with your responses and practice to see what creates the most curiosity. You’ll find your conversations are much more engaging and beneficial to your business.
Wishing you a ton of success this week.
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