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Provocative questions startle your prospects and compel them to find out more. Here are 2 more examples of provocative questions:
"Why are you paying so much for your health insurance?" "Do you really expect to get rich working for somebody else?"
4. GET PERSONAL
Personalization also attracts immediate attention. Your personalization can be individualized or group oriented.
Use INDIVIDUALIZED PERSONALIZATION when you're communicating directly with one person by email, postal mail, telephone, etc. Use your prospect's name. It's
number one attention grabber. Merge it into subject line and opening line of your email message. Do same in your postal mail. Include other personal information you know about them. But be careful not to overdo it.
You can personalize with a name when you're communicating directly with one prospect. But how can you get personal with a prospect visiting your web site, reading your ad or listening to your radio commercial?
Use GROUP ORIENTED PERSONALIZATION when you're NOT communicating directly with one person. You can get personal by referring to known characteristics of prospects in your targeted market. For example, use phrases like:
"When you started your business..." for business owners. "Your favorite NFL team..." for sports fans. "Every mother knows..." for women with children.
Group Oriented Personalization isn't as effective as using a person's name. But it still attracts attention because your prospect can react with, "that's me".
Take some time today to plan how you can use these four proven techniques to attract more attention to your sales messages. The results will probably surprise you. So will increase in your sales and profits.
Bob Leduc is a Sales Consultant with 30 years experience in generating low-cost leads. He recently wrote a manual for small business owners, "How to Build Your Small Business Fast With Simple Postcards", and several other publications to help small businesses grow and prosper. For more info: Email: BobLeduc@aol.com Subject: "Postcards" Phone: 702-658-1707 After 10 AM Pacific Time/Las Vegas, NV
