Carl Gould – Capturing Your Prospect’s Attention
Modern customers are more educated, demanding and knowledgeable than ever before. On top of that, they simply ignore casual visits, small chats, and suggestions that appear to be random. The majority of people today are using the Internet and other sources to perform research before buying a service or product. So, we can freely say that it is not difficult to find out where you can locate prospects, but capturing their attention can be quite a challenge. We should not forget that the competition today is fierce and you have to keep on fighting for prospect’s attention even if you are running a successful business. The good news is that there is more than one way to capture their attention.
First and foremost, you should try to answer all their questions. Even if you have used the Internet, especially online forums, to find a solution for some of your problems (for instance, problems with your facial skin), you have probably seen that many people had the same issue like you but didn’t get accurate answers. Now, think about your reputation among them in case you were able to provide a straightforward answer. In addition, imagine a situation in which you could answer all the questions on these online forums. You could establish yourself as an authority and have an impact on these people. The same goes for people running traditional businesses. The learning process related to your industry should never stop and no matter where your focus is placed, you should always be upgrading your knowledge.
Next, it is a good idea to over-deliver by letting them learn more about some crucial concept. This means that you should not only provide an answer to their question (problem) but also help them stay safe in the future. This added value will grab their attention and provide you an opportunity for free marketing. People will start referring your business to their friends and family.
Another great advice is to put yourself in the shoes of your prospects. In other words, highlight only the things that are important in the eyes of your prospect. What will make them show interest in your offer is to hear what makes you different than the others and what they can expect from your services or products. That’s everything they want to know, there is no need for chit chats and presentation of unnecessary information.
It is also very important not to give up after one attempt. Ever experienced business person and marketer will tell you that it usually takes more than one email or call to get your prospect’s attention. In some case, you will need more than five contacts to trigger some action on their side. Don’t forget that you can use some other methods of communication like direct mail for example. The same goes for phone calls which may sound a little bit outdated, but the fact is that this gives a human touch to the communication.
Follow these tips, be patient and hopefully, you will be able to get your prospect’s attention.