Curiosity isn't just for cats or cartoon monkeys. In fact, it may be one of the most powerful marketing forces that exists in the world today. Thanks to a combination of our natural human urges and what constitutes a "breaking story" in today's media environment – curiosity has been taking on a whole new significance.
Often, for example, the LEADING media stories that people can't stop sharing, tweeting and talking about are nothing but useless trivia, yet pique our curiosity. Just wanting to "see what happens" has led to voyeuristic shows about misbehaving housewives, 450 pound "biggest losers" and anyone's silliest home videos memorializing their stupidity in exchange for cash payouts.
A lot of sales and marketing people think if they don't bring up an objection, a prospect won't be thinking it. WRONG!!
As you're making your case for your product or service - if there is a common objection about it - you'd better bring it up and resolve it because they're thinking it anyway. A nice way to handle this is by putting questions and answers inside the presentation like this:
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"Before we go on, I'm sure you probably have some unanswered questions and concerns. So here are some of the most common:
99 % pure. Who is that? That's right- Lindt 99% Pure Cocoa Chocolate. What if they said 100% pure doesn't sound as specific and believable, does it?
As you know people are downright skeptical of any advertising or promotion they see. By including specifics you greatly increase your believability. Specifics hold much more weight with your prospect.
Many times, marketing gurus use specifics like this headline and subhead…
There are 7 powerful psychological triggers which can make you uber persuasive. In this post I will cover Trigger number 1.
If you can't wait and would like to jump ahead and get the whole set of powerful psychological influences, then you should proceed to my eBook Product minus Sales equals Junk.