4 Ways to Get a Prospect's concentration Fast

Can you remember the last dozen advertising messages beamed at you today? Can you remember even one of them? Most habitancy can't.

This illustrates a major obstacle you need to overcome before you can successfully promote your stock or service. You have to capture a prospective customer's attentiveness in the first few seconds or your sales message will be ignored. This is especially important on the Internet where a visitor can simply click away from your website ...forever.

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Here are 4 proven techniques you can use to fast capture a prospect's attention.

1. Make a Dramatic Statement

Did you ever write a headline for an ad, web page or other sales message? You probably used a dramatic statement. It's the most inescapable way to get someone's attention. For example:

"Lose 8 Pounds in the Next 2 Weeks without Dieting"
"My physician Uses These Nutritional Products"
"Increase Your Sales and reduce Your Advertising Expenses

Tip: Your dramatic statement will be most productive when it describes a major advantage for your prospect.

2. Surprise Them with Something Unexpected

Unexpected surprises all the time attract attention. It's often negative attentiveness caused by something going wrong. But you can also use an unexpected surprise to attract inescapable attention. It happened to me last week.

The office furnish company I use sent me a letter announcing an automatic deduction off my total bill for this month. I immediately located an order for items I was not planning to buy for another month or two. I even stocked up on any items I regularly buy elsewhere.

Their unexpected surprise got my attentiveness and generated a large order at a time I hadn't planned on buying anything.

3. Ask a tantalizing Question

I once saw a direct mail letter that began with the question, "If you're such a smart executive why aren't you development a six outline income?" Not many executives could resist reading that letter, especially if they are not development a six outline income.

Provocative questions startle your prospects and drive them to find out more. Here are 2 more examples of tantalizing questions:

"Why are you paying so much for your health insurance?"
"Do you categorically 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 are communicating directly with one man by email, postal mail, telephone, etc. Use your prospect's name. It's the whole one attentiveness grabber.

For examplem merge the name into the branch line and the opening line of your email message. Do the same in your postal mail. Comprise any other personal information you know about them in your communication.

Personalizing with a name is easy when you are communicating directly with one prospect. But how can you get personal with a anticipation visiting your web site, reading your ad or listening to your radio commercial?...

Use "Group Oriented Personalization" when you are 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 company owners.
"Your popular Nfl team..." for sports fans.
"Every mother knows..." for women with children.

Group Oriented Personalization is not as productive as using a person's name. But it still attracts attentiveness because your anticipation can react to it with, "that's me".

Take some time today to plan how you can use these four proven techniques to attract more attentiveness to your sales messages. The results will probably surprise you. So will the growth in your sales and profits.

Copyright 2005 Bob Leduc http://BobLeduc.com/

4 Ways to Get a Prospect's concentration Fast

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