Why Curiosity
causes more conversations
Live on August 19th
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Unlimited viewing and transcripts here
Why curiosity
causes more conversations.
Live workshop.
August 19 @ 11 am EDT | 4 pm BST
*Free replay available
*Free replay available for 48 hours after "airing" live
Your coach
Jeff Molander
Sales communication coach
Founder
Take away...
an unconventional conversation-starting method
Discover buyer pscyhology showing how to start conversations, faster... and why conventional tactics aren't working.
A business case for transforming outreach messaging
Effective prospecting demands risk-taking. But it's got to make business sense. See how provoking conersations hits the bottom line.
a way to course correct outreach campaigns
You'll leave ready to take first steps -- adjust messages to earn conversations in uncertain times.
Your coach
Jeff Molander
Managing Partner & communication coach
Jeff is a successful entrepreneur, having co-founded the Google Affiliate Network and global digital agency, Performics as VP, Sales & Marketing.
He has served as adjunct professor of digital marketing at Loyola University and is a sales prospecting trainer to small business and corporate audiences across the globe.
He is addicted to understanding what makes people want to start conversations. When he's not working you'll find him hiking, fishing and with his family.
The truth
Here's the truth nobody wants to tell you.
You've been told to add value in every voicemail, email, LinkedIn message.
You've been lied to.
You're being told "be empathetic" when reaching out. And to ask "are you interested?"
You're being lied to.
You hear it incessantly.
Your message must appear credible -- or prospects won't engage. Be be clear about what's in it for them, what you want; use a call to action.
You've been ill-advised. Customers have been conditioned to see these as ploys. Insincere cherades.
You've been told "not interested" means the customer isn't interested.
Not true. You're being misguided.
Reality: Conventional thinking isn't enough. Customers are conditioned to see your "valuable" message as insincere noise.
Exceptional outcomes demands exceptional skills. Reach beyond conventional practices.
Get good at opening -- and advancing -- conversations with customers. Really good.
Learn who provoking curiosity works and how to get started.
Curiosity breaks the pattern
Sending helpful content to prospects is an effective conversation-starting tactic. Right?
Nope. In most cases it's not. Even when information is useful and relevant, offering -- without being asked to -- will cost you.
Instead, break the patterns customers are used to seeing. (see above!)
Helping customers feel an urge to request your knowledge will start more conversations.
Better conversations. Conistantly.
Because curiosity leverages human instinct.
"Give to get" makes sense. It sounds good. But is it the best? Does it work well enough?
Increasingly, no. Here's why: It's basic behavioral psychology.
Human beings value more what we ask for, less what is offered freely.
The more people offer it, the less we want it. It's human nature.
Consider: The more the man or woman you want... wants you... and shows you... the less you tend to want them.
They make deposits. Complement you. Offer words they believe you prefer to hear. But you become less interested.
Now flip it.
The less the person (you want) wants you... the more you want them.
It's a proven, everlasting concept which exceptional communicators know how to apply.
Help the customer want to be helped -- THEN help. They'll value your offer more... and want to talk more.
Because it was THEIR idea.
John Catapano
Bus. Dev. Mgr. American Composites Mfrs. Association
After taking part in the 3-part webinar series, I immediately stopped including links in cold emails and closed my much shorter emails with neutral tone (no call to action) as suggested. Response skyrocketed with prospects asking for more information or calling me directly. There is something to people being more invested when they ask for more information instead of you just giving it to them upfront.
Kari Scott
AE, Docusign
Using my new methodology I even took a meeting request the next week. Most importantly, I'm receiving meaningful responses from decision-makers more often and my messages are being opened more than once (ranging from 2-29 times).
Jim edholm
President, BBI Benefits
I sent two emails this morning---to two prospects who went radio silent on me. Both wrote back in about 20 minutes. I mentioned this tactic to my partner. He sent a message to another prospect. Struck gold. 20 minutes later he had a response too.
What are you waiting for?
Learn a better way.
Copyright Communications Edge Inc.