Monday, January 15, 2007

Curiosity, Excitement, and Urgency

These are the three most important things to keep in mind when making approaches for your home business. Whenever you are talking to a prospect, if you can create curiosity, show excitement, and establish a sense of urgency, you will be more than likely to set up the appointment.

The first of these is curiosity. Curiosity is what will get your prospect to show up at your appointment to hear what you have to say. There is one clear way to ruin the curiosity - that is to answer questions. Instead create curiosity and do not satisfy it. Get the prospect asking questions and then deflect the answers. Ensure your prospect that you'll answer all of their questions during the presentation, and then deflect the answers. Remember you are not hiding anything here, you just know that your prospect needs to hear everything at once.

The second is to show excitement. This comes in the tone of your voice and the way that you talk. You'll want to add a couple of notches to your voice. The person you are talking to will hear that you are excited and that will add credibility to what you are doing. Be sure to smile as that will also make a significant difference.

Lastly, you need to create a sense of urgency. I think this might actually be the most important of the three. To do this, there are a number of tips you can incorporate. First of all make sure you are trying to set the appointment for a time as soon as possible. You could say, "which is better... today or tomorrow?" In other words don't set appointments for a long time ahead, that doesn't show urgency.

If you can add curiosity, excitement, and urgency you will in crease the number of appointments you will book.


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