#02 DFQ - Focus your effort on getting attention
Posted on November 6th, 2006 by MichaelLesson
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Before a customer can say YES or NO we first have to get his or her attention.
There’s always been the problem of attention in selling but now it’s getting worse. In any marketplace, every trader competes with every other trader for the attention of the customer. It is obvious that before a trader can make an offer they first have to get the attention of the potential buyer.
Visit a flea market, a fish market, a supermarket or a stock market and see the enormous amount of selling effort which is directed to getting and holding the attention of the customer. This is mostly done through brain branding.
A brand is a corporate cognitive pattern. The pattern links a brain directly to a corporation. Brain branding, using repetition, is the programming of a corporate cognitive pattern – a brand – in the brain of a customer.
This is done through the power of repetition. When a minimum of 10 repetitions of a brand takes place in a customer’s brain, the pattern becomes cognized and later can be recognised and used as part of the customer’s experience.
Brain branding makes it easier to attract the future attention of the consumer. As you’ll see, the key is repetition. Looking back from the end of any transaction – when the customer buys – there is always a track winding back to attention. Attracting and holding attention has always been a problem in selling and as the information big bang gathers momentum it becomes harder and harder to secure ‘share of attention’.
Why?
Because there are:
-more TV channels than ever before
-more magazines than ever before
-more web pages than ever before
-more traders than ever before
-more ads than ever before
-more offers than ever before
-less ‘attention share’ than ever before.
Your selling has to become cleverer and cleverer at getting and holding attention.
In newsell we do this by using a switch which allows us to escape from the position of UNCHECK to the position of CHECK!
We will explain this fundamental newsell switch in the coming lessons.
DFQ #02:
Post your comment on how you attempted to capture a customer’s attention today. How did you go?
January 18th, 2010 at 12:43 pm
first ,i smile to them .think about the thing which they want.say and do it before client.
January 4th, 2010 at 10:02 am
Will develop the “attention grabbing” bite for my presentations, proposals and first contact potentials.
January 3rd, 2010 at 7:17 am
I reminded her of a conversation we once had.
Her response was ok but not now as she was going overseas for six months.
December 6th, 2009 at 9:15 am
During the week I attended a conference and this gave me the opportunity to talk to people in my field and get to know them and their issues/needs. So I was able to talk to them directly about their experience by presenting my approach to unique circumstances. I left business cards with them, collected their contacts details and have since emailed them to let them know how much I enjoyed meeting them and talking to them, plus I added a comment or two to show that I had continued to consider their issues. So I really just got their attention by paying attention to them and reiterating my interest in them as people and potential partners/customers ie by building a relationship.
November 23rd, 2009 at 1:14 am
Asking the killer question - “What do you want to achieve?”
I didn’t get the attention where I wanted it right away, instead I got a personal discussion after the meeting which was far more useful.
The hard bit was finding the right space to ask the question
October 21st, 2009 at 3:37 pm
To begin with start with pleasantries and offer soemthing that is unique , promising and stand apart and should later stand the test of questionning by the customer.
e.g. save 35% corporate annual tax by enrolling your staff as policy holders. No one does that for you. And your policy is not mandatory
October 21st, 2009 at 7:27 am
Following up on Proposals, sending newsletters email blasts
October 6th, 2009 at 8:41 am
By contributing an idea to strengthen their business model & brand…
October 3rd, 2009 at 11:13 am
I would pay more attention by listening and ask a lot of informative questions pertaining to what the client wants to achieve and most importantly what is the client’s motivation and what are the utmost important things in in their lives. My services is to help the client get clear on what they want and help them to help themselves to take the appropriate action and help them to modify their behavior which congruent to what they want. Help client to view from CVS2BVS. One of my main focus is to help client to arrive at a better STATE of mind so they can start to make better decision in their lives.
September 21st, 2009 at 12:25 am
By giving a free lecture on branding to graduate students who are potential customers.
September 18th, 2009 at 10:42 am
As always, by creating a feeling of mutual comfort through eye contact, asking relevant but not too intrusive questions too early, listening with active interest to the responses and in turn responding with sincerity, empathy and a genuine priority towards providing quality service.
This works fine for me provided I’m totally customer focused and patient in assessing whether my product is potentially of benefit … and if it is, or is not, am honest in conveying that assessment to the customer.
Interestingly, I find in practise that a negative summation invariably gets a more positive reaction and results in more sales than it’s opposite.
September 16th, 2009 at 1:24 pm
I research target customers, work out who’s who in the zoo as best I can, then call the owner/CEO, introduce myself, ask if they still operate X number of XYZ aircraft, tell them I probably can’t be of any help to them as I’m sure they are well organised and supported by their current suppliers, but ask if I can take a few minutes to ask three questions to see if what we do is of any use to them, if it is and they want to talk further they can, if not they can end the call and we can both get on with our day. My questions are designed to uncover problems they most likely have and see how much pain it is causing them. From there, they generally want to further discussions or put me in touch with who in their organisation I should talk to, now I have a CEO’s referal to move forward and Identify needs.
September 16th, 2009 at 1:52 am
I start soliciting an interview in order to interchange ideas regarding how they are getting or handling the matter I am interested in. Sometimes I got a positive answer and in the meeting I tried not to show my product or service; rather, I try to understand if they really needs it in an urgent mode. I do not try to force them “to close” the sell, I ask for another session in order to leave them enough time to consider if I could help to minimize or solve their present situation.
August 27th, 2009 at 8:49 am
by performing strongly in my sub-contracting role and providing a report on progress
August 25th, 2009 at 4:18 am
I am providing “hot” information and tips for improving their parenting skills.
August 10th, 2009 at 1:04 am
By creating a sense of urgency through a deadline and limited seating available for a presentation we are doing
July 22nd, 2009 at 7:41 pm
Made a summary of the brosure with to help save time for the client.
July 21st, 2009 at 12:28 pm
I called 15 people today and immediately after saying,’Hi, my name is Irial..’ I asked my question straight out. So this was 15 checks. Of my 15 checks, 11 turned out to be checkmates! (I got the answer I wanted). What I noticed was that most people who checkmated weren’t interested in elaboration - only one actually.
More fun to focus on how many checks I can start, because it’s so easy to start more, than to focus on those people that said no and why?
So, the more succinct your offer/pitch/question, the better? I just felt like people made their decision in a split second and any extra word that I said that wasn’t necessary was a waste of their time (and my breath). They didn’t need/want any more than the bare essential to make their decision. Also, once I started checking, I couldn’t stop! I checked more than I had originally planned in a fraction of the time I thought it would take
June 2nd, 2009 at 4:15 pm
provided an invitation to contribute to our research on behavioural profiling of “New managers”
June 2nd, 2009 at 7:03 am
sent an email to all my clients
June 1st, 2009 at 9:37 am
By having something unique to say - cleaver, quirky - but attention grabbing.
May 28th, 2009 at 12:53 am
I thought I had posted a response to this, but I did attempt to capture attention by doing good work, being responsive to a client’s concerns (sense of urgency) and to beginning to create a website.
May 23rd, 2009 at 12:23 am
By giving a short speech at a meeting sponsored by a financial services organization.
May 19th, 2009 at 1:10 am
Repitition
April 30th, 2009 at 8:53 pm
By extensive background research on them, the company, their situation and prepared my brief before attempting contact with them. I contact them tomorrow so I’ll advise then how I go.
April 27th, 2009 at 12:23 pm
I am internal sales based, not face to face sales, I will contact customers who’s products need replacing and inform them of this. Keeping our name fresh in their minds will hopefuly have them order the product again through us and not a competitor.
April 3rd, 2009 at 1:16 pm
I utilized my hands to duplicate the hands of a patient before and then after treatment with a new device to promote healing we are developing. My client uses cutting edge techniques and is a customer I would like to have as a beta test. I used my hands as a prop as I wove a word picture of the relief of pain and the restoration of functionality to the fingers.
April 3rd, 2009 at 12:11 pm
I emailed former Clients and Prospects to present the new company I just joined in a couple of weeks ago.
March 8th, 2009 at 1:20 pm
I’m not actively engaged in selling at the moment…at least not for my business. I’m still in the planning stages and the business has not yet opened. However, once things are operational, I will gain and keep customers’ attention through engaging content that over-delivers high-value information.
I’m also creating a community for people to engage in interactive thinking and personal development. This will not be easy, as there are many other online communities. But, once people join and participate, they will immediately see the difference from other places online.
There is currently a hole in the marketplace that needs to be filled for high-quality content, such as what is provided by SOT and Newsell. It’s an excellent example of the kind of communities that need to be developed and promoted.
March 8th, 2009 at 1:46 am
Today , plenty of people looking to buy nutritional supplements in the shop where i work, from over 300 folks a day, the simple question, what do you really want? what are you trying to do? Whats do you need? helps me cut to the chase in helping them connect with what they need, not what i am trying to sell. I never try to sell.
March 7th, 2009 at 8:47 am
We sent out all our proposals this week with organic chocolate - to aid in concentration. It was most appreciated!
February 27th, 2009 at 7:07 pm
I keep repeating the statement that I wish to convey,first time customer was laugh, second time they look at me, third time they said you are right.
February 26th, 2009 at 10:50 am
Initially, we got into a very Lively discussion regarding “2012″ … I suggested we meet to discuss the Opportunity I have to Offer him and we can Afterwards discuss further “2012″.
…
He thought that was a Gret Idea and Approach … he chuckled and said, “You sure know how to grab and hold one’s Attention … in addition to getting an Appointment” …
February 25th, 2009 at 6:38 pm
The product which I sell is a home based educational support programme. Initial contact with the parents is made by the school and when I attend an apointment my presentation is completely scripted and takes the parents from A to Z on the implications of providing, or not providing, support for their children in Mathematics and English grammar.
February 15th, 2009 at 6:02 am
Used a simple text to reconnect with a prospect to remind him my mobile number and mentioned that I was available to speak during the weekend if he wished. Four hours later had a short conversation that could lead to a huge deal
February 6th, 2009 at 3:57 pm
Know their interests and appeal to more than one of their interests
February 6th, 2009 at 10:00 am
Preparation. Knowing what the potential issues a customer is facing and then asking questions to uncover their key issues and challenges. After that good open questions to get and them keep them talking. When this is allout on the table, you tailor you solution to address the issue. Full on attention.
January 26th, 2009 at 1:09 am
In the Markets of IDEAS, we sell the concept first by drawing attention then its repetion, repetion, repetion. Again and again, repetion-repetion-repetion!
January 8th, 2009 at 4:41 am
Repetition and attention are core values in selling anything. First you must brand what you wanted to sell then you bring the attention of the customer through repetition.
Erik
January 6th, 2009 at 8:10 pm
I so some ‘occasional’ life drawing (drawing, painting, sketching nude models in various poses)’modelling’ . I was drinking coffee and chatting to my buddy in cafe about it and showing them a few yoga-type sitting poses I did. My buddy told their buddy… and they offered me a regular modelling session.
January 5th, 2009 at 11:15 pm
I included a time limit for a reply in a posting to a discussion group and the result was 3 serious queries for the sale of 1 item.
December 23rd, 2008 at 6:57 pm
To get ATTENTION;
Have something to offer;
… Knowledge to the Others
… Creative Ideas to the Others
… Gain to the Others
… Let the Others increase
… Value Contacts t the Others
Have someting Interesting
Have someting New
December 15th, 2008 at 8:12 am
Today I will phone a number of new existing customers and talk to them about a our new services
December 1st, 2008 at 6:15 pm
Today I had a meeting with a new employee of a company I have worked with before.
I tried to capture this person’s attention by letting him know that my name was floating around the company because the director was impressed last time I worked for them in May 2008.
Why was the director impressed?
Because I paid out of my own pocket to attend his business seminar as research for the online marketing campaign that I was about to write. Since then, I have realised that one way we can differentiate ourselves and get our customers attention is to do top quality research. We will do whatever it takes to be informed on any topic. We have both spent 20 years doing medical research. We know research.
It impressed the director of this company. We hope it impresses many others!
November 26th, 2008 at 7:29 pm
by researching and making a guided call to a prospect, simply to introduce my services.
November 24th, 2008 at 2:32 pm
i sms to my most important potential buyers/sellers to thank both of them for the time spent with me yesterday
November 17th, 2008 at 12:23 pm
I emailed a prospect and simply asked for a meeting. He did not agree to the meeting based on their current in house capabilites providing similar services to what we deliver. However he has offered to put me in contact with other head offices who may require our services.
October 29th, 2008 at 8:42 pm
By checking the customer’s emotional need through casual conversation and asking the right questions.
Offer a brief solution, add genuine value to the solution to create curiosity and check whether they are willing to sit together and get more information.
October 29th, 2008 at 11:38 am
By checking the customer’s emotional need through casual conversation and asking the right questions.
Offer a brief solution and check whether they are willing to sit together and get more information.
September 9th, 2008 at 3:07 am
Matching your offer to a persons desire whilst giving them an easy way of owning it.
September 6th, 2008 at 9:49 am
Selling is when you have an item that another person decides they would like for themselves
August 20th, 2008 at 5:23 pm
Selling is a service provided that presents the customers a product or service that they are considering to purchase.
August 18th, 2008 at 1:27 pm
Selling is enrolling people into a certain way of thinking and motivating them to take action based on this way of thinking
July 4th, 2008 at 10:17 am
Selling has to do with information. How it is arranged to get the customer’s attention, and then rearranged to get a change in their perception on your offer.
June 9th, 2008 at 8:00 pm
Persuading someone that your idea, product, service or perspective is the best option available at the given time to meet their needs.
May 14th, 2008 at 4:07 pm
Selling is to Serve.
It is the act of offfering a service or product that will improve the outcome of the customers needs in business or personal life.
May 12th, 2008 at 6:32 am
Get in a position where a customer can say yes or no
May 9th, 2008 at 5:29 pm
Opening relationships with others as you mutually explore the extent to which your product or service is something that will meet their needs.
April 18th, 2008 at 7:29 am
Helping people to realize that I have something they want and that I’m willing to trade.
April 7th, 2008 at 1:21 pm
Selling is making the customer an offer the ycan’t refuse.
March 24th, 2008 at 7:20 pm
As a consultant I do not have a physical product to sell. I am interested only in discussing problems of real importance to the client. If the problem is not of sufficient interest to the client to hold their attention than neither will it hold mine.
If the problem is real than you will have their attention. The next step is to explore options to understand or shape the solution and convince the client that you bring new and clever thinking (as well as sound experience) to the table.
March 24th, 2008 at 1:48 pm
Selling is connecting with someone to offer them a product/service that can help them solve a problem or enhance their life.
March 20th, 2008 at 2:43 pm
Selling is creating an atmosphere where the salesperson and the client enjoy a meeting of the minds in a win/win situation.
March 15th, 2008 at 7:35 am
helping the customer clarify their needs and demonstrating how your service/product will help the fill that need.
March 14th, 2008 at 10:00 am
Selling is influencing people to change their behavior. Example: Change from drinking harmful alcohol and soft Drinks to pure natural juice packed with the world’s most powerful antioxidants which will make you look younger and feel better - Will make you feel like a million bucks and help you to earn a million to!
March 12th, 2008 at 7:26 pm
selling is the process of changing prospect’s current disatisfied situation to a better alternative.
March 8th, 2008 at 3:09 pm
providing buyers in the market with information regarding the features and benifits of your product culminating in a transaction
March 7th, 2008 at 4:24 pm
Offering a good or service that has the potential to improve the customers current position
March 7th, 2008 at 11:04 am
Selling is identifying a need/problem and then helping him or her find the solution.
March 7th, 2008 at 7:38 am
Being able to get individuals or groups attention to be able to input information to assist with options and decisions in regard to the best products or solutions for their needs.
February 13th, 2008 at 1:32 pm
Selling is the bridge between the need of the customer and the product or service which will satisfy the need.
February 13th, 2008 at 11:36 am
Selling is the process of finding agreement and ultimately the exchange of something of value between between two parties
February 12th, 2008 at 8:18 pm
Selling is the name given to the process of influencing a change or a behaviour in someone.
January 21st, 2008 at 11:36 pm
Selling is a process of identifying a particular need or problem that someone or organization has and providing an effective, valuable solution
January 18th, 2008 at 10:37 pm
Offering something of value and showing the buyer the benefits from obtaining the service or product
January 18th, 2008 at 1:18 pm
Selling is discovering what someone precieves as a need or a problem and offering your product or service as a solution.
January 4th, 2008 at 8:33 am
To sell you need to listen. If you hear what somebody wants then you can provide it.
January 2nd, 2008 at 3:15 am
Making it easy for the customer to realize that it’s okay to give you their money for your product; and easy to do so.
December 21st, 2007 at 7:13 am
Selling is the act of creating a situation in which the provider of a service or product successfully encourages a potential user of it to take action and acquire it by purchase.
December 13th, 2007 at 2:00 pm
Selling is the transference of emotion to create desire.
December 13th, 2007 at 11:43 am
Selling is a offering that hopefully results in a transaction involving the transfer of goods and ideas that has value to both parties.
December 10th, 2007 at 3:35 am
Selling is the presentation of ideas and or products, offered for the apparent benefit of the end user.
December 9th, 2007 at 4:48 pm
SELLING IS THE ART OF GETTING ENOUGH ATTENTION FROM THE CUSTOMER IN ORDER FOR HER TO SWITCH FROM ANOTHER PRODUCT AND TO SETTLE ON YOUR PRODUCT
December 8th, 2007 at 6:58 pm
Communicating the benefits of a product/service so that the prospect understands it to be in his best interest to make the purchase
December 6th, 2007 at 11:44 am
Selling is making an offer that can either help/inform and/or solve a problem that invokes a response.
November 30th, 2007 at 9:15 am
Selling is creating an apportunity for someone to buy. Whether they do depends on how effective you are at creating the RIGHT opportunity!
November 29th, 2007 at 5:15 am
Selling is fufilling a real or imaginary need. A real need linked to survival (normal adaptative response)and superflus need linked to pleasure and success(more than necessary to survive- higher adaptive condition).
November 24th, 2007 at 4:50 am
selling is the art of making a buyer give enough attention to a product to the extent that he is willing to part with money for it.
November 23rd, 2007 at 6:54 am
Uncovering needs and meeting them with your products
November 20th, 2007 at 1:20 am
The art and science of giving people the space to choose what they really want.
November 12th, 2007 at 7:04 am
1-determining what the customer wants
2-presenting your product so that it satisfies the customers wants and needs.
November 7th, 2007 at 8:02 pm
Selling is discovering and hitting the triggers that turn on a persons emotional need to have what you are offering
November 4th, 2007 at 3:59 pm
Selling is convincing people to buy something they don’t need, which differs to marketing.
October 17th, 2007 at 10:32 pm
Selling is the ability to help the client imagine what they might want in the future, then get them emotionally motivated to take action towards that future.
October 11th, 2007 at 1:05 am
The ability to persuade or influence another person in exchanging money for a product or service.
October 9th, 2007 at 6:02 pm
Selling is the art of instilling in others that you and your product/service are trustworthy and are worthwhile for their price of admission.
October 6th, 2007 at 11:26 am
Selling is the art of separating the client from their money for a service or product that you provide
October 2nd, 2007 at 8:00 pm
Offering to resolve with a product or service a person’s or organisation’s problem in exchange for money.
September 30th, 2007 at 3:50 pm
An exchange that brings value to the prospect.
September 30th, 2007 at 12:48 pm
Selling is convincing prospects that what you offer will benefit them.
September 29th, 2007 at 5:01 am
Getting someone’s attention about a product or service and then offering them and opportunity to buy it.
September 28th, 2007 at 10:40 am
Selling is discussing with someone their needs and demonstrating a product or service that fits.
September 28th, 2007 at 2:24 am
Selling is learning what people want and giving it to them with an offer they can’t refuse.
September 27th, 2007 at 5:23 am
Selling is helping a person buy what will best fit their needs and wants.
September 25th, 2007 at 8:49 am
Selling is a conversation where the audience can answer yes or no.
September 24th, 2007 at 6:52 pm
Selling is the process of determining a customer’s needs and providing a solution to the problem at a mutually agreed price.
September 24th, 2007 at 12:38 am
Resistance,
But,
Eyes and ears say…aha nice.
Resistance returns
Pocket also says…aha nice.
Resistance melts,
Easy sales…
…at least better chances of sales.
September 22nd, 2007 at 11:16 pm
selling is a process for convincing a person that they want and need a specific product or service
September 22nd, 2007 at 7:26 am
The right solution,
The right place,
The right time,
The right value,
The right profile.
September 22nd, 2007 at 12:27 am
selling is establishing ‘like’, ‘trust’ and urgency for an emotional followed by a factual response.
September 22nd, 2007 at 12:15 am
Creating a desire and removing all objections to purchasing what you have.
September 21st, 2007 at 10:22 am
Selling is posessing something so irresistible, that whoever hears about it, wants to trade you their money for it.
September 21st, 2007 at 7:31 am
Selling is the act of offering a product or service that your feel worthwhile to someone else for a monetary exchange.
September 21st, 2007 at 6:59 am
I consider selling a REALationship transaction as a Public REALations consultant that does not involve hype but story telling that offers a win/win for all involved.
September 21st, 2007 at 1:22 am
Providing what people want or need to make their life happier and/or easier.
September 21st, 2007 at 1:14 am
Selling is serving a person by determining a need for which you have a potential solution, helping the person to see their current reality and find the motivation to make a change.
September 20th, 2007 at 10:59 pm
Selling is giving a prospect the information he needs to make an informed decision about something he wants or needs.
September 20th, 2007 at 10:56 pm
The ability to entice a prospect to make a purchasing decision.
September 11th, 2007 at 1:27 pm
Selling is the skill to change a client’s mindset towards purchasing your product at a price which enables your business to survive in the market.
August 28th, 2007 at 4:59 am
Selling is the ability to convince people to part with finance with mutual compromise of max return with minimum effort
August 24th, 2007 at 7:06 am
Selling is the ability to convince another person that the product or service you are offering is worth buying
August 21st, 2007 at 1:10 pm
Selling is the process of helping a potential client identify that what you are offering is something they need or want and making it possible for them to buy it.
August 20th, 2007 at 6:27 am
finding a problem and then providing my product as the solution to the problem
August 12th, 2007 at 2:49 pm
selling is filling a persons needs and wants
August 5th, 2007 at 10:40 pm
Selling is making your potential customer realize that his particular need can be satisfied with the product we are offering him
August 1st, 2007 at 3:44 pm
Selling is the ability to ask questions to determine what a clients needs are, and then providing a product/service for those needs.
July 30th, 2007 at 2:59 pm
To offer a solution to a problem and an answer to a problem relevant to a client, thus reaching an acceptable agreement of certain terms.
July 26th, 2007 at 6:38 pm
Selling is offering a person the product they need and require to maximise their experience
July 26th, 2007 at 12:52 pm
selling is the act of focusing a prospective buyer’s attention on your offer and asking them if they want it or not
July 18th, 2007 at 5:28 pm
Sellling in showing someone that what you offer will better their life
July 11th, 2007 at 4:32 pm
Selling is having a person agree to your offer, be it product information or idea and acting
July 10th, 2007 at 2:57 pm
Selling is solving a problem. All purchases are the result of change and a need. Solve the problem = make the sale.
July 2nd, 2007 at 3:05 pm
Getting myself from unchecktocheck by getting the attention of the customer and giving him a BVS and the oppertunity to say yes or no.
June 27th, 2007 at 8:11 am
My definition is the building and continuation of realtionship building to always look for better solutions and to stay in constant contact
June 18th, 2007 at 10:24 am
Providing solutions that are 10 times better than the current solution.
June 12th, 2007 at 12:30 pm
Selling is about achieving a change in someone’s behaviour. The customer deciding to buy is such a change.
June 8th, 2007 at 5:32 am
selling is getting a person’s attention, and then giving them a reason to take action.
May 30th, 2007 at 1:15 pm
Selling is convincing another of the value of your idea, product, service, etc.
April 15th, 2007 at 6:30 am
Selling means conveying a message to which your prospect will agree to take action.
February 27th, 2007 at 1:23 pm
Selling is the ability to convince another person that the product or service you are offering is worth buying
February 16th, 2007 at 2:27 pm
Selling is providing people with a feeling that they are getting something that fills a need.
February 15th, 2007 at 11:08 pm
Definition of Selling:
Convincing a prospect that I can provide product or service that will meet their needs over anyone else’s product or service.
February 6th, 2007 at 7:51 am
selling is the ability to persuade and influence someone into thinking that they need to have your product or service
January 21st, 2007 at 11:31 pm
Selling is presenting an offer and giving the opportunity to answer
“yes” or “no” on average atleast 9 times to a person.
December 9th, 2006 at 4:09 am
selling is conveying your thoughts and ideas to another to motivate or influence them in some way
November 19th, 2006 at 7:24 am
Selling is helping to improve a person’s life by offering them something that can make their lives easier.