{"id":1692,"date":"2019-09-11T16:16:05","date_gmt":"2019-09-11T16:16:05","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=1692"},"modified":"2019-09-11T16:16:05","modified_gmt":"2019-09-11T16:16:05","slug":"capture-their-attention","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/capture-their-attention\/","title":{"rendered":"Capture Their Attention"},"content":{"rendered":"

In preparation for your next presentation, here are two simple tips that can dramatically help capture your prospect’s attention and put them in the right frame of mind.<\/h4>\n

<\/h4>\n

The first is, just prior to starting your presentation, begin with these words, \u201cMr.\/Mrs. Prospect, in preparation for this meeting we have put a great deal of effort into coming up with the recommendations we are about to make.\u00a0We …\u201d (Explain everything you did, i.e. brainstorm(s), research, reading, writing, visited their competitors, etc.)<\/h4>\n

<\/h4>\n

\u00a0In Dr. Robert Cialdini\u2019s\u00a06 Principles of Influence, he refers to Principle #1 as \u201cReciprocity\u201d.\u00a0People tend to want to repay others for what they have done for them.\u00a0While explaining your efforts won\u2019t seal the deal, it will show the prospect the amount of time, effort, and energy you put into this for him\/her, and psychological reciprocity suggests they will want to return the favor.<\/h4>\n

<\/h4>\n

The second tip has to do with the headline of your presentation.\u00a0Most radio sales proposals or presentations begin something like this,\u00a0An Advertising Proposal for (client name) prepared by (media rep’s name); plain and simple, nothing fancy, except for maybe the business\u2019 logo and your station logos.<\/h4>\n

<\/h4>\n

It\u2019s\u00a0boring!\u00a0There\u2019s nothing that states what\u2019s in it for them!<\/h4>\n

<\/h4>\n

Instead, make a statement upfront that will put your client in the right frame of mind.\u00a0You already know the power of good headlines or benefit statements, and if you have done your homework, you should know exactly what the prospect wants to accomplish.\u00a0You have already explained the effort you have put into preparing this plan, now tell them immediately what you are about to present and what it is intended to do for their business. For example:<\/h4>\n

<\/h4>\n

An Advertising Proposal for<\/h4>\n

<\/h4>\n

(Business Name \/ Logo)<\/h4>\n

<\/h4>\n

Designed to\u00a0(say exactly what the plan\/program is designed to do), i.e.<\/h4>\n

<\/h4>\n

<\/h4>\n

Designed to Increase after-hour Emergency Room Visits<\/h4>\n

<\/h4>\n

Strategically Designed to Increase Traffic and Sales in the Bedding Department<\/h4>\n

<\/h4>\n

Designed to Increase Traffic to your Website and Increase Online Sales<\/h4>\n

<\/h4>\n

<\/h4>\n

Exclusively Designed to Increase Happy Hour Traffic on Wednesday, Thursdays & Fridays<\/h4>\n

<\/h4>\n

Again, this won\u2019t seal the deal, but you will have grabbed their attention with a statement about\u00a0them.<\/h4>\n

<\/h4>\n

In preparation for this article, I read five different articles, re-read part of Dr. Cialdini\u2019s book,\u00a0The Psychology of Persuasion,\u00a0and dug into some of my old notes.<\/h4>\n

<\/h4>\n

Good Luck with YOUR next presentation!<\/h4>\n","protected":false},"excerpt":{"rendered":"

In preparation for your next presentation, here are two simple tips that can dramatically help capture your prospect’s attention and put them in the right frame of mind. The first is, just prior to starting your presentation, begin with these words, \u201cMr.\/Mrs. Prospect, in preparation for this meeting we have put a great deal of […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[22,426,189],"class_list":["post-1692","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-advertising","tag-client","tag-presentation"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1692","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1692"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1692\/revisions"}],"predecessor-version":[{"id":1693,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1692\/revisions\/1693"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1692"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1692"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1692"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}