We can communicate to increase interest in a variety of ways. Unfortunately, the most widely used techniques do not invite additional business. Some folks choose to speak with authority in their voice that attracts only a small percentage who actively listen.
Using questions to extend the conversation and gain further insight is a better business development strategy. Once we receive an answer, it is best to verify what we believe we hear to ensure that we are aligning our thoughts.
Salespeople learn to capture the vocabulary of the people with whom they meet. But, sadly, most use the method too frequently in conversation. The technique becomes annoying. However, limiting the same vocabulary to the more critical points lends emphasis. Upon hearing their words, the prospective client realizes that the salesperson was carefully listening. The strategy is a sound one when one is preparing to write a final proposal. It becomes difficult for the confirming party to say ‘no’ to their own words.
But repeating a person’s vocabulary by itself is not enough for growing a business. A touch of tasteful humor can come to the rescue. Becoming comfortable with incorporating laughter into the conversation is a signal that we do communicate to increase interest.
At the beginning of my sales career, I was afraid to be anything other than professional 100% of the time. The seriousness gave me credibility. However, I found the anticipated meetings to be nerve-wracking. As I gained confidence and chose to view prospective clients as prospective friends, my world changed.
The one common denominator that can easily connect two souls is laughter.
My newfound relaxed nature made it easier to build relationships with those that I met. We took the time to exchange personal stories as they came to mind. As prospective clients saw me as being both credible and fun, everything changed for the better. I couldn’t wait to get to the set appointments for more fun-filled conversations. Camaraderie gave way to the remarkable increase in sales. When we share laughter, we pave the way for our success ahead.
Example 1: Movie Lines Help Communicate to Increase Interest
In the corporate arena, I once used a line on the sales manager taken straight from the movie, The Field Of Dreams. The sentence refers to ‘build it, and they will come.’ Each member of the sales team was to provide him with the name of one likely client to buy the new business equipment.
Two issues existed about the potential sale of the new printer:
- It was gigantic, and few companies had room to accommodate it.
- The price of the printer was also enormous, and few companies would be able to purchase.
Each team member put in their suggestion. For most, it was merely a suggestion, not a realistic recommendation. Upon compiling the list of clients, the technicians visited each company.
Afterward, I was front and center for the first verbal put down. I was accused of wasting everyone’s time. The client area for the printer was far too small. With a smile, I said, they will build it, and the employees will come! I quickly added that the foundation was already in place. How is that possible, the manager asked?
My reply was that our service was impeccable up until that point. The groundwork for trust was in place. I proudly announced, they will restructure the walls to accommodate the equipment. And they did!
Example 2: Popular Song Lyrics Increase Interest
As a committee member of an Adventures Group, we each take turns offering ideas for trips. During our social distancing, we are selecting different hikes nearby. I suggested a walk on a beautiful trail. No one heard of it, and there was seemingly little interest until I added a sensory picture for them.
With a smile on my face, I stated that when I previously biked along the trail, the song, ‘The Lion Sleeps Tonight’ came to mind. Suddenly every member of the committee smiled and wanted to know more!
The Tokens wrote the following lyrics to the song, The Lion Sleeps Tonight:
“In the jungle, the mighty jungle
The lion sleeps tonight In the jungle the quiet jungle
The lion sleeps tonight.
A-weema-weh, a-weema-weh, a-weema-weh, a-weema-weh
A-weema-weh, a-weema-weh, a-weema-weh, a-weema-weh
A-weema-weh, a-weema-weh, a-weema-weh, a-weema-weh
A-weema-weh, a-weema-weh, a-weema-weh, a-weema-weh
Near the village the peaceful village
The lion sleeps tonight
Near the village the quiet village
The lion sleeps tonight.”
I was then told to provide all of the details for the very next Adventures Group trip!
Example 3: Humor Paints the Picture and Nails the Sale
On the personal side, I accidentally discovered cocoanut lotion. The rampant bug bites throughout my life disappeared. I came across an article that stated the aroma deters the biting insects. And a Google search confirmed the statement.
Initially, I shared the insight with another who scoffed. Sales strategies are always with me. Using her words, I suggested she do a Google search. But she still wasn’t interested in the lotion. However, the bites soon affected her children. Humor was my next option. I replied that at this point, they have nothing to lose but bug bites! Sold!
The underlying question is, are you developing a returning and referring clientele? Your style of communication is what will motivate the first purchase. As the customer see you dedicated to service and the value you provide, they soon become loyal.
Answer these questions:
- Are you enjoying client conversations to the fullest?
- If your answer is no, what may you change to increase the enjoyment?
- How may you add additional value to the service you provide?
Clients want to know, like, and trust you. The extra steps you take to build each relationship proves the value over and over again.
Enthusiasm helps your cause. Humor is the bonus or the icing on the cake. Incorporating both into your everyday repertoire will increase sales, business growth, and the likelihood of being the chosen candidate for the job opening.
It is a relaxing and fun-filled conversation that stimulates an in-depth and meaningful exchange of insights. To increase success in any endeavor, be the one to communicate to increase attention.
Sales Tips: Communicate to Increase Interest
- Put the prospective client first
- View your prospective client as a potential friend
- Smile during the conversation
- Capture your client’s vocabulary
- Ask for the meaning of words you do not understand
- Communicate to increase attention and interest not to sell
- Use humor where appropriate
- Attract attention and develop requests for more
- Create an enthusiastic returning and referring clientele.
- Celebrate Success!
Today’s insights are provided to help you achieve the Smooth Sale!