Twitter's Controversial Algorithm Changes: What They Mean for Your BusinessTwitter Vs. Facebook: Which One Is Better for Promoting Your Brand?3 Free Twitter Tools PR Pros Can't Live WithoutSocially Stephanie: Social Media for the Automotive Industry
- Content Marketing
When Your Customers Become Your Contributors: Brand Journalism Meets TraditionalToo Many Advertisers Are Talking, Not Enough Are ListeningEmotion Drives Behavior: 3 Brands Getting It RightNative Advertising: The New New Thing or a Race to the Bottom? [VIDEO]
Technology & Data
Data and Creativity at the Social Shake Up: Defining Your Data-Driven Social CampaignTalking Strategy and Data with Shannon Lee of Precision StrategiesNew IBM Study Reveals 3 Key Characteristics of the Most Successful CompaniesMinority Report: Confronting Privacy Issues in Big Data Gathering
- Tech & Innovation
- marketing automation
- Social Tools
- Small Business
- Social Organization
Recap from the First-Ever Employee Advocacy SummitFormer IBM Senior Advisors Launch Brands Rising to Build Employee Advocacy ProgramsPerformance and Risk Management Through Social Media TrainingEmployee Advocacy Summit: Advocate Stories from the Field
- Customer Service
Join us September 15th in Atlanta for The Employee Advocacy Summit and learn how to unleash the power of your employees.
Post your event here and we'll share it with our community. If one of our members is featured, we'll promote as well on their profile.
- Marketplace & Webinars
The SMT Marketplace
Your resource for exclusive content and insights from Social Media Today, and opportunities to reach our community of professionals.
The Social Business Book Club brings you books, discussions, and insights from today's to business thought leaders.
Join interactive talks and and panel discussions with leading thinkers and practitioners on social media and networked business, or browse the catalogue of recorded sessions - all completely free.
Reach Social Media Today's community of marketing and communications professionals in an editor-approved context with a native advertising package.
What Online Scammers Know About Sales Prospecting That We Don't
Posted on February 12th 2013
Good scammers have figured out what it takes to get an unsuspecting person to click on their links and enter their sordid world of illegal or immoral activity. But people like you and me, we're smarter than most patsies. We can smell them a mile away!
They found just the right words to capture my attention. My finger was all set to click on their link when a little voice in the back of my head said, "Slow down."
So what was it that caused that reaction? Here's the first message I got. It came in via Twitter. Over a few week period I received a few more, all with similar text.
What makes this message so darn effective? First off, it came from someone I knew. But, more importantly ...
It piqued my curiosity. I wanted to know who was saying bad stuff about me -- and what horrible rumors they were spreading.
Curiosity. That's the brilliance of this technique. Those scammers figured out a way to evoke it in me. And, we can take that same strategy and use with our prospects. In fact, we can evoke curiosity in our:
- Email subject lines
- Voicemail or email messages
- Initial conversations
- Sales presentations
So have you ever thought about what your prospects are curious about? Mmmm. Now that's a new idea. Maybe you could ask them. Just as a starter, let me throw in topics such as: industry trends, how similar businesses are addressing problems, new ways to look at their challenges. Get the picture?
And once you get that figured out, then you need to experiment with different ways to share this information in a curiosity-inducing manner. For example, I have five different titles for this article before I settled on the one you see above. Why did I chose this one? Because it didn't give away the answer. You had to read the article to find out.
Once you get into the fun of evoking curiosity, it's actually a lot of fun. You can literally see the difference in your prospect's reactions -- and ultimately your sales success.