How do you get and keep the attention of people who do not have to listen to you? I mean, life and marketing is not like grade school and your audience doesn’t have to be in the room so to speak. From tutoring teenagers in voluntary summer programs to building a following online or a loyal client base, the process of communication is fascinating to me.
How do you captivate an audience enough to get them to listen to you and buy from you?
Kristen Zhivago at RevenueJournal has a simple take on it. In ‘Why Do They Love You,” she suggests that you “have someone you trust to interview your customers.” Isn’t it funny how simple solutions keep rising to the surface.
So What Is The Right Way To Say It?
How many times have you run around in circles with your marketing copy, new product development ideas, and other processes inside your small business, trying to find the “right” way to do things? Who wants to put energy into things that your staff won’t use and that you clients won’t buy?
What if you could speak their language? What if you knew the magic words? What if you knew how to talk to potential clients?
According to Zhivago, author of Roadmap to Revenue, you learn how to talk to future clients by interviewing and listening to your current ones. The goal is to learn from successful relationships and then repeat that behavior. There is nothing like a well-placed conversation and honest feedback.
It’s Hard To Serve People You Don’t Understand
It’s even harder to understand people that you don’t listen to. Feedback gets you beyond guessing and assuming, it gets you to a place of knowing. The more you know, the better decisions you can make.
Personally, when it comes to public speaking and training, I learned that it’s not my clever acronyms, credentials or catch phrases (though they do help start a conversation) that gets and keeps my audiences’ attention. In their own words it’s the personal stories, authentic enthusiasm and simple and clear way of breaking things down that keeps them listening.
Before I talked to them, I assumed it was something else.
What assumptions have you made about your customers and what actions are you taking to verify your hunch?
Capturing Attention Photo via Shutterstock