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allure. n. The power to attract;
enticement.
Do you typically get a glazed look when you tell someone
what you do?
Or
when you tell someone what you market?
Followed by a polite "Oh how nice" - the one that a 4-year-old
child gets along with a momentary glance from a busy mom?
Have you ever wondered if you could learn a few words to say that
would cause the person to pause after hearing what you market, reflect
a moment, and say: "Gimme that!"
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There's a trick to it. You can
learn it.
Let's quickly agree on two things.
1. Most interesting individuals have things,
causes, concerns or beliefs they feel very strongly about.
2. Anyone around them bringing up any
subject dear to their hearts sets them off and they can discuss their
position for days. Often you'll hear them say, "Don't even get
me started."
How about you? Do you have something, a cause, a concern or a belief
you feel really strongly about that makes you want to do certain things,
or not do certain things?
Some people call them 'hot buttons'.
Good people have them hidden inside. Trick: How do you find those
fast?
Two approaches:
1. You can try to find out what theirs
are.
2. You
can announce a stand on something and see who is attracted to you
because they agree with you.
I vote for #2.
#2 takes less time, and you get immediate feedback. And no stress.
Watch this.
Say you are telling someone what you market.
OK let's try some words and see what's more alluring.
SOMEONE: So what do you do?
UNALLURING LINES: I represent a company called XEENO. And we
market really great neutraceuticals that help people live healthier
lives.
How alluring is that? Does the answer tingle your insides? Or turn
you on in anyway?
ALLURING LINES: I market a product for parents whose children
are picky eaters and they worry they're not getting enough right nutrients
Do you agree?
Will someone with children who are picky eaters respond? And ask what
you have?
CERTAIN people say: "THAT'S ME!! I am one of those parents, or
I know one, and I worry about my kids getting the right nutrients!
What have you got?" :)
And those without such concerns will do whatever you would do when
someone tells you something interesting, but which happens to be interesting
to you.
Like, "Gee, cool." and then you let go.
Remember the mission: Find
people for whom it's the right thing now. No one else. So you
can have it in your lifetime, remember?
Here's how that works.
People are like books...
Picture all the books in a big Barnes & Noble or Border's bookstore.
See them all there? On several floors?
They're grouped by topics of interest. Sports, poetry, children's,
movies, martial arts, marketing, biographies of great figures, etc.
When you ask for a book on learning computers, isn't there a whole
section of books like that?
Slightly different, but all right there together, on on that topic.
People are like that. They share interests and like hanging out together
when they see eye to eye, like books in the store are grouped together.
So like going book shopping, you ask for what you are looking for,
Specifically. After all, does anyone just go in a bookstore and cryout:
"I want a book! Any book will do!"
Is that an sophisticated way to ask for a customer for YOUR product
or service? Too general to be alluring?
What if you learn to state who you are, and what is important to you,
just like this example, so people listening can see if they are of
like mind?
It's kind of like you are 'calling them by name'. Except instead of
their given name, you are calling them by their interest, their concern,
or cause they share with you. That's how to be alluring. To the right
ones.
Kind of like asking for 'all wine enthusiasts' or 'mothers against
drunk driving'.
It's always easiest to start with a description of who YOU are and
YOUR concern. Like being a parent who worries about a picky eating
child getting their proper nutrition. And of course, your product
has solved that problem for you. Right?
How
would you like to be able to be the ALLURING YOU in 1-3 weeks?
And spend your precious time talking to people who feel like you do
about important issues in your life? And perhaps you sell some of
them the products you use that have solved the issue for you?
Does that sound better than dragging them across the finish line?
Or across the starting line? Or nagging?
Learn the art of allure so you can build a giant customer base that
won't quit this year are starting next week. In three weeks.
What if you can be naturally alluring when you
speak to prospects? And make friends with people who feel strongly
about the same kinds of things you do? People who are willing to do
something about it? Like you did?
What if you get 137 customers this way who are also comrades for your
concerns? What would your monthly bonus check be then? Just from them?
Plus the new friends and good relationships?
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