Interesting Stories
January 12th, 2009Today I am going to talk about maintaining and generating interest.
Once you have successfully crossed over the hurdle of the headline and the initial sentences, you must then tackle the problem of maintaining a person’s interest.
If they are not interested, or if they lose interest along the way, they are going to stop reading, or stop listening, to what you are saying.
Thus it is vital that once you have them hooked and you have their attention, and you have them paying attention to your message, you absolutely must not lose their interest - because then you’ve lost the sale.
So, the primary problem after deciding how to attract their attention in such a way as to keep the prospect open minded and responsive to your approach is this:
Is the approach you are using strong enough to maintain interest in what you have to say?
So not only do you have to consider whether or not the approach you are taking is going to connect with your prospects and leave them vulnerable to emotional manipulation, and by that I just mean that your approach puts them into a state of mind such, that you are able to push their emotional buttons, and hopefully get them to buy whatever you are selling.
The question when forming a message really is: Is your approach enough to maintain their interest, rather than how to structure a sales letter.
If you don’t know how to structure a sales letter, there are plenty of free resources to show you how to structure your sales message. Right now I’m talking more about the strategic elements, the overriding psychology of your sales message.
And in that overriding psychology, besides all the specific tips and techniques, the question which has to be foremost in your mind is this: Is this interesting? Will my prospects be interested in what they are reading, or what they are hearing?
Nobody wants to read a dry, boring, sales letter. In fact, most people don’t want to read a sales letter at all, if they know that it’s a sales letter. We can’t avoid that without getting into devious territory that it’s better to stay away from.
This is where storytelling comes in.
Telling a story is one of the best methods of generating interest. That is because people find stories interesting.
Yes, there are plots and story lines which I find boring, and if I am bored, I will most likely stop reading.
But even some boring stories are interesting.
And if a person is interested, they will keep reading.
A boring, yet interesting story will most likely not generate a sale for you, but at least it stands a better chance of getting your message read, than just relating dry, boring facts.
So, do not be boring – but you also don’t have to be the life of the party either.
Just be interesting. And most stories, by the very nature of being stories, are interesting. At least interesting enough to keep a person reading your message.
So it’s up to you to decide whether or not telling a story will fit in with the approach that you’re using. But if there is any way at all to tell a story with your approach, then you should seriously consider putting in the effort, and time to construct a legitimate story to go along with your sales message, because that will go a long way towards keeping your prospects interested.
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