Curiosity Crash Course
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The more help you offer -- the LESS people want to listen. The more value you share -- the LESS value they assign to it. The more they suspect an ulterior motive.
Good news. Persuasion is dead. Curiosity is King. It’s a brave new world.
In this new paradigm, the less you say, the MORE impact. The less you persuade the MORE others will consider convincing themselves. These are behavioral science facts.
Do you know how to leverage them to start, re-start and forward conversations? This Course will show you how curiosity changes everything. Attracting conversations is a new way to think about outreach. These five lessons will:
1. Deprogram you to abandon persuasion
2. Teach you how to provoke curiosity
3. Guide you to create intrigue with subject lines
4. Help you engage conversations on LinkedIn
5. Show you how to always be relevant
Welcome to rehab. The first step to recovery is self awareness. Conventional InMail, email and voicemail scripts contain toxic elements -- causing customers to ignore, delete or mark you as spam. This lesson will surprise and challenge you. This lesson is for you if: You need an intervention. You're brave and will consider transforming how you think about, and “design,” messages. You’ll take away a way to quickly review, restructure and relaunch outreach messages -- to provoke conversations.
Engaging people demands a counter-intuitive strategy: Not asking for meetings, not persuading, not sharing value. Instead, helping people persuade themselves is the way forward. This pulls, attracts. Intrigue is the key to unlocking conversations. You'll take away a strategy to attract conversations to you -- rather than looking like an average beggar. This lesson is for you if: You’re applying conventional tactics like sharing insights/content, adding value, requesting meetings, nurturing/educating, illuminating problems to be solved, attempting to appear credible & trustworthy… only to earn no (or not enough) engagement. You seek a way to get customers talking by sparking curiosity. You’re open to a thoughtful, effective philosophy.
Be specific. Be clear. Be compelling and catchy. Wrong, wrong, wrong and wrong. The more clear, the more specific and the more compelling (or catchy) the more you’re trying to persuade. This creates resistance. 90% of subject line recommendations are based on marketing copywriting concepts. Sales is different. This lesson explains subject line psychology and tactics to elicit curiosity -- so you get opened and responded to. This lesson is for you if: You are willing to experiment with a “less is more” tactic focusing on curiosity. You seek a way to be unclear, and slightly confusing, in a way which makes people want to get more clear. Open! You are crazy enough to consider not tracking open rates -- if it means getting delivered to inboxes more. (avoiding spam)
There’s a reason why LinkedIn connection requests usually result in a lot of connections -- but few conversations. This lesson reveals a handful of “best” (worst) practices, misconceptions and conventional (misguided) wisdom which block success. This lesson is for you if: You’re putting the effort in -- but not seeing results. Your ideal customers are on LinkedIn yet aren't engaging in conversation. You seek a way to leverage connections to make contact, engage and help those who need what you sell.
Sales is a numbers game; but not a random numbers game. This lesson reveals the key to relevance: Improved targeting and customer-centric language. We’ll also cover how personalization is seen as fake relevancy -- and what to do instead. You’ll take away a new perspective on using “blood ‘n guts” (customer-centric) language to avoid sounding persuasive and needy. This lesson is for you if: You’ve tried everything. From message customization to researching before reaching out. Contacts aren’t biting. You are positive customers need your product/service but cannot break through the noise, stand out and earn consideration.
In 1999, I co-founded what became the Google Affiliate Network and Performics Inc. where I helped secure 2 rounds of funding and built the sales team. I've been selling for over 2 decades.
After this stint, I returned to what was then Molander & Associates Inc. In recent years we re-branded to Communications Edge Inc., a member-driven laboratory of sorts. We study, invent and test better ways to communicate -- specializing in serving sales and marketing professionals.
I'm a coach and creator of the Spark Selling™ communication methodology—a curiosity-driven way to start and advance conversations. When I'm not working you'll find me hiking, fishing, gardening and investing time in my family.