Know phrases to draw customers’ attention. These 4 techniques will help create sales pitches!
Can you remember what were the last messages that had an effect on you as a consumer? Was it advertising messages, educational messages, or a real conversation with a salesperson?
First, can you really remember anything that “worked” with you? If the answer is yes, you are in the minority, as most people cannot remember phrases to get customers’ attention.
That’s because, in fact, phrases to get customers’ attention are not easy to develop and employ. Getting the attention of customers is an art!
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Why is it so hard to get customers’ attention?
This difficulty in creating phrases to call customers to buy only demonstrates how complicated it is to promote your product or service. Advertising messages don’t work for you and, for the most part, for anyone else. For starters, you need to use words that catch the attention of the customer or prospect.
The real truth in all of this is that you must capture your prospects’ attention in the first few seconds or your sales message will be ignored. That simple.
That said, we’ve looked at 4 proven techniques on how you can use your message to quickly capture a prospect’s attention.
These techniques apply to whatever medium you are using: commercials, internet, and sales pitches. And they culminate in the creation of excellent phrases to get customers’ attention.
4 ways to get your prospects’ attention
Techniques and phrases to draw customers’ attention
See how to use words that catch the attention of customers and prospects and how to effectively get the customer’s attention.
You will see that more than attracting attention, they also act as phrases to call the customer to buy.
But before that, understand what cognitive bias is!
How to get customers’ attention with sentences based on cognitive bias
Cognitive bias is a kind of mental shortcut that our brain uses when making a decision.
For example, the so-called cognitive bias of the “adherence effect”, also called the “herd effect”, says that we tend to prefer what the majority also prefer. So, when buying sneakers, many opt for the fashion brand.
This is the basis of the cognitive bias theory. And, in this posts, you’ll see how to use it to
Now that you understand what cognitive bias is, here are 4 proven techniques you can use to quickly capture a prospect’s attention. They apply to all media, including the Internet.
#1. Make a dramatic statement
This type of sentence is based on two cognitive biases:
- Exaggerated Expectation: Based on estimates, we tend to believe them when they are very satisfactory, rather than actual data.
- Contrast effect: when you have contact with something many times larger compared to other alternatives.
When we see an advertisement or marketing campaign that grabs our attention on TV, a billboard that makes us curious, or even a sales pitch that makes us want to know more, we’ve probably been the victim of a dramatic statement.
After all, a dose of drama, even if often exaggerated, ends up attracting consumers. This is the most obvious way to get someone’s attention.
Some examples of phrases to draw customers’ attention:
- Lose 8kg in the next 2 weeks without dieting.
- My doctor uses and recommends these nutritional products.
- Double your sales and reduce your advertising expenses.
In the end, your dramatic statement will be even more effective when describing a great benefit to your prospect. But just beware of false promises. After all, we are not telling you to deceive anyone, just communicate your value in an attractive way.
#2. Surprise with something unexpected
This type of sentence uses the bias of distinction. This bias makes people not weigh two alternatives well when analyzed together, comparatively, than if they analyzed them one at a time.
When surprised by special conditions, this bias can manifest itself in people’s decisions.
Unexpected surprises always attract attention. It’s like a flower arriving at work from a wife or girlfriend on an unseasonable date. She will be surprised and delighted and will leave everyone around surprised and delighted.
Often, negative attention is caused by something going wrong. But you can also use an unexpected surprise to attract positive attention.
The example above was somewhat utopian, but it demonstrates how it is always possible to take advantage of surprises.
Let’s see a practical example of how we can use a surprise in favor of your speech and thus gain your customer’s attention.
You receive a call from a vendor of a supplier, with a 10% discount to advance your order in the month, if you make it until the 30th. Chances are great that you will actually advance it and still get a nice discount.
You can even buy a little more stuff than you would normally buy or buy from another supplier. But with a 10% discount, the purchase seems to be worth it.
This unexpected surprise catches our attention and generates a sales order for a month that you may not have planned to buy from this supplier.
Example of this type of phrase to draw customers’ attention:
A customer has just placed an order and the seller calls saying this:
– Now close the order for next month as well and we’ll give you twice as much time to pay the first invoice, that is: you place the order for this month and the other as well, and you’ll only pay for everything in 3 months!
Use the element of surprise to gain your customer’s attention.
#3. Ask a provocative question
Here, the backfire effect bias is used. In this case, by pointing out an attack on a person’s belief, his attention is called to defend against that statement.
But, in the end, it must be made clear that it was a provocation and that the offer actually reinforces the person’s belief.
Imagine opening a mail on your desk and faced with the following question: “If you’re such a smart executive, why aren’t you generating 6-figure income? “.
I don’t know many people who could resist this way of getting customers’ attention, especially if they aren’t really generating 6-figure income.
Provocative questions frighten your potential customers and force them to learn more, keep asking, or read your presentation.
Here are 2 more example phrases to get customers’ attention in the form of provocative questions:
- Why are you paying so much for your health plan?
- Do you really expect to get rich working for someone else?
This type of sentence is linked to anchoring or vocalism bias. Thus, we tend to give more credibility to information that we already know and feel more familiar to us.
Customization also attracts immediate attention. Personalization is a form of segmentation in which the characteristics and preferences of certain groups of customers are defined.
Thus, your customization can be individualized (when you have few customers) or group-oriented. You can segment by names, gender, ideas and so on.
Use individualized personalization when you’re communicating directly with a person via email, postal mail, phone, meetings, and so on. Use your prospect’s name. A person’s name is the sweetest word he can hear.
Other personal information you know about your prospects. But be careful not to overdo it.
You can personalize it with a name when you are communicating directly with a prospect. But how can you bond with potential customers to get them to visit your site, read your ad, or listen to your radio commercial?
Use group personalization when you’re not communicating directly with one person.
You can have something personal by referring to the known characteristics of your target market. For example, use phrases to get customers’ attention like these:
- When you started your business, for entrepreneurs.
- Your favorite football team for sports fans.
- Every mother knows, for women with children.
Group personalization is not as effective as using a person’s name. But it still attracts attention because your potential customer may react by thinking it’s him at that moment.
Knowing how to get customers’ attention with phrases is important, but if you don’t know after that what questions to ask to understand their needs, your efforts may come to nothing.
Learn to apply these techniques in your business pitch
How to get customers’ attention? Include these techniques in your business pitch, emails, phone interactions, meetings, and other prospecting opportunities.
Thus, the chances of you actually gaining the attention of your potential customers are much higher and you won’t speak alone. When you employ these techniques in your interactions with your prospects, you increase your chances for attention and success.
And when you get your potential customers’ attention, you’ve gained the best they can give you: their attention. That’s why it’s important to only promise what you can deliver.
Once it’s got your attention, put it to good use. Present your ideas clearly and be straightforward when extolling the promised benefit of the approach.
By doing this, including these kind of phrases and words that catch your customers’ attention in your speech, it will sound totally coherent, since you only promised what you can deliver.