"That's Entertainment"

Today I want to go over the third step in the 3-step formula to constructing your sales conversation with your prospect.

The first two steps, which we covered already are: educate… and inform… and today the final step we’ll talk about is “entertain.”

First of all, why do you want to entertain your prospect? After all, you’re not a comedian or an actor, and they haven’t paid money to see you perform, right?

Well… that’s true. Bug when I say entertain, I don’t mean entertain as in “stand up comedy routine” entertain. I mean entertain as in “engage your prospect in a positive and enthusiastic manner.”

Meaning, you want to put a smile across your prospect’s face. You want to be the bright ray of sunshine in their day.

See, when people feel good about the energy coming out of you, they are relaxed and very receptive to what you have to say. And they feel good about you, which is the most important thing, when you’re trying to sell something.

After all, could you imagine buying something from someone you don’t feel good about?

No way, right?

So, how do you entertain your prospects?

Well, today I’m going to tell you how to NOT entertain them, first. And then in my next tip I’ll show you how to actually entertain.

You don’t entertain them by being funny. And there are two reasons for this:

One, what you think is funny may be irrelevant or even in bad taste to your prospect. And two, when it comes to money, people are dead serious about opening up their wallets.

You want to be taken seriously and meaningfully. You want to have value. People aren’t usually cracking up over jokes when they’re making buying decisions, now are they?

Most of the time I see people trying to use humor and it’s all wrong. They’re cracking jokes, not creating a relationship.

Save your jokes for your friends, but be dead serious with your prospects.

Like I said, next time we’ll cover how to entertain. But for today, just…

Go sell something, Craig Garber

P.S.: Only Five Days Left to get your hands on this month’s issue of Seductive Selling and this month’s Audio Success CD, where a niche marketer from the UK reveals how he entered his niche and how he’s worked his way to the top of the market in it, in this 78-minute interview! Get your FREE copy at http://www.kingofcopy.com/ssnl

Bring it, baby… bring it!


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About the Author

Craig GarberAuthor of "How To Make Maximum Money With Minimum Customers, " and publisher of Seductive Selling - an offline marketing newsletter currently read in 15 countries, world-wide. In a nutshell, I do two things: 1. I show you how to attract a reliable, steady stream of pre-qualified leads who are ready to do business with you NOW... 2. And I increase your net profits and cash-flow, by increasing your customer, client, or patient value -- often, dramatically. How do I do this? By developing, and helping you implement, unique, personalized lead generation and marketing strategies... using compelling sales messages that push your customers emotional buy-buttons. I've worked with over 300 clients in more than 104 different industries, since March of 2000, and I really enjoy what I do. I'm a stable, reliable, happily married family guy with three kids who loves life and always follows through on my commitments and promises. I love to listen to music, workout, read, travel with my family, take pictures, and go bass fishing. I always say "Yes," when it comes to good cigars, good books, and good coffee :-)