Can one word really make the difference between engaging or losing a customer? Roger Weisman, Solar Energy Consultant, knows it can and when I heard his story, I knew I had to share it with you.
In the past, when initially talking to potential customers about solar panels, Roger would offer a brief 60,000 foot overview of their benefits and ask, “Would you be interested in learning more about solar panels?” Then, one day, he switched to saying “Would you be curious to know more about solar panels?”
What he discovered was that when he used
the word “curious,” people were far more likely to say, “Yes,” and invite him in than when he said “interested.” The more people invited him in, the more his sales increased.
When I asked why he thought he had stronger results with the word change, Roger said, “I believe ‘curious’ resonates differently with people than does the word ‘interested.’ It is
- Less ‘sales-y’
- Makes the prospect feel less likely to be pressured to buy, &
- Evokes different feelings in a prospect. ‘Interested’ in learning evokes school lessons, whereas ‘curious’ taps into an almost childlike excitement that comes with the possibility of discovering something surprising. And who doesn’t want that!”
Lightning Bugs or Lightning?
Roger’s experience proves the truth of Mark Twain’s observation that “The difference between just any word and the right word is the difference between a lightning bug and lightning.”
Is it time for you to review what you tend to say to
- Engage people to want to talk to you?
- Describe your products and services?
- Manage concerns and objections?
- Differentiate yourself from your competition?
- Talk about pricing?
- To negotiate?
- Close business?
Are the words you use in these conversations and online tired, stale, trite, or dull? Do they need to be refreshed, made more evocative, or exciting?
Words really do matter. Just ask Roger.
Anne Miller
Words Matter – Make What You Say Pay!
P.S. “Curious” to know more about the benefits of solar panels? Email Roger at rogerweisman14@gmail.com or call 845 663 4679.
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Latest Podcast with Ken Newhouse, social media guru: “Words That Sell“ based on my book, “The Tall Lady With the Iceberg: the power of metaphors to sell, persuade & explain anything to anyone.“
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