Last week we talked about “entertaining” your list and I explained how most people try and entertain their prospects in their sales letters is totally wrong. Here’s what I said…

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…

So today I want to tell you how to use humor.

First off, appreciate that half (or more) of humor is in the delivery. HOW someone says something often makes it just as funny as what they say, right?

So the first thing to remember is you need to be aware of how you’re speaking.

And the “tone of your voice” is one of the biggest drivers of this. For instance, are you speaking LOUD AND DOGMATIC?

Or are you talking to someone like an old friend, or like a neighbor who’s just trying to help.

Are you being a bully and reminding them how little they know or how little they have?

Or are you being encouraging and positive and enthusiastic.

Are you talking to them in a positive, optimistic and conversational tone?

Or are you speaking like a human resources executive who just wrote a corporate memo that starts off with “Pursuant to our rule book dated 11th of January, 2006…”

So the first thing you want to keep in mind is your tone. Make it folksy and make yourself appear approachable using some of the techniques I just mentioned, and you’re well on your way to entertaining your prospect.

Next time we’ll cover some more ways of using humor and entertaining.

Now go sell something, Craig Garber

P.S.: Why some real estate investors NEVER make the kind of money, never close the deals they deserve: http://www.kingofcopy.com/abcre

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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!

***

Check out ALL the King’s products at http://www.kingofcopy.com/products

Got a difficult question? Just ask me, baby! http://www.kingofcopy.com/askmebaby

If you enjoyed this, forward it on to a few of your friends and business associates. And if you have any comments, just leave them here on my blog: