Can I buy a few seconds of your time? Because what I’m about to show you can have a profound impact on your return on interactions. That’s the R.O. I. that we talk about here in Engagify.
Now, I know this cash is a prop, it’s an attention-getting gimmick. If you have ever seen me in a trade show you know, I use this to great effect, but what I’m saying about buying your time is true. There’s an unconscious transaction that takes place when you try to engage with someone.
So the first and most obvious way we “pay attention” is with their time. So if you have an SDR calling someone interrupting their day, that prospect is then weighing the time they’re spending versus the value that they’re receiving on that call.
So what does that mean for us sales people? It’s the fact that you have to be on point. You have to make sure that that point personally benefits that person so that they can see that there’s an outcome in this A.D.D. Society.
Never have the letters WIIFM been more applicable. What’s In It For Me. It’s a cliche, I know, but it bears repeating.
The second way we “pay attention” is with our calories. Now, this isn’t as obvious, but the human brain is only 2% of our body weight, and yet it consumes 20% of our energy. So it’s kind of a hog on resources, so as a survival mechanism, it is very choosy about what it tends to spend energy on.
So when something is too complicated, when something is too hard to follow, what happens is we tend to tune out. So what does that mean for us? We need to keep things dead simple to create that engagement.
So you’ve got to make sure that there’s not too many no words on a slide. Make sure that your language is not too complicated, then the simpler, the better, and the more success you’re gonna have in making people pay attention.