This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about the importance of creating curiosity. In this episode, we’ll be going through how to leverage it as a useful business tool and ensure success in our business relations.

We’ll be discussing things like WHY curiosity is so important, how to create it during and in between meetings, how to use curiosity to make a good first impression, and when to really go the extra mile.

Tune in to find out more about:

• Why curiosity is an intrinsic motivator
• How curiosity creates a heightened sense of arousal 
• How curiosity allows you to remember more 
• Why you should ask for more data to analyze with the intention to share results during the next meeting
• When to introduce an idea about process improvement or timeline as a next step 
• How to suggest an introduction to somebody who has experience in the area of discussion
• Why you should suggest setting up a tailored brainstorming session
• Ways to hint at something that’s coming without fully giving it away
• How to time these hints strategically throughout your meetings
• Why you shouldn’t ignore using curiosity as a helpful business tool
• How to frame the problem you solve
• When to have a dialogue to ensure understanding
• Why you should state what you do
• How to use the unexpected to drive curiosity
• How to add value to your interactions with others
• The importance of creating enjoyable experiences

Retaining the attention of your clients throughout your business relationship (starting even with your very first introduction) is important and vital to the productivity of that relationship. Make the most of your time - and the most of your clients’ time - by delivering an experience that keeps your prospects present and involved.

Keep the curiosity going!

Mentioned in this episode: 

This is Your Brain on Curiosity: TEDx Talk with Matthais Gruber

https://www.youtube.com/watch?v=SmaTPPB-T_s

The Top 3 Things You Need to Implement from Luke Burgis, Author of Wanting

https://www.bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-luke-burgis-author-of-wanting/

The Top 3 Things You Need to Implement from Ron Tite, Author of Think. Do. Say.

https://audio.realrelationshipsrealrevenue.com/the-top-3-things-you-need-to-implement-from-ron-tite-author-of-think-do-say/

How to Use Customer Experience and Marketing to Create and Close More Opportunities, with Jay Baer

https://video.realrelationshipsrealrevenue.com/how-to-use-customer-experience-and-marketing-to-create-and-close-more-opportunities-with-jay-baer/

Glen Jackson on Preeminence – What You Need To Succeed

https://video.realrelationshipsrealrevenue.com/glen-jackson-on-preeminence-what-you-need-to-succeed/

Today we’re talking about how to add value to your interactions with clients when there’s nothing to really purchase in the moment. Reliability is important, but sometimes going the extra mile is worth more. 

Do things without asking. It could be as small as a handwritten note. And because of that small extra effort, that small unexpected gesture, you will add value to yourself in the eyes of your client because they associate you with going above and beyond!

This episode will cover things like:

1. Using the unexpected to drive curiosity
2. Adding value to your interactions with others
3. Creating enjoyable experiences

Incorporating this “Do the Unexpected” principle into your interactions with other people will help to build your business relationships and encourage loyalty.

If you enjoyed listening today, tune in to the next episode of Real Relationships Real Revenue where we’ll be wrapping up our series on using curiosity to advance your business!

Mentioned in this episode: 

Glen Jackson on Preeminence – What You Need To Succeed:

https://video.realrelationshipsrealrevenue.com/glen-jackson-on-preeminence-what-you-need-to-succeed/

In our last episode, we talked about how to introduce cliffhangers to create excitement and anticipation between meetings. Today, we’ll be discussing how to create that engagement DURING meetings!

Today we’ll be talking about:

1. Ways to hint at something that’s coming without fully giving it away
2. How to time these hints strategically throughout your meetings
3. Why you shouldn’t ignore using curiosity as a helpful business tool

Retaining the attention of your clients during your meetings is vital to the success and productivity of those appointments. Make the most of your time - and the most of your clients’ time - by delivering a meeting that keeps your prospects present and involved.

Don’t be afraid to use curiosity as an advantage in your business development meetings. One of the worst mistakes you can make is overlooking it as a useful tool to help you generate enthusiasm and keep the ball rolling!

I am looking forward to diving into this even further on the next episode, so be sure to tune in as we get into this curiosity series. 

Mentioned in this episode: 

The Top 3 Things You Need to Implement from Ron Tite, Author of Think. Do. Say.

https://audio.realrelationshipsrealrevenue.com/the-top-3-things-you-need-to-implement-from-ron-tite-author-of-think-do-say/

Today we’re talking about how to break up information into digestible and attractive portions, and how to deliver those portions in ways that intrigue and excite your prospects. The best way to gain that momentum and anticipation in your business development meetings is to end the meeting with a cliffhanger.

There a few different kinds of cliffhangers you can utilize in this way, and that’s what I’ll be covering in this episode:

1. Ask for more data to analyze with the intention to share results during the next meeting
2. Introduce an idea about process improvement or timeline as a next step 
3. Suggest an introduction to somebody who has experience in the area of discussion
4. Suggest setting up a tailored brainstorming session 

As you listen to the ways you can use each of these cliffhangers to your advantage, you’ll realize how many opportunities there really are to entice your client and get them excited for their next meeting with you.

It’s okay to spread your agenda out over multiple meetings instead of crowding every topic into a single appointment. Keep your clients engaged and ready to take next steps with you!

I am looking forward to diving into this even further on the next episode, so be sure to tune in as we get started in this curiosity series. 

Mentioned in this episode: 

The Top 3 Things You Need to Implement from Luke Burgis, Author of Wanting:

https://www.bunnellideagroup.com/the-top-3-things-you-need-to-implement-from-luke-burgis-author-of-wanting/

This week we are talking about how to create curiosity.   This is a really interesting topic because hardly anybody talks about creating curiosity.   During a normal sales process, everything’s about us.  Today we are talking about why you should be flipping this to the buyer.

Today we are covering the three big scientific elements that allow us to leverage curiosity. 

1. Curiosity is an intrinsic motivator

2. Curiosity creates a heightened sense of arousal

3. Curiosity allows you to remember more

As you tune in to hear me cover these three elements, you will see why these are the kind of things that you want to give your client.   It’s a great experience to help them feel the feeling of curiosity.  Avoid trying to do too much too fast and you will allow your clients to feel comfortable taking the next step with you.

Don’t try to close the deal on your first meeting.  Spreading out your conversations over a couple of meetings will encourage the buyer to take the next step with you without feeling pushed.

I am looking forward to diving into this even further in the next episode, so be sure to tune in as we get started in this curiosity series. 

Mentioned in this episode: 

This is Your Brain on Curiosity: TEDx Talk with Matthais Gruber

https://www.youtube.com/watch?v=SmaTPPB-T_s

Mo asks Andrew Cogar: What is your personal definition of business development?

• Andrew’s definition has evolved to simply mean fulfilling relationships on a personal and professional level and not making it any more transactional than that.
• You need to know where you want to go and what the vision of the firm is to know which prospects should be pursued. With a focus on relationships first, even if one project is not the right one at the right time, the next one might be.
• You have to be true to yourself as well as honest and open. Selling a project to someone that doesn’t fit their needs or isn’t in their budget doesn’t do anyone any good.
• Focusing on relationships is focusing on the long term. Doing the right things in the long term comes around ten fold.
• The founder of Historical Concepts baked in the values of vision and integrity, and as the president, Andrew wanted to double down on what Jim taught him. Andrew took the set of axioms they operated on and took it to the rest of the team to make it their own and allow them to add to it. This gave Andrew the confidence to speak for the firm and articulate it to prospects.
• Your purpose is your North Star. Your mission is the external voice of what you’re trying to share. Your vision is your five-year, big, hairy, audacious goal. Articulating those values gives you the lens to see if a client or project aligns with your purpose.

Mentioned in this Episode:

GrowBIGPlaybook.com

historicalconcepts.com

Visions of Home