Provocative Questions!

I’ve been asked over the years the following question: “What words can be used to get a person to buy from me?”

My answer has always been: “It isn’t so much the words you use, as much as asking a PROVOCATIVE and COMPELLING QUESTION.  That’s really the power.  Words are very important, but if put together in a provocative and compelling way, it becomes dynamite.

Let me give you a few examples and remember, you can massage this to anyone’s business.

Let’s assume you offer products that are health related.   The provocative and compelling question in this example would be: “How Much Younger Do You Want to Look?” This could be used by any physician, or any occupation that is health-oriented.  Even a chiropractor can ask this question, then tell how he can accomplish helping you stay younger and looking younger.

Here’s a few more that you can massage for your business. These two I’ve used for realtors, but they can be used by anyone.  It’s the question that creates the desire, and then your explanation will give the solution.

Here are the two:

“How Much Better Do You Want To Feel?”

“How Much Happier Do You Want To Be?”

If you really know your market, what their thoughts, wants, fears, and desires are, then these kinds of PROVOCATIVE and COMPELLING QUESTIONS break through the clutter of junk that is running through their mind.

Instead of promising one benefit or feature, after another, you are focusing on your prospect’s emotions. 

Here are some templates to use:

How Much Better…..?

How Much Energy ….?

Tired of the same Old…..?

Isn’t it time you….?

Isn’t this the most unusual….?

Wouldn’t you be better off……?

I would read voraciously every headline that jumped out at me, write it down, and use it in the future to create a PROVOCATIVE and COMPELLING QUESTION.   I’d suggest you start doing the same thing. It’s just a simple matter of taking proven headlines that jump out at you, and adapting them to your own business. 

I can hear some of you saying, “But my business is different, I’m a plumber, or I’m a florist.”

If you’re a Plumber use: “Don’t you Think You Deserve a Plumber that Arrives on Time and is Clean?”

Or if you are a florist: “Isn’t it Time You Showed Her How Much You Really Care About Her?”

The provocative and compelling question works because it engages your prospect or client.  Try it.  Let me know how you massaged this to fit your own business, or leave your response in the comment section below this article.


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