Be careful what you ask for… you may get it. And, in the world of sales and business, you may not. But it’s very rare to get what you want if you don’t ask for it. And, unless you are a military commander (or a parent), you can’t just tell them what to do (and in the case of a parent, that may not matter anyway). So the request of your audience must be direct and relevant to what you want them to do.Heard a speaker today say three times, “Let me urge you to consider…” My first thought was “I just did, thanks. No.” I’m guessing he wanted more from me. But I gave him everything he asked for. And then some. He didn’t ask me to be involved; he didn’t ask me to give money; he didn’t ask me follow up for more information; he didn’t ask me to do anyting concrete. He didn’t ask anything other than to “urge” me to think. Perhaps that is a backhanded reverse pyschology tactic, but I just don’t buy it from a communication standpoint. If you want results and response, then ask for it. And tell them why the action is good for themTo wit:
- I want you to come by my booth and talk about how I can help you double your sales this year.
- I want you to pay me in line with my job function; my current salary is $15,000 below grade.
- I want you to empty the trash throughout the entire house on Monday nights or you’ll be grounded until you’re 25 years old
You don’t urge your kid to consider taking out the garbage; you don’t suggest your boss think about your salary; you don’t urge your potential customers to maybe think about your business. You ask for action.
Leave no doubt about what action you want your audience to undertake.