But still seems distracted? Simply make your voice louder, quieter, faster, or even slower.
To give you an idea, let's say your current volume is a bit loud. As soon as you viber database suspect your prospect's attention has wandered elsewhere, lower your voice to make it much softer. Your prospect's ears will register the change, and they'll automatically start listening more closely to figure out the cause.
Alternatively, if your current speed is relatively moderate, re-engage the potential customer by speaking faster or slower. Naomi Baron , a linguistics professor at American University, says that famous YouTubers often do this to keep their audience's attention.
Be careful! Don't take this too far; if you find yourself speaking in slow motion or too fast, just move closer to your normal speed.
3. Say his name
How do you get someone's attention from afar? You shout their name. People are incredibly attuned to their names - they usually turn around immediately when they hear it.
You can use the same principle to re-engage a distracted prospect, of course at a softer volume. If you notice their responses becoming shorter and less convoluted, use their name in your next response.
Here's what your conversation might look like:
You: “What has prevented you from solving problems with the quality of your webinars in the past?”
Luis (the client): “I don’t know… I guess it’s not one of my priorities for now.”
You: “I see. But tell me, Luis, do you know what the average percentage of attendees is who stop watching due to poor video quality?”
4. Challenge them
The best way to get someone's attention isn't by showering them with compliments. Instead, your best bet is to create a small amount of tension.
Betty Liu , executive vice president of the New York Stock Exchange, calls this “soft conflict . ”
Introducing a gentle conflict “puts someone on alert,” the former presenter notes. Plus, since most people are rarely challenged, “meeting someone who knows how to speak honestly and express an opinion that is different from yours or others is a relief.”
You’re probably wondering: How can I put this into action? We recommend bringing a distracted client back by pausing, saying their name (see technique 3), and asking a tough question like, “How important is this problem compared to the other ones you’re working on?” or “Suppose you don’t solve this problem in three months. How will this affect your business?”
