When we want someone to pay attention to what we have to offer (and we’re excited about it), it can often be challenging to:
- Not give away all of the details at once
- Resist working hard to make sure they understand
- Keep it simple
Although it can seem counter intuitive to our excitement and desire to get results, often a more playful, mysterious approach is more effective.
In theater they call this a “reveal.”
Imagine sitting in an audience before a stage with a curtain drawn. You naturally wonder, what’s behind the curtain?
Or, that old show "Let’s Make a Deal."
Hmmm…should I pick what’s behind door #1 or door #2?
Now suddenly, everyone’s wondering what’s behind those doors. We’ve gotta know!
How the heck does a "reveal” relate to you and your business?
Whether you’re answering the question “What do you do?” or writing a newsletter campaign, it is generally more effective to start by creating intrigue, than to spill your guts all at once.
Let me give you an example.
I worked with a colleague of mine to help her get better results when asked, “What do you do?”
When asked, she now says, “I’m a Spiritual Doctor.”
She pauses to let that sink in.
“What?” they almost always say. “What do you mean?”
Then she offers another intriguing detail (without revealing everything).
“How do you do that?” they almost always say, excited to hear more.
…and the conversation continues.
I taught this technique to a client who tested it out at a networking event.
Because he revealed something interesting and question-provoking at each turn, three people at the networking event said to him, “You are the most interesting person here!”
It really works.
Where can you use the “reveal” in your life and business?
Here are a couple of ideas for you to sample from:
a) Answer “What do you do?” with a shorter response intended to lead the asker to what to know more.
b) Send an email campaign with mysterious title that makes the readers have to click! (Think “The Secret to X Revealed”. Just make sure X is relevant to them).
c) If you are speaking or leading a class, let your audience know that you’re saving a particular nugget of juicy wisdom for the last minutes…so they’ll need to stay tuned.
And lastly, but most importantly—
If you intrigue people about who you are and what you do, they buy from you, and you DON’T deliver the best of you, nobody wins.
Wow them by delivering “the goods,” and you’ll make new friends and get new clients.
Have YOU ever used “the reveal” or noticed it being done? Will you try this technique out for new results? Share your experience in the comments below!