“The greatest concubines in history knew that everything revealed with nothing concealed is a bore.” – Geoffrey Beene, Born Aug. 30, 1927.
When it comes to sharing invaluable information with your audience, give away as much as you can. Ideally, give away what others try to sell.
Drown people in quantities of quality…
But always have more that is just out of reach.
More that requires payment, commitment, compliance, whatever.
But some tiny tantalizing tidbit must not ever be given freely.
It requires an exchange.
It doesn't matter what is held back, so long as something is.
A piece of protected info, shared only with the special few. It can even just be a glimpse behind the scenes, and nothing of actual material value or substance.
But as long as it's just out of reach, the desire to have it becomes immense.
Any mysterious gift, still wrapped, might be the most exciting thing here is, no matter how many presents you've already opened… The unwrapped one is always the one that has the attention and curiosity.
Why is this so effective?
Because you can NEVER come up with anything more intriguing than what your prospect will imagine – if you let them.
The trick is that you don't want their imagination to exceed what is delivered. You don't want to set them up for an expectation that end in disappointment.
How can you prevent that?
That's a secret. I won't just tell anyone.
If you want to know it, I'm sure a deal could be reached…