1. Surprise Find ways to create the unexpected. Sending your first piece of correspondence to a prospect inside a box of fresh croissants might just get you that breakfast meeting after all. 2. Create mystery Make them say, “huh?” Create pain in the form of anticipation, which only further engagement can soothe. “Did you know that your competitor shortened their manufacturing cycle by three days using our product?” 3. Create a knowledge gap “Were you aware that only 54% of salespeople make quota because of poor selling environments, not because of poor sales training?”
