Curiosity wants to know it all.
Curiosity can and should be used to create demand for new customers because of its intrinsic motivation and predictability on target personas.
Curiosity is central to Artificial Intelligence, Machine Learning and Reinforcement Learning as proof of the predictability of curiosity on behavior for attention, and attraction toward a valued goal.
Satisfying curiosity is a powerful human motivation. Curiosities’ drive comes from epistemic intrinsic motivation whose results can be predicted, measured, and relied upon.
These motivations predict interest, attention and attraction toward a valued goal in curious people meta personas.
Dr. Todd Kashdan’s research paper published in 2019 “The Five-Dimensional Curiosity scale” is a predictable fundamental human motivation that influences learning and the acquisition of knowledge.
Curiosity can be combined into meaningful profiles to capture three distinct types of curious people: The
Problem Solver, Fascinated, and the Empathizer.”
Curiosity components (Interest + warranted attention = attraction) are:
- Interest – interest comes from value and value motivates intrinsic buying behavior.
- Warranted attention – genuine and bonafide value proposition.
- Attraction – desire to work for the value proposition.
Dr. Kashan’s research affirms that curiosity strategies, like Bait Marketing, should use curiosity to do the prospecting, qualifying, contact, scheduling, and presales for you!
Bait Marketing can be taught and implemented to catch, convert, and close customers at scale.
“Nothing happens until a sale is made.” Thomas Watson, Sr., President of IBM from 1914 to 1956, coined this expression. He knew what he was talking about. Selling technology in the first half of the twentieth century, before the moon landing in 1969, was not an easy sale to make. Companies then, like many still today, did not understand the transformational power of technology to reshape industry and company fortunes.
What is a “sale” and how is it made? A sale is made when a buyer and seller agree to exchange values. The customer’s value is revenue, but what is your value to the customer? It’s not your price.
New sales are the lifeblood of every business, but not every business knows that yet. Without predictable new sales year over year, no matter how well intended a company’s mission or goals, the company will suffer with limited growth. New sales breathe life into all other company possibilities.
How to attract new customers year over year is the seminal question every business must solve first if it wants to maximize its value proposition and reach its potential.
Technology companies must monetize their value proposition to make more business. A company’s value proposition is the monetized value of its service or product to the customer - “your value.” If you don’t know the monetized value of your value proposition to your prospect, neither does he.
Sales are the problem, sales are the answer, sales are the point. Monetize your value proposition to make more sales and grow your business at scale.
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