But, since Stage #2 prospects are curious about solutions and since they are searching for information, they’ll respond either to lead capture offers (more on this later) OR, sales messages which: Grab their attention with a headline that challenges them to see their problem from a new angle. Make the symptoms of their problem clear, urgent and critical. Reveal the TRUE source of their problem. Present the concept of your product or service as the superior solution to the prospect’s problem. Present a time-sensitive offer which compels the prospectto either 1) solve the problemRIGHT AWAY by purchasing your product or service or to 2) submit their contact information and request more information about possible solutions. Notice that this is almost identical to the Stage #1 prospect approach, with the exception of the opening. But don’t let this trick you. The Stage #2 new opening strategy completely changes the direction of steps 2 - 5 because it puts the letter into an entirely different emotional context. As you might have noticed, the primary emotion for grabbing a Stage #1 prospect’s attention is fear.