Ties
Sales Octane #23
People like ties.
No one goes home a loser, but do they really?
Just like the prospects that don't buy your services but don't say no aren't really in search of more information they just can’t make a measured decision.
Do they fear that making a decision is more beneficial than the decision itself?
Maybe, but I do not think so.
Our business climate has created an environment where inability or unwillingness to move or act is compelling. This apathy absolves the prospect of accountability.
In fact, most of the time, they're unsure because they are terrified of deciding. No is daunting and Yes is overwhelming.
In the movie Field of Dreams, Kevin Costner hears that “Voice”. That marketing voice “Go the distance . . . . Heal his pain”. The pain in your prospect is “maybe” and the clock is ticking.
Your business should go the distance to show him the pain in indecision. Your marketing efforts should reflect making a decision. A maybe is not efficient. A maybe shows no passion. A maybe does not recognize value. A maybe does not have a timeline. A maybe is a waste of your efforts.
Remember there is no crying in baseball. There are also no ties!
People like ties.
No one goes home a loser, but do they really?
Just like the prospects that don't buy your services but don't say no aren't really in search of more information they just can’t make a measured decision.
Do they fear that making a decision is more beneficial than the decision itself?
Maybe, but I do not think so.
Our business climate has created an environment where inability or unwillingness to move or act is compelling. This apathy absolves the prospect of accountability.
In fact, most of the time, they're unsure because they are terrified of deciding. No is daunting and Yes is overwhelming.
In the movie Field of Dreams, Kevin Costner hears that “Voice”. That marketing voice “Go the distance . . . . Heal his pain”. The pain in your prospect is “maybe” and the clock is ticking.
Your business should go the distance to show him the pain in indecision. Your marketing efforts should reflect making a decision. A maybe is not efficient. A maybe shows no passion. A maybe does not recognize value. A maybe does not have a timeline. A maybe is a waste of your efforts.
Remember there is no crying in baseball. There are also no ties!
Posted by The Maverick builder at 10/11/2008 11:40 AM 
Categories: Sales, Marketing, Inspectors, Just Business
Categories: Sales, Marketing, Inspectors, Just Business
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