Recent conversation.
“Well, what do you give
to your prospects? You know they’re not going to buy here. They
need to walk out of the room and consider.”
“My business card?”
How does that work?”
“It doesn’t, but
better than my brochure. Nobody wants my brochure.”
The question is what do
you offer that allows someone to come to a buying decision? This
isn’t about “SALES,” this is about acknowledging what you are
observing about how humans behave.
How many people do you see
who keep plugging away with their first idea with no success?
Effectiveness is learning and improving from what you experience.
No matter how hard you do
the wrong thing, it never quite works.
Rainmakers
– Where better comes from.
People commit when they are ready. You may have some influence on the timing, but no sale until the buyer is ready.
ReplyDeleteSo, what do you do in the time between when you made your offer and when the buyer get's the urge to buy...nothing...if you have left them with something of value, something that keeps you in their mind.
Business cards, a general brochure, and similar materials are placeholders - not of value. How effectively low-tech to leave the person with an oversize card of interesting resources with a relevant item circled and left with them.
Of course your contact info is on the item, but important to the recipient is your interest in them and the indicated reference. That's value.
Great post.