March 8th 2008
Nurturing – Part II
Nurturing – Part II. while reading Thomas Freese’ book, The New Era of Salesmanship,(See Review) he made a point about how prospects can lose interest quickly after that first very successful phone call./contact/trade show meet. We have all experienced it. He goes on to emphasis that the sales person needs to constantly renew the pain solutions and implications to the client of not proceeding and why thats important to him during the of the sales process. Folks are busy and have lots on their plate , so urgency will diminish. You remember all that you have said to client, bu tits likely they have not. Nurturing programs give the client a regular “shot” of reasons why they should consider your solution. The message is a silent assistant to the salesman, helping to maintain the urgency. You are looking to take some of the client mindshare over time.
I am learning (??) Spanish and this has some bearing. I have found that to learn a word I have to concentrate and use it in context over 16 times (So I am told). Now I want to learn and I am focussed, but its hard for this engineer. How much more difficult is it for your messsage to penetrate a target when they are likely initially less motivated to act on your product than I am to learn a new language?. In your Nurturing program, your message has to create curiosity ain the target and ensure that you are seen as something different from all the other noise in a prospects work life? Its simple, but hard to do right.
Similar Posts:
- The long term sales view. Are you effective as well as efficient? Part 1 of a series
- Prospect Nurturing
- Not presenting the right message to the right audience can be costly
- Share of Wallet , a sales metric you need to know, to improve the value of your company
- Metaphorically Selling. How to use the magic of metaphors to sell, persuade, & explain anything to anyone. Anne Miller
Category: Technology Industry
