One thing I’ve noticed over the years is that most people go in for the sale too quickly.
I bet you’ve noticed this too. Someone pushing a product at you, or telling you why you’re screwed if you don’t use their service.
And, there we are, left repulsed, as if someone just threw up on us, praying for an exit strategy.
This happened to my wife, Rachel, just the other day. We were walking around downtown Berkeley, when a woman literally shoved a brown paper bag into Rachel’s hand.
“This is a gift for you,” the woman said as she whipped out a brush filled with glitter. I’m offering it to you today for $20, and there’s at least $80 worth of high end beauty supplies in that bag.
Rachel, being the loving woman she is, kindly declined. But, before Rachel knew it, this woman yanked the bag out of her hand saying, “fine” and she stomped off to try and push her services onto someone else.
It’s easy to want the sale, sometimes you may even feel like you need the sale. But, trying to push too hard will leave your potential client resistant and headed the other direction.
So, what can you do?
For years I worked with a company called Heart of Business. They taught me that there are 3 journeys of marketing.
1st journey is strangers to potential clients
2nd journey is potential clients to paying clients
3rd journey is paying clients to raving fans
When you are going from strangers to potential clients it can be helpful to have a gift. Something of value to let the new potential client know a bit more about what you offer. They get to experience you and your services, which will hopefully leave them wanting more. Don’t, I repeat don’t, let that gift be a demand on them to make a purchase. Create it with generosity, rather than forcefulness.
Consider what gift you could offer that is generous, and allows that stranger to sample your product or services.
Maybe like Dr. Rachel’s new FitMama Quiz, or a free infographic that explains why your client is struggling. Get creative and have fun with it.
If you already have something, is it working, or does it need to evolve as your business has? Is it time to finally create that thing you’ve been thinking about that you know your audience will love?
Have an idea that needs to be flushed out more? Come check out my first journey marketing over here with a Chocolate Strategy Session.
Together is Better