When do you take "No" for an answer?

Quote:

Originally Posted by RainMaker

My philosophy is that is your product is a good value, your customer can recognize it and you don't have to shove it down throat before they come to their senses (WHEN they are ready to buy).

I think that this is a very good point, that sometimes it is just an issue of timing.

But how do people recognise value? Through education, which is a significant part of good marketing. So, they come to their own conclusions about the value of the stuff. Let's remember, beauty is in the eye of the beholder. We can only improve the beauty, but they have to perceive it in order to buy.

Thoughts?

Bald Dog

Quote:

Originally Posted by Bald Dog

But how do people recognise value? Through education, which is a significant part of good marketing. So, they come to their own conclusions about the value of the stuff. Let's remember, beauty is in the eye of the beholder. We can only improve the beauty, but they have to perceive it in order to buy.

Customers can also be educated through a well design and thought out sales presentation. Would it not be just as good to explain face-to-face the value of your product? Marketing is a very important part of sales for lead generation and exposure to consumers, however without salespeople following up the marketing efforts (for most products) sales won't automatically come.

Quote:

Originally Posted by Doc MC

Customers can also be educated through a well design and thought out sales presentation. Would it not be just as good to explain face-to-face the value of your product? Marketing is a very important part of sales for lead generation and exposure to consumers, however without salespeople following up the marketing efforts (for most products) sales won't automatically come.

I totally agree. I also believe that it is the salespeople who should provide the post-sale support. After all, they have a relationship with the client.

I think the problem with educating at the sales presentation is that prospects's scepticism is high. It is an artificial environment and prospects's perception is that salespeople try to manipulate the process to their favour.

I think people in general are more receptive to doing their education by digesting the stuff we send them. And that stuff shouldn't a brochure or other self-aggrandisement piece. It should be some preliminary value around the improved condition the product or service accomplishes.

Quote:

Originally Posted by Bald Dog

...I think people in general are more receptive to doing their education by digesting the stuff we send them. And that stuff shouldn't a brochure or other self-aggrandisement piece. It should be some preliminary value around the improved condition the product or service accomplishes.

Wouldn't that open the door for a misinterpretation of the marketing materials you send them? I don't mind people being skeptical before a presentation, but like I said previously if it is well thought out, they should come around to see the value.

Quote:

Originally Posted by Doc MC

Wouldn't that open the door for a misinterpretation of the marketing materials you send them?

I think here comes the importance of crisp and clear copy. Pictures can be misinterpreted, but written words as almost as obvious as a ham sandwich.

Quote:

Originally Posted by Doc MC

I don't mind people being skeptical before a presentation, but like I said previously if it is well thought out, they should come around to see the value.

Yes, they can be sceptical, but I want them to overcome their own scepticism while in the automated follow-up system. Personally I don't want to invest my precious time in people while they are sceptical. Most of them never overcome that scepticism, and we end up wasting time and energy on tyre-kickers.

Quote:

Originally Posted by Bald Dog

I think here comes the importance of crisp and clear copy. Pictures can be misinterpreted, but written words as almost as obvious as a ham sandwich.

First of all, many good comments made in the past few posts...too many to quote. There is only one problem with this one...Words are only powerful if THE PROSPECT TAKES THE TIME TO READ THEM! This is a major challenge today. I find materials sent in the mail more often than not, never get read because people are so busy and there is so much competing for their time and attention. If I send something in the mail, I will only send a postcard. They have to at least see it when they are shuffling through the mail and I try to grab them with a large headline hook because their brain will at least read that much before moving on. (of course, now we're back at marketing (lead generation) as opposed to sales. Every blue moon a sales will just "make itself" but mostly my sales only come with a live presenation.

I am lucky to work with one of the best sales people out there, lately we are getting some great referrals from existing clients, referrals seem to "sell themselves" basically.

Quote:

Originally Posted by SiteTutor

I am lucky to work with one of the best sales people out there, lately we are getting some great referrals from existing clients, referrals seem to "sell themselves" basically.

Oh, that is such a good point! I need to ask for referrals and often I forget!!

Quote:

Originally Posted by SiteTutor

...referrals seem to "sell themselves" basically.

In my experience referrals seem to "sell themselves" when it comes to the "provider" but still need guidance when it comes to the "product/service."

When do you take "No" for an answer?

Closing the Sale Forum