You might find this little story beneficial.
The pandemic has obviously affected a lot of people financially (including myself). Some beneficially, most burdensome.
A few years ago I marketed and sold financial plans. After 6 months I started to see a pattern:
The people who most needed the services and products I offered, were the people who least wanted my help. The people who were pretty solid financially -- the well-educated and established -- could definitely do without what I offered, and they were the most interested.
It was the strangest (and most frustrating) thing.
That was a valuable lesson that I just remembered after reading a quote that @Andy Black sent me:
"Your job is to find out as quickly as possible if the person in front of you sees the value in what you do, or just the cost." (Blaise Brosnan)
In my experience, those that see the cost in something fair far worse than those that see value. For example, if I only saw the cost of TMF or Unscripted , instead of the value... I would most likely be in a far worse position than I'm in now.
So instead of marketing my services (I generate customers) to those that I think are broke and really need it (ah, therein lies the problem), I'm starting to think I should focus on helping the businesses that are booming and probably want it.
What are your experiences with this?
How have you pivoted your sales strategy as a result?
The pandemic has obviously affected a lot of people financially (including myself). Some beneficially, most burdensome.
A few years ago I marketed and sold financial plans. After 6 months I started to see a pattern:
The people who most needed the services and products I offered, were the people who least wanted my help. The people who were pretty solid financially -- the well-educated and established -- could definitely do without what I offered, and they were the most interested.
It was the strangest (and most frustrating) thing.
That was a valuable lesson that I just remembered after reading a quote that @Andy Black sent me:
"Your job is to find out as quickly as possible if the person in front of you sees the value in what you do, or just the cost." (Blaise Brosnan)
In my experience, those that see the cost in something fair far worse than those that see value. For example, if I only saw the cost of TMF or Unscripted , instead of the value... I would most likely be in a far worse position than I'm in now.
So instead of marketing my services (I generate customers) to those that I think are broke and really need it (ah, therein lies the problem), I'm starting to think I should focus on helping the businesses that are booming and probably want it.
What are your experiences with this?
How have you pivoted your sales strategy as a result?
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