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Are You Sacrificing Trust for Short-Term Sales?

The first lesson you learn in sales is how to qualify a lead.

After all, speaking with someone who’s not legitimately interested in your product or service is a waste of your time — and theirs.

But there’s something that’s even more important than making sure your prospect wants to buy what you’re pitching: ensuring that they’ll be happy with the purchase long after you’ve cashed their check.

Just because you can smooth talk your way into a sale doesn’t mean you should.

In tomorrow's post Yael Grauer explains the reason why.

Stay tuned. 

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Steve Mirsky's profile photoYael Grauer's profile photoJenny Collins's profile photoCorné Lategan's profile photo
7 comments
 
I agree with your post Yael, but doing that type of thing "offline" with construction/remodeling people is tough. They still are talking one call close, stay until they sign etc. and try to show me the success of that. 

You're trying to have them commit to long term content marketing strategy and all you get is one call or fast talk tactics. Frustrating.
 
I hear you about remodeling contractors...many of them still resort to old school tactics that rely on pressure.  I know for me, pressure automatically repels any enthusiasm I may have had in making a purchase.  And it instills 0% trust. 
 
Same here, Steve--it immediately turns me off if I feel like I'm getting the hard sell...and I'm much more likely to buy if I feel more comfortable. I'm not saying it never works, just that it's not an optimal long-term strategy for most businesses. 
 
Great post, Yael. Loved this line: "Sometimes, what you think they want isn’t what they need." Really great reminder!  Also, I'm a fellow Minnesotan! 
 
Glad you liked it! Enjoying the weather? :)
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