You lost me at "Hello"

17 Dec

Stephanie Fox Muller, one of our advisory members, sent me this email along with her comments below.

Why would anyone take a salesperson seriously when their first communication – first! – offers a freebie of four hours of work? Let’s see, I don’t yet know what you do. That means I have to take my time to go to your website and figure it out. Then decide if I want four hours free.

If your fear of the economy is showing, maybe you need to take a step or two or nine back. If your product or service had value before the economy tanked, it still does. If you don’t believe that, you can bet that your prospects won’t. Good sales and marketing people know how to position their offering to meet the current needs of their audience. If you can’t figure out how to sell whatever the heck you offer in light of the current economic conditions, the last thing you want to do is give it away. If it ain’t worth anything to you, it’s worth less to me. And I don’t buy the little disclaimer at the end – if you try us out now, you may buy us later. If I don’t need you now, I won’t remember you later.

Instead of doing the email equivalent of cold-calling with a drop-your-shorts offer, how about asking clients who DO see your value and ask them for referrals?

One Response to “You lost me at "Hello"”

  1. trish bertuzzi December 17, 2008 at 6:45 pm #

    Excellent point Michael. For our take on how to “Have Them at Hello” check out our related blog posting that is a Seth Meerman Konrath strategy. Who is smarter than those guys?

    http://blog.bridgegroupinc.com/blog/tabid/47760/bid/7563/Sellers-Marketers-Have-Them-at-Hello.aspx

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