How to build trust and still sell

  So, two schools of thought on marketing these days…

#1. The ABC method - Always Be Closing… “Sell something and sell it now…here’s a jumbo sized helping of hype…wanna give me money??”

#2. The LIB method - Let It Be…”Just make some content, make it epic, BE everywhere, build it and they will come…eventually.”

Here’s the problem, if you’re selling high-trust services…

The ABC approach tends to kill trust and often must be propped up by manipulation.

Prospects manipulated into buying make crappy clients.

So you might think the LIB method is better…

And you might not like to eat this year (or next).

The secret is in the middle…

Build trust with regular communication and demonstration of what you do…

AND

Build a process with time-based trigger points that force prospects to make a decision (note the subtle difference…the *process* forces the decision, you don’t ever need to apply pressure)…

In or out.

The plane’s taking off with or without you Mrs. Prospect.

 

 

 

photo, originally in color, courtesy of: Prayitno

Steve Gordon

101 North Monroe Street, Capitol Hill, FL, 32301