Archive for the ‘Marketing Philosophy’ Category
Do You Live Under The Illusion That You Can Control Your Customers’ Behavior?
If you are a business owner, sales person, or marketer, have you ever received a call or a sales lead which unexpectedly led to a very large order worth a lot of money to your company? In fact, it surprised you, and you almost felt a little guilty like you were getting away with something but you were delighted nevertheless. Chances are, if you’ve been in business for a while, you have experienced a similar scenario.
On the other hand, have you ever found yourself laboring for endless hours on a proposal for a small project with relatively modest potential sales revenue? You traveled to the potential client’s business location, spent much time on follow up communication via email and phone, and even offered the prospect a discount; only to watch the client choose a competitive bid? I intuit you experienced this business situation also; that experience was probably accompanied by some frustration.
After almost 20 years of entrepreneurial sales and marketing experience, I can most certainly relate to both scenarios. However, the emotional pendulum does not swing quite as widely between joyous disbelief and frustration any longer, although a sales or marketing situations may still baffle me from time to time.
Let me offer some thoughts and a brief hypothesis as to why you might experience the above sales and business situations. Here we go…
You do not control your customers’ behavior! Read the rest of this entry »