There’s a fine line out there between getting highly motivated customers that want to come to you and forcing people into your funnel. While the short-term results may be the same — you may be able to close sales by forced acquisitions of clients, the long-term results are going to be much different.
Those that chose to come to you, that are truly excited to do business with you, are going to become long-term customers. Those that feel coerced or forced are really going to look for ways to shorten the relationship or to get through the payment. Here are some tips to determine whether your marketing is successful and powerful or whether it’s being forced.
#1 Are you making them want it? Are your customers coming to you excited? Do they want to do business with you, or are they talked into doing business with you? It’s hard to see from the outside so you may want to involve a third party to help you make that decision.
#2 Are you forcing it? Do you feel like you’re making your customers do business with you or are they affirmatively choosing to do business with you? Again, the difference is subtle, but the difference in results is critical.
#3 Are you using guilt or coercion? At any point in your sales process are you overly relying on past relationships, things you’ve done for people or other things? Are they doing business with you because they feel like they have to or that they owe it to you
#4 Are they excited? Are your customers excited? Are they motivated? Are they telling others about you or are they just doing business with you because they feel like they have to?
Take a look at your business. What do you think? Where are you in this cycle? Are your customers coming to you motivated and excited and happy or are they really feeling like they’re forced to work with you? The difference between these customers can be huge.
What’s been your experience with this? How have you built your marketing so that your customers want to do business with you? Let us know in the comments below.
Make sure you download our free checklist to assess your business: www.mcbrideforbusiness.com/BlogGift
This posting is intended to be a tool to familiarize readers with some of the issues discussed herein. This is not meant to be a comprehensive discussion and additional details should be discussed with your attorneys, accountants, consultants, bankers and other business planners who can provide advice for your circumstances. This article should not be treated as legal advice to any person or entity. Freeimages.com/photographer Jessica Bowden.
About the Author
Shawn McBride is the Chief Innovation Officer at McBride For Business, LLC. His signature keynote, The 3 Laws of Empowerment (www.rshawnmcbridelive.com), gives audiences an entertaining look at how they can prepare, plan and protect themselves. You can reach R. Shawn McBride at firstname.lastname@example.org or (214) 418-0258.
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