People make purchases to solve a problem, so sometimes the best time to sell to them is when they’re hurting from their problem.
A Case Study on Pain
We had a client call in today who we’ve done business with for a long time.
They were a little frustrated because there were a number of issues on their website, which we built a number of years ago. These were the kinds of things that just change over time as the internet changes or small from modifications that the client made to the website. They were coming to us to fix these
A sales discussion
The project manager brought up that she thought that we should finish all the things that they asked of us during the meeting and then pitch them on another longterm engagement. She too thought that an ongoing engagement would solve the problem for them and we could all avoid the frustration, lost time, and lost revenue for the client in the future.
The Pain & The Problem
My suggestion was that, instead of doing the work to make them happy quickly and getting past their frustration, was that we pitch it to them right now.
The reason for pitching this again now rather than later is that right now they feel the pain.
Right now, they’re hurting because they have problems, their company is growing, and their website is causing
Sell It While It’s Hurting
So today’s lesson is that you’re solving a pain when you’re doing sales. If somebody’s having
What do you think?
If you agree or disagree, post something in the comments! Let me know if you have a different approach to sales and how you do it.