The Right Thing At The Wrong Time
Summary
-
When selling, it's key to find the right timing. Imagine having a fantastic steak dinner. Right after, you're less likely to want another steak. Instead, focus on when someone still needs or wants something—like dessert after a meal.
-
Sell at the moment of greatest need or desire, not necessarily when value is high. After a steak, dessert becomes valuable because it fills a gap. Understand your customer’s unmet needs to make your offer appealing.
-
Timing is crucial. Offering another steak when someone is full is the wrong timing. Pay attention to when someone is ready for the next step and make your offer then.
-
Learn to spot where there’s still an unfulfilled need or desire. This is where you should make your pitch, ensuring it aligns with what they currently lack or crave.
Video
How To Take Action
I would suggest implementing the concept of timing into your sales strategy. Think about when your customers really need something. Just like after finishing a big steak dinner, they're not craving more steak. But they might be eyeing the dessert menu. So, focus on offering your product or service when your customer feels an unmet need.
A good way of doing this is by observing your customer's behavior and feedback. Look for cues or patterns that suggest when they feel a gap or a craving. Maybe it's right after they use your product and they realize they need an additional feature or service. That’s when you make your pitch.
Also, timing isn’t just about unmet needs; it’s about readiness. Just like knowing when someone's ready for dessert, you should figure out when your customer is ready for a secondary offer. You might want to conduct surveys or have conversations to get a sense of your customers' experiences and needs.
Finally, learn to spot gaps. Keep track of common queries or complaints that could point to a desire you haven't yet addressed. This is where you’ll find opportunities to pitch, ensuring your offer fills something they currently lack or desire. Keep your ears open and be ready to adapt your approach based on what you learn.
