How To Keep The “Hidden” Decision Maker From Cooking You Like A Thanksgiving Turkey

Posted On November 14th, 2018

Wives Testimonial CoverOne of the most productive and useful things you can do to work on your marketing and sales for your IT business is NEGATIVE PREPARATION: think of every reason a prospect won’t buy – every obstacle, concern and issue that causes anxiety – then go to work in preparing your process to address it EARLY and, ultimately, address it, minimize it and hopefully eliminate it.

An excellent example of this is a new piece we’ve recently added to all Accelerators Club welcome kits to address a COMMON objection/hurdle we must overcome: the wife of the guy who comes to the seminar, signs up for Accelerators and then has to go home and tell her that he just spent a few thousand dollars on a marketing “seminar.” Often (but not always) the wife is not too happy about it. She may have experience with him buying other “self-help” programs, memberships and marketing only to come up with zeros, so her confidence in marketing and, candidly, her confidence in HIM is low. Therefore, she ONLY sees the money that won’t be going to a new remodeled kitchen, a new car, a vacation, etc. I appreciate their concern. They often don’t know anything about me, much less about marketing. They have no experience with my organization and they haven’t sat through the “pitch” to see what they are getting – and that’s EXACTLY why we need this piece and why YOU need a similar one as well for marketing to your MSP clients. Read full article and comment →