Lead generation procedures runs smoother and faster when you present prospects a fair number of options. It averts information overload and simultaneously doesn’t restrict their flexibilities. Nevertheless, there are instances when everything except one option is sufficient to get a prospect qualified and generate a major sale. Sounds great? Yes. Sounds simple? Think again. The concept of a One True Love is an ideal analogy for that One True Option. At that point when a prospect requires a particular thing and just that particular thing from your business, why assert anything else?
Conventional wisdom would have you instructing them to seek another provider or you yourself would proceed onward to another prospect. Be that as it may, is there really no turning them around? Consider these two things when you sense that a prospect is being too obstinate about their One True Option.
- Their need for information is little. It’s been said that getting excessive options can reduce satisfaction once the actual choice has been made. How regrettable would it be if a prospect view only one choice in your otherwise wide range of products/services? Believing that individuals have diverse preferences on the quantity of choices just proves the point. If there is only one option, then it makes sense that much else will prompt information overload. Simply put, they would prefer not to realize what else is there. Or worse, they definitely realize what else is there and would prefer not to settle for less.
- You have your own particular One True Option. Placed yourself in their shoes. Imagine a scenario in which there is only one target market that you needed for your new lead generation campaign. You invested months planning, researching, and obtaining the correct contacts just so your business could get a niche there. Would you like it if someone discouraged you from that market for each and every disqualified lead or sales appointments that didn’t work? Clearly not, you continue onward and continue learning or otherwise, all the investment you give would have been rendered useless.
So whenever you feel like dismissing a prospect just because they’re so into a certain product or service, question yourself. Why just that One Option? Why wouldn’t you, at present, be able to give it? Is it the worth the dissatisfaction it will bring? You’ll never realize what you’ll learn about your prospect and your business.