It's been said and it's true,
"A marketer who has achieved intravenous permission from his customer is making the buying decisions on behalf of the consumer. The privilege is huge, but the downside is significant. If the marketer guesses wrong or, worse, abuses the permission, it will be canceled in a heartbeat." -- Seth Godin
As many of you know, permission is a process.
From schmoozing that prospect at the onset to sending him/her detailed market reports...follow up drip emails...follow up phone calls...meeting for coffee or lunch (on you)...to driving them around on weekends doing "show & tell" with the properties in the neighborhood!
All on your dollar and dime and all without a commitment to buy or sell. And if at the end they say "No thanks! Nevermind." The harder you try, the further you drive them away! At that point, "no" means "NO!"
But when you reach that point of trust, that moment where they confide in you whole-heartedly, permission's been given...permission has been earned. Maybe they read your blog and trusted your market reports? Maybe they liked your personality? Or maybe you just got lucky by following up and calling at the right moment?
What ever you did, you're doing it right. And if you're not, well...what can you do better?
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