Hawks . . .  Attacks . . . and Lead Conversion
I live in the country.  Deer, fox and other critters are frequent visitors on our property.  We also have a family of red-tailed hawks who patrol regularly — mostly in search of a quick meal due to our abundant supply of field mice.  The hawks are amazing.  Graceful.  Powerful.  Skilled aviators.  Deadly hunters.  I first see them flying in slow circles over our property.  Suddenly they swoop down to catch a hapless mouse and be off again before you know anything happened.

Hawks Not (Always!) Needed
Recently, my wife and I were seeking to buy some new furniture.  We visited a couple of stores.  But we didn’t buy.  The salespeople would ‘hover’ over us — like hawks seeking a snack — and it didn’t go over well with my wife.  She was a ‘looker’, not a ‘cooker’ . . . i.e. someone who was ready to buy.

In the end, we did find a furniture store that had a ‘no hawks’ policy.  We dropped a lot of money within 10 minutes of arriving there.  Why?  They didn’t hover and they didn’t go for the kill.  They sized us up and acted . . . appropriately.

Don’t Treat Prospects Alike
In marketing — and selling — it’s important to learn what someone wants from you and how they want it.  You can’t treat all prospects alike because, well . . . they’re not all alike!  Some are ready to buy today.  Some are not.  You must discern which is which and act accordingly.

KEY POINT:
Don’t treat all prospects alike — treat them appropriately