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.
Don’t treat all prospects alike — treat them appropriately