My Brain Hurts

Let’s say that a new telephone company offers you a discounted “bonus plan”, but it’s only applicable in months that end in “er,” and you must order a new phone within the next 24 hours for the offer to be valid. When you try the online link, it doesn’t work. To make matters worse, you get a note that you only have 5 minutes to complete the transaction.

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Getting that Second Meeting - when you are the vendor

What your leads do need, however, is the assurance that the vendor is the best choice in terms of value.

This cannot be accomplished by, as one commentator stated, “showing up and throwing up.” It can only be done by taking time to understand the prospect, listen, learn, and then customize what you present to the exact needs of that company.  In short, deliver the right content, to the right buyer, at the right time.

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