There must be a better way to communicate with clients.
“More is better.” At least that is the impression you would get from most companies. They have hundreds of pages and documents on their website, just in case someone wants to read them. Go ahead… just ask a sales person for more information and watch the flood gates open. The value and level of detail you will receive is staggering. In an information age, who has time to sort through and read the mountain of information that one company can throw at you?
We find that the vast majority of salespeople and organizations operate this way. They feel the need to pump as much info as possible in the time that they get with their prospects or clients. The trouble with this approach is that you will lose your customer’s interest before you even finish giving your first “product feature.”
You’ve put the pedal to the floor before you’ve even gotten a green light.
Think of a time when you met someone for the first time and they start asking personal questions or start telling you the intimate details of their life. Awkward! Now take that same conversation and imagine having it with your best friend. Not a problem. Your relationship has been developed over time. Over that period, the level of information shared has gotten more personal and deeper. Communication during the sales process works exactly the same way. You start providing information at a high level and gradually get more granular as the buying process progresses. This is why we have developed Progressive Messaging™.
Progressive Messaging™
Progressive Messaging™ is a process for segmenting information into logistic, progressive messages that can be easily received, understood, and processed by others. The segmented messages enable a person to digest information in sufficiently small pieces and at rates to encourage the individual to make decisions and take action without feeling swamped or pressured by the communicator.
Providing less information up front actually speeds up the sales cycle and will allow you to have a higher closing ratio then you are currently realizing. Contact us today to find out how your organization can start communicating better with your clients.
