Monday, May 19, 2014

Stop Asking Your Prospects Questions

Most marketers would say that you can't tell consumers what to buy. You have to get them to decide that your product would best suit their needs. And you do that by asking questions, and letting prospects come to the right decision.

Robert M. McMath and Thom Forbes suggest that you might want to stop asking your prospects questions. In their book "What Were They Thinking? Marketing Lessons You Can Learn from Products That Flopped," the authors argue that many prospects are overwhelmed by the decisions that they have to make every day. Make it easy for them. Tell them what to buy. Tell them to buy your software.

As with any idea designed to increase your software sales, you need to measure your current sales, change your sales presentation, and measure the impact on sales and profits.

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