Monday, May 19, 2014
Stop Asking Your Prospects Questions
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.