Yesterday, I was looking at a website for a non-profit organization and at the top of the home page of their website was a large “Donate Now” button. I couldn’t help but think…What? I don’t know anything about you yet!!
Asking for a donation or a sale too early in the process is like asking someone to marry you before you date them.
You have to get to know someone before you pop the question and the same is true in business.
According to Hubspot, 47% of buyers view three to five pieces of content prior to engaging with a sales rep. That means people want to get to know you and your business before they buy from you.
It’s cliché, but people buy from people they know, like and trust and it takes time to build that kind of relationship with potential clients. Once they know you and trust you, then, and ONLY then, should you ask for the sale.
Don’t be in a rush to close the deal. Take your time to educate potential customers about how you can help them and that by working with you their life will be immeasurably better.
About the author: Meg Huwar is a small business marketing expert and Principal of Brand Accelerator. She and her team work with companies who want to market their business but don’t have the time, experience or staff to do it themselves. Meg can be reached at firstname.lastname@example.org or 412-848-8822.