Marketing is looking for Mr. Right.
Sales is looking for Mr. Right-now.
I say this tongue-in-cheek to illustrate my point. We both look to establish relationships and talk with customers. The difference is our time horizon.
I eat what I kill. If I don’t sell this quarter I don’t get paid. I don’t get paid, a lot of people don’t get paid. I do this long enough I don’t have a job (and possibly a house, car,…spouse, etc.)
You want to develop conversations that span several quarters, causing leads to progress from C to B, B to A and then hand them to me. That’s fine and good; I’m glad you have that perspective.
Here’s mine: I need leads that are going to buy THIS QUARTER. Period. 30 days from end of quarter, you hand me an “A” lead that is 90 days from buying, it doesn’t help me. Keep it. Talk to me next quarter. I have a very short attention span that is driven by survival.
Keep doing what you do—make sure the demographics, psychographics and statistics are right. Make sure they are serious. Make sure we can service them. Then make sure it fits my time horizon. As with most things in life-- timing is everything.
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