01 Mar Are you selling to the right person?
The person who is looking for Facebook advertising class may not be attending herself. She was just being assigned to look for one by the boss, who isn’t going to attend neither.
This is a very interesting scenario that happens to most businesses – the person who is buying isn’t using the product/service. In this case, you need to take more factors into consideration in order to close the deal.
A website security company was targeting heavily on IT managers, hitting on the point where the service helps her sleeps better at night, as the service alerts her if anything happens. However the IT manager does not have the incentive to do so, plus she isn’t going to pay for it neither.
The boss does, and she cares.
From our experience working with over 200 brands from over 50 industries, many actually were selling to the wrong person.
Are you selling to the right person?