Their clock

Customers will buy when they’re ready. Not when you want them to, not when makes most sense to you, not at the most objectively logical moment (or even for logical reasons). Customers do what they want (within whatever boundaries they have), when they want (within constraints) and for the reasons they want (within their personal logic).

So do you.

Your job is to live within their castle.

You might try to incentivise and chivvy and cajole. Good you for. You can put them under time pressure and seduce them with syrup in their ear. You can do all the things you’ve ever learned to do … and still they’ll respond within their constraints and using their thought processes.

Don’t waste time sitting by the phone. Get on with something else whilst their clock and reasoning clicks into place.

Skippy strategy: Sometimes you have to let the clock handle it.

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Category:
Skippiness