Viva’s Blog: Marriage is overrated

Would you go into a bar and ask someone to marry you? Not if you want to get anywhere. Then why do companies do essentially the same thing?

Let your prospects get to know you, experience your products and services, and then later talk about ‘more’.

Date first

Start by offering something of value to your audience. Take Naturepedic, a leading manufacturer of organic crib mattresses. Their web site is full of educational articles about mattress materials, baby safety, and info for moms. Naturally, they want to sell you product, but they get the importance of providing value first.

Go into a Dots clothing store and their staff will start creating outfits for you. Sure they want you to buy, but they understand that you first need to experience their brand.

Give a little of yourself

If you can, share a sample of your product or service. Strut your stuff. We all know how effective it is when an ice cream shop’s eager staff offers you free samples of their new flavors. You credit them with being generous and caring, when it’s really an effective way to lure you closer.

Date some more

If your service lets you create experiences for people, show them what you’ve got. Ever go into an Apple store? It’s a playground. No boring lectures about RAM and bytes. Play with their toys and they know you’ll come back for more.

So, take a fresh look at what you make or do and think about how you can let prospects taste and experience what’ve you got. That marriage stuff, it comes later.

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