Marketing and Sales: The Secret of Stuck
This is the third article in a 3-part series on marketing and sales. In the first article, we considered marketing and sales as engaging in the first two steps of the change process. In the second article, we considered the importance of good communications to help prospects make forward progress through the two steps. In this article, we consider how to help prospects who get stuck.
Stuck Is Normal
You should understand that getting stuck within a step of the change process is not uncommon and it’s quite normal. We will consider some of the main reasons for it in a moment, but you should understand one thing.
Stuck threatens your sale. If you can’t help prospects move out of stuck, they will not convert into clients – at least not yet. So, do what you can to get them unstuck.
Reasons for Stuck
There are 3 main reasons why a prospect might get stuck in one of the 2 steps of the change process. These are:
- Low trust
Let’s consider these one by one.
Low Trust – the prospect doesn’t trust you enough and this becomes an obstacle to them. If they don’t trust you, they may not like you, warm to you, feel connected to you, or listen to what you say. They may feel like you want to take advantage of them, or that you’re trying to s