Curiosity: A Tool to Defeat the Status Quo and Avoid “No Decision”
June 11 Learning Event: 7:30 am - 9:30 am at the Met
Most marketers believe that every customer buying cycle ends in one of two ways: your prospects either choose you, or they choose your competition. In reality, however, there
is a third, even scarier, possible result: the prospect chooses no company at all.
“No decision” is the fate for up to 60 percent of your qualified leads, and it isn’t because you don’t have a good product – it’s because you haven’t been able to convince your prospects that they need to change from their status quo.
How can this be prevented? How can you turn your prospects’ indecision into action?
By using a very basic human characteristic – curiosity – to unearth the hidden reasons as to why your prospects need to see that their status quo is unsafe, and then make them realize that the worst thing they could do for their business is, quite simply, to do nothing at all.
Join Tim Riesterer, Chief Strategy and Marketing Officer at Corporate Visions, Inc., and gain practical tips to help prospects see that keeping their status quo is dangerous. You will learn how to:
- Defeat the status quo barrier
- Develop status quo-busting messages that create urgency for change
- Deploy those messages in visual stories
- Deliver campaigns and conversations that create more opportunities
Riesterer is a veteran of the sales and marketing industry with more than 20 years of experience. He is the chief strategy and marketing officer for Corporate Visions, Inc., a leading sales and marketing messaging company that helps B2B companies around the world create more sales opportunities, and ultimately increase their pipeline. He is also a recognized marketing and sales thought leader and two-time author. His books, “Customer Message Management” and “Conversations that Win the Complex Sale,” address how to create market-ready messages and tools that marketers and salespeople can use to tell a compelling story that wins more deals.
Rock Your Budget: Getting what you need (and even what you want)
July 16 Learning Event: 7:30 am - 9:30 am at the Met
Join-in and Get Better Connected to the Community of MN B2B Marketers...
Learning Pass Available, Good for Next 12-Months...