Prospect Tipping Point

I was recently prospected.  It happens all the time.  To be fair, I prospect all the time too so, though I had somewhere to be, I stuck around for this newbie prospector to lay his best lines on me.  I waited and waited; listened and listened.  He finished and, nope, he never got there.  He never got to the Prospect Tipping Point.  What is the Prospect Tipping Point?  The Prospect Tipping Point is that point where the prospector finally tells the prospected why they should give a hoot about what they’re being told.  In other words, the Prospect Tipping Point is the point at which the prospector answers the questions, “What’s in it for me?” and “Why should I care?” for the prospected.
Generally, our brain is wired to filter out stuff that is relevant from that which is not.  Imagine what it would be like without something like the reticular activating system (technical lingo for the filtering system) in our head.  We wouldn’t be able to make it through the day without information overload on a scale more massive than we could possibly imagine.  Every radio commercial, every TV ad, billboard, speech, brand, popup – everything – would make a difference!  Information overload!!!  Luckily, we have this filtering mechanism to keep us sane.  At the same time, we ignore just about everything that doesn’t meet our personalized filtering criteria.  For example, if you’re pitching a weight-loss product to an athlete, you better find language more like “performance enhancing” than “weight loss”.  Your language has to be relevant or your prospect will be asking, “What’s in it for me?” and “Why should I care?” and they’ll move on.
In navigating towards the Prospect Tipping Point during your conversation, be sure not to go on and on about what is important to YOU.  You must detail why it’s important to them.  You should be asking questions – conversing – to understand their position and situation in order to offer personalized content to get to their tipping point and past their filters.  Otherwise, all they will hear is “blah, blah, blah”, and you will have wasted your breath.
I want you to be successful.  After all, I am Your Success Guru!  Successfully navigate and get past the Prospect Tipping Point by understanding with whom you are talking and making your pitch relevant to them.
Best in business!
– Drew

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Comments

  • Dr Nicole Kafka September 13, 2009 at 6:30 pm

    Good point, Drew. Get out of your own head and understand the goals and desires of the person to whom you are talking, so you can provide what THEY want/need (and, BTW, Drew is great at this!)

    Reply
  • Dr Nicole Kafka September 13, 2009 at 10:30 pm

    Good point, Drew. Get out of your own head and understand the goals and desires of the person to whom you are talking, so you can provide what THEY want/need (and, BTW, Drew is great at this!)

    Reply
  • Steve Monroe September 14, 2009 at 7:57 pm

    Have you made a hint or asked this questions directly to the newbie, or you just had them in your mind? After all he is just a newbie, he needs to be tought.

    Reply
  • Steve Monroe September 14, 2009 at 3:57 pm

    Have you made a hint or asked this questions directly to the newbie, or you just had them in your mind? After all he is just a newbie, he needs to be tought.

    Reply