Grabbing that customer

byMKearns

7.6K followers

6 years ago

KPI indicates Key Performance Indicator

The eternal search to get and convert the customer. That is our business. It's what all sales funnels should lead to.

This is explained in Michael Masterson's Architecture of persuasion. The prospect is treated like a date to be won over.

• First you enter the foyer where there is an opportunity for small talk and preamble dtscourse
  
• Next you enter the dining room where drinks are served and assessments are made
• Then comes the living room where the main business in features is presented in an overviewed non-threatening way
• You then divert into the library and the study to put the prospect at ease
• In the passageways the benefits of the necessary transaction are stressed
• Ultimately the goal is the upstairs bedroom where the deal is sealed

There are additional elements.

• The foundation of the proposition as a sound recognizable business deal
• The roof providing warranties and guarantees as cement to the deal